AI-Powered Prospecting and Closing

This unit teaches learners to operationalize AI across the late-stage sales cycle: designing AI-driven prospecting sequences, prioritizing and scoring leads, crafting and curating targeted messages, and practicing multistakeholder closing with virtual assistants and simulators. Students will also learn to measure business outcomes, perform root-cause and vendor/value evaluations, and set guardrails for AI behavior to ensure ethical, effective sales execution.

Learning Objectives

• Analyze prospect and engagement data to design AI-driven prospecting sequences and implement predictive lead scoring that prioritizes follow-up within a sales cadence
• Apply AI-assisted copywriting and content-curation techniques to produce targeted outreach (emails, social posts, sequence templates) tailored to stakeholder personas and emotional drivers
• Demonstrate advanced questioning, multithreading, and closing techniques in an AI simulator or with a virtual closing assistant by leading multiple role-play scenarios that surface stakeholder success criteria and overcome objections
• Evaluate AI outputs and sales activities to identify measurable business outcomes, conduct root-cause and vendor/value analyses, and create an action plan with KPIs and behavioral guardrails for deployed AI tools