Objectives of the training
Learn how to identify relevant use cases, use CRM data for prospect scoring and sales forecasting, and automate prospecting tasks with generative AI tools such as ChatGPT.Targeted audience
Sales representatives, business developers, sales managers. CRM or sales marketing managers.Prerequisite
Basic knowledge of business and CRMTrainers
Benefits for Participants
• Identify relevant use cases for AI in their business activities
• Leverage CRM data to improve sales performance
• Apply predictive analytics and prospect scoring methods
• Use generative AI tools to automate prospecting tasks and personalize customer messages
Course architecture
Introduction to AI in sales
• Key definitions and concepts (AI, ML, NLP, generative AI)
• Challenges and benefits for sales teams
• Overview of real-world applications (large corporations, SMEs, SaaS tools)
Concrete use cases for AI in sales
• Prospect scoring (prioritization)
• Sales forecasting (forecasting)
• Customization of offers according to customer segments
• Detection of opportunities via purchase history
• Exercise
Processing and preparation of sales data
• CRM data structure (extraction, field types, data quality)
• Data preparation for modeling (cleaning, encoding, normalization)
• Introduction to exploratory data analysis (EDA)
• Exercise
Visualization of sales performance indicators
• Creation of simple dashboards (Google Sheets or Python)
• Essential KPIs: conversion rate, average basket size, sales cycle
• Classic analyses: Pareto (80/20 rule), RFM segmentation (Recency, Frequency, Monetary)
• Exercise
Machine learning applied to sales
• Basic concepts: features, labels, training/testing
• Suitable models: logistic regression, decision trees
• Application to churn prediction or lead scoring
• Importance of interpretability (examples with SHAP or simple trees)
• Exercise
Automating prospecting tasks with generative AI
• Introduction to tools: ChatGPT, GPT for Sheets
• Automatic generation of sales content (emails, headlines, summaries)
• Best practices for writing effective sales prompts
• Limitations, biases, and human supervision
• Exercise
Mini-project summary: AI assistant or scoring pipeline
• Group or individual project
Option 1: Creation of a prospecting assistant with GPT (search + message)
Option 2: Prospect scoring pipeline from a CRM file + dashboard
• Presentation of results, discussion, feedback
Pedagogical details
Type of training
Private or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quotePrivate or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quote