Course : Streamlining Business Practices with AI
Practical course - 2d
- 14h00 - Ref. IZE
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 | Identify high-impact AI use cases within a sales cycle and prioritize them based on their business value, feasibility, and risks. |
| Design reusable sales prompts, templates, and workflows tailored to lead generation, client onboarding, and follow-up activities. |
| Develop a framework for AI use that incorporates governance, data privacy, and validation of generated content. |
| Implement a strategy for the industrialization of commercial AI applications and drive adoption using performance metrics. |
Intended audience
Sales directors, sales managers, sales operations or RevOps teams, marketing and lead generation managers, sales performance consultants, sales trainers, and innovation or digital transformation project managers looking to structure AI applications in a B2B sales environment.
Prerequisites
Understand the main stages of the sales cycle as well as the fundamentals of marketing and customer relations.
Practical details
Teaching methods
The instructor assesses the participant's learning progress throughout the training course using multiple-choice questions, role-playing exercises, hands-on activities, and so on.
Course schedule
1 Understanding the Potential of AI in Business Practices
- Identify the uses of AI in lead generation, lead qualification, client preparation, and client follow-up.
- Distinguish between individual experimentation and the industrial-scale adoption of augmented business practices.
- Map out the stages of the sales cycle that are compatible with automation or AI-assisted processes.
- Analyze the expected benefits in terms of productivity, customization, and standardization of practices.
- Assess the limitations related to data, bias, confidentiality, and human validation.
Hands-on work
Mapping a sales cycle and identifying tasks that can be enhanced by AI.
2 Identify and Prioritize Commercial AI Use Cases
- Identify business pain points and opportunities for improvement through AI.
- Classify use cases based on their business impact, feasibility, and risks.
- Distinguish between time savings, quality improvements, and sales performance gains.
- Develop a prioritization matrix to select relevant pilot applications.
- Define selection criteria that are aligned with the organization's objectives.
Hands-on work
Create an impact, feasibility, and risk matrix to identify priority use cases.
3 Designing Reusable Sales Prompts and Assistants
- Structure effective sales prompts based on an objective, context, and quality criteria.
- Define roles, output formats, and guidelines appropriate for commercial use.
- Create reusable templates for lead generation, appointments, and follow-ups.
- Monitor the quality of the generated responses and adjust the instructions based on the results obtained.
- Organize a shared library of prompts for the sales teams.
Hands-on work
Design of a library of reusable sales prompts for various business scenarios.
4 Applying AI to Lead Generation and Sales Preparation
- Use AI to analyze target accounts and prepare for sales meetings.
- Generate personalized outreach messages and follow-ups tailored to each contact.
- Produce summaries of customer information and sales pitches.
- Prepare discovery questions and responses to common objections.
- Use AI to improve the preparation and quality of sales interactions.
Hands-on work
Simulation of an augmented prospecting scenario, including message generation and appointment scheduling.
5 Industrializing AI-Enhanced Business Workflows
- Define a sales workflow that integrates AI, CRM, and existing management tools.
- Standardize procedures and document the key steps in business processes.
- Define the roles of sales representatives, managers, marketing, and sales operations.
- Implement a process for the continuous improvement of the models and workflows used.
- Monitor the quality of generated content and human validation points.
Hands-on work
Development of an augmented sales workflow that integrates tools, data, and human oversight.
6 Securing and Regulating Commercial AI Applications
- Identify sensitive data and the risks associated with the use of AI tools.
- Establish usage policies that comply with confidentiality and data protection requirements.
- Oversee the human review of user-generated content before it is distributed to customers.
- Raise awareness among teams about the issues of accountability, bias, and control in AI.
- Establish a code of conduct and an operational governance framework.
Hands-on work
Development of a commercial AI usage policy and a validation checklist for generated content.
7 Deploying Business AI at Scale and Driving Performance
- Develop a phased rollout plan for a sales team.
- Select pilot populations and define appropriate support measures.
- Organize team rituals and user communities centered around business AI.
- Define metrics for usage, productivity, quality, and adoption.
- Drive continuous improvement of sales practices, prompts, and workflows.
Hands-on work
Development of a 90-day rollout plan with monitoring metrics and criteria for scaling up.
PARTICIPANTS
Sales directors, sales managers, sales operations or RevOps teams, marketing and lead generation managers, sales performance consultants, sales trainers, and innovation or digital transformation project managers looking to structure AI applications in a B2B sales environment.
PREREQUISITES
Understand the main stages of the sales cycle as well as the fundamentals of marketing and customer relations.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Sales directors, sales managers, sales operations or RevOps teams, marketing and lead generation managers, sales performance consultants, sales trainers, and innovation or digital transformation project managers looking to structure AI applications in a B2B sales environment.
PREREQUISITES
Understand the main stages of the sales cycle as well as the fundamentals of marketing and customer relations.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
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This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.