Personalising a prospecting sequence
How can you personalise a prospecting sequence with AI without compromising quality?
1250 € per session, excl. VAT
In short
“Personalising a prospecting sequence” is a private in-person session of half a day for business developers and inside sales staff or prospecting campaign managers. It helps you design a sequence of four to six contacts with one objective per contact. Groups of up to 12 participants, in French, with exercises on your own work cases.
Why this training?
An effective prospecting sequence combines several spaced-out contacts, each bringing something new. In practice, follow-ups are often identical, too close together or too persistent. This session shows how to structure a complete sequence and use AI to adapt it to different segments, while maintaining control over every message and the pace of contact. Running case study: ‘Sécuria’, a fictional provider of access control solutions, targets property managers and headteachers of private schools. Participants build the sequence and its two variants. Transfer to the workplace: Participants launch a pilot sequence for a small number of prospects, applying the sending rules they have defined.
Objectives of this training
- Design a sequence of four to six contacts with one objective per contact
- Personalise the sequence with AI for two different segments
- Vary the channels (email, call, professional message) coherently
- Define stopping and frequency rules that respect recipients
- Put a review process in place before anything is sent
Who is it for and what are the prerequisites?
Roles and tasks concerned
- Business developers and inside sales staff
- Prospecting campaign managers
Prior skills
- Have already used a generative AI assistant for a few simple tasks (AI Fundamentals level or equivalent).
- Know your company's sales cycle and its main offerings.
What you will work on
Anatomy of a sequence
Objective: Understand the role of each contact. Objective for each step, spacing, channels, stopping conditions; examples of overly persistent sequences.
Building the base sequence
Objective: Define a complete and coherent sequence. Contact plan; base message for each step; short call script.
Personalising by segment
Objective: Adapt the sequence without inventing information. What changes from one segment to another: challenges, vocabulary, evidence; verification of claims.
Sending rules and review
Objective: Set boundaries for the use of the sequence. Frequency, stopping, unsubscribing, data used; review using the four-eyes principle.
What you take away
- Sequence analysis grid
- Base sequence of four to six contacts
- Two sequences personalised by segment
- Sending rules and review checklist
Method and assessment
- Short explanations followed by immediate practice on the running case study.
- Individual work followed by work in pairs, with peer review of the outputs.
- Guided group discussion: what works, what needs correcting and what remains a human decision.
- Preparation: Bring an existing sequence or your current prospecting messages (anonymised). Define two customer segments to target.
Observable criteria: Each contact has a distinct objective and provides new information; The variants genuinely differ according to the segment; Stopping and frequency rules are explicit; No unverified claims remain.
Frequently asked questions
Does the training include an automation tool?
No. It focuses on design and personalisation. Sending automation is covered in a level 4 training course.
How many contacts should you plan for?
Four to six spaced-out contacts are worked on during the session; the right number depends on your market and your internal rules.
Can you prospect through professional messages?
Yes, if the channel suits your target audience and is used in accordance with the platform's terms and data protection rules.
Are the messages ready to use?
They are ready to be reviewed and adapted internally; final approval remains with your team.
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