Understanding the sales journey

How can AI help you make sense of each stage of the sales journey?

1250 € per session, excl. VAT

In short

“Understanding the sales journey” is a private in-person session of half a day for salespeople, business development executives and sales assistants who are new to AI or account managers seeking a shared foundation before going further. Groups of up to 12 participants, in French, with exercises on your own work cases.

Why this training?

Salespeople discovering generative AI often use it haphazardly: an email here, a summary there. Without an overview of the sales journey, it is difficult to know where an assistant saves time and where it adds nothing. This session starts with your team’s actual journey, from initial contact to signing, and links each stage to simple, verifiable uses that comply with your confidentiality rules. Running case study: ‘Maison Delvaux’, a fictional office supplies SME, supports a new prospect from the incoming enquiry through to the proposal. Participants follow this prospect step by step and produce a short piece of content with AI at each stage. Transfer to the workplace: Each participant leaves with one use to test on a real case during the week, in line with internal rules on customer data.

Objectives of this training

  • Describe the stages of your company’s sales journey and the information useful at each stage
  • Identify three stages where generative AI can prepare content or a summary
  • Formulate a simple request to an AI assistant and check the result
  • Distinguish between information that can be shared with the tool and information that must remain internal
  • Choose an initial use to test during the week

Who is it for and what are the prerequisites?

Roles and tasks concerned

  • Salespeople, business development executives and sales assistants who are new to AI
  • Account managers seeking a shared foundation before going further

Prior skills

  • No prior knowledge of AI required: the training starts from scratch.
  • Ability to use a computer, a browser and a word processor.

What you will work on

  1. The sales journey, step by step

    Objective: Share a common representation of the sales journey. Typical stages (prospecting, discovery, proposal, negotiation, signing, follow-up) compared with the team’s actual journey; information needed at each stage.

  2. First steps with the AI assistant

    Objective: Know how to formulate a clear request and read the response critically. What a generative AI assistant does, what it does not know, and the basic confidentiality rules; structure of a request: context, task, expected format.

  3. Three stages, three uses

    Objective: Test AI at three key moments in the journey. Prepare discovery questions, summarise meeting notes, structure a proposal outline; checkpoints for each use.

  4. Map of uses and trial plan

    Objective: Choose where to start in your own work. Simple criteria for selecting a use: frequency, time spent, risk of error, data needed.

What you take away

  • Annotated sales journey timeline
  • Verified fictional prospect profile
  • Three tested pieces of content (discovery questions, meeting summary, proposal outline)
  • Individual trial plan for the week

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: If possible, bring a diagram or a short description of your current sales process. Think of a typical customer (without real data) to use as an example.

Observable criteria: The participant places each use at a specific stage of the journey; Each request to AI includes context, a task and an expected format; AI errors or inaccuracies are identified and corrected; No real customer data is entered into the tool.

Frequently asked questions

Do you need to know how to use AI before the session?

No. The session starts with the basics: what a generative AI assistant is, how to communicate with it and how to check its response.

Will we work on our real customers?

No. The exercises use a fictional case study. You then identify real situations in which to apply the uses, in line with your internal rules.

Which AI tool will we use?

The one your organisation authorises. The choice is checked with you before the session; the methods remain valid across tools.

What should you do after the session?

Test the chosen use for a week, then continue with training at the next level, such as personalising a prospecting sequence.

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