AI-Enabled Prospecting and Qualification

This unit teaches learners to combine human selling skills with AI tools to find, qualify, and prioritize prospects. Students will practice territory mapping, targeted list creation, AI-assisted discovery and messaging, and simulated qualification and closing scenarios to prepare for advanced closing and campaign execution in the final unit.

Learning Objectives

• Analyze prospect, territory, and behavioral data to produce prioritized prospect lists and visual territory maps that incorporate intent and authority signals
• Apply AI tools and prompt techniques to generate discovery questions, targeted messaging, and a predictive closing scorecard for assigned prospect profiles
• Demonstrate lead qualification and closing readiness through simulated ‘murder boarding’ and closing scenarios using authority, self-orientation, and real-situation question frameworks
• Evaluate the limitations, ethical concerns, and appropriate handoffs between AI and human sales activity—addressing bias, hallucination, consent, and deployment safeguards—and recommend best practices