This workshop is designed for sellers who are new to selling and have a basic working understanding of AI. It’s ideal for early-career reps who have been given an enablement message, a point of view on positioning, or guidance on how to lead a conversation, and who need a repeatable way to apply it to the account, company, and role in front of them. No prior AI course is required.

Participants leave with skills they can immediately apply, including how to:

• Build a grounded view of an industry, company, and role using AI, without turning signals into a story.
• Turn preparation into a small set of testable questions instead of a script.
• Apply the enablement message with better timing, so it lands instead of overreaching.
• Enter a conversation ready to test assumptions and adjust when they don’t hold.
• Carry what’s learned from one conversation into stronger preparation for the next.

Each participant receives resources that support learning during the workshop and long afterward.

• Student Guide with workshop slides, notes, and reference material.
• Student Workbook with the account details, role perspectives, and prompts used during the hands-on preparation work.
• Capability Guides that summarize the approaches practiced in class.
• AI Acceleration Guide containing ready-to-use prompts that participants can adapt to their own accounts immediately after the workshop.

Building Your Preparation Foundation
Learn to read an industry and a company as pressures and constraints rather than trends or a good story, and see a role as a system of accountability, incentives, and risk rather than a persona.

Challenge 1: Understand the Industry & Company
Use AI to surface the forces shaping an industry and the constraints shaping a specific account, without turning either into a story you can’t defend.

Challenge 2: Understand the Role
Translate industry and company pressure into what it means for the specific person you’re meeting, based on accountability, incentives, and risk.

Challenge 3: Prepare with Hypotheses
Turn a broad set of AI-generated possibilities into a small number of testable questions, then simplify the language so they’re easy to ask and easy to answer.

Challenge 4: Conduct & Learn from the Conversation
Carry a small set of hypotheses into a real or simulated conversation, listen for signal over agreement, and use AI to review what held up and what to carry forward.

Putting Preparation into Practice
Identify an upcoming conversation on your own calendar and sketch the start of your preparation for it.

• April 8, 2027
• July 8, 2027
  All sessions meet from 11:00am–2:00pm ET via Zoom.