The AI paradigm shift in sales

AI for Sales

Jody Geiger

Sales leader and AI workflow coach

Your instructor: Jody Geiger

Image of Jody

  • Helped scaling sales at Apple, Klue, Galvanize
  • Co-Founder, AI Sales Studio

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In this course:

  • See where AI shines and fails
  • Making AI reliable
AI for Sales

What AI is and isn't

fear of AI

AI for Sales

What AI is and isn't

AI helps jobs

AI for Sales

Where AI shines

$$ laptop checklist

Yes,

  • Summarize account research
  • Draft first email versions quickly
  • Pull signals from multiple sources
  • Accelerate repeatable busywork

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...but

  • Hallucinations happen
  • Keep human in the loop
AI for Sales

Payoff from smart use

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  • Research hour --> 15 minutes
  • Test 2-3 variants fast
  • Cleaner CRM notes
  • More time with customers

$$ save time

AI for Sales

Prompting framework used in the course

AI for Sales

Prompting with AI

Prompt: Generate a Personalized Cold Outreach Email
[INSTRUCTIONS]
Draft a personalized, concise (<150 words) email to Jane. Your goal is to book a meeting.
Use the hook and be helpful and confident, not pushy.
[CONTEXT]
Product Value: Boosts email open rates by 30% and saves marketing teams 10+ hours/week.
Prospect: Jane Doe, Head of Marketing
Hook: Read Jane's quote in an article about her team being "stretched thin" while struggling with "low engagement rates."
[SPECIFICS]
Good: "I read your quote in 'Marketing Weekly' about the challenge of cutting through the noise..."
Bad: "Our revolutionary software will guarantee you more sales..."
  • Prompt scaffolding: series of connected prompts for more thoughtful responses
AI for Sales

Let's get hands-on

prompt output

  • Test prompts on real accounts
  • Check outputs against sources
  • Refine with judgment
  • Make AI feel natural
AI for Sales

What we'll build

course outline

AI for Sales

Copilot for Microsoft 365

  • Prompting (Chat)
  • Web-research (Researcher)

msft365_copilot

Copilot Studio

  • AI Agents

copilot_agents

Concepts in this course can be applied in other AI tools (Claude, ChatGPT, Gemini, ...)

AI for Sales

Let's practice!

AI for Sales

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