Building sales collateral from AI insights
1. Building sales collateral from AI insights
In this final lesson of Chapter 2, we’ll turn AI research into actionable sales materials. You’ll learn how to use Copilot to build prep docs, discovery questions, and demo agendas that align perfectly with buyer priorities.2. From insights to action
So how do we best leverage the insights from AI in our sales process? We identify the areas we can immediately speed up and improve execution within. Activities such as demo scripts, discovery questions and call briefs are prime examples.3. Demo prep starts before the call
Let's start with demos first. Great demos don't start when you hit "share screen". They start before the call. Use AI research to build a simple prep doc that tells you what's worth showing to a buyer, and what to skip. That way, you walk in with a plan instead of feature dumping.4. Your demo's first 10 minutes
Your first ten minutes make or break the demo. Instead of guessing, use the signals: trigger events and role priorities, to shape the agenda. Show them you did your homework, and start with the biggest wow moment, making them lean in fast.5. Discovery as a ladder
You'll also dive into AI for discovery prep too. Discovery isn't a checklist: it's a ladder, or a funnel. Start broad with goals and pains, climb through process, cost, and time, and end at impact. Each rung gets you closer to the metric that matters most to your buyer. By the time you're at the top, you've uncovered the one metric that actually matters to them.6. Closing the loop with recaps
Finally, don't let calls vanish into thin air. Use AI to produce a one-page recap-goals, proof, risks, and next steps. This is what gets forwarded internally and turns conversations into consensus.7. Building repeatable briefs
Where does comes AI into play? Every strong rep builds systems. AI can turn your notes and insights into a repeatable pre-call brief that you reuse across accounts. The more structured your prep, the sharper your calls and the faster your deals move.8. Let's practice
Now, it's your turn. Use Copilot to build a pre-call brief from your latest account research. Summarize what's changed, who's impacted, and why now.Create Your Free Account
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