The AI paradigm shift in sales

1. The AI paradigm shift in sales

Hi everyone, welcome to the course!

2. Your instructor: Jody Geiger

I’m Jody. I’ve led sales teams, built playbooks, and coached reps to sharpen skills, messaging, and mindset. Recently I’ve focused on weaving AI into everyday workflows so sellers move faster without losing the human edge. In this course, we’ll set the foundation. We’ll see what AI is great at, where it fails, and how to put the right guardrails in place so speed never costs you trust.

3. What AI is and isn't

When people hear AI, some expect magic while others fear job loss, with AI taking over their jobs. In many cases, however, we can think of AI as horsepower under the hood.

4. What AI is and isn't

It helps you accelerate, but you’re still steering. Your judgment, your relationships, and your quota are not replaceable. We’ll use AI to boost execution while keeping you, the human, in control.

5. Where AI shines

AI is excellent at summarizing piles of information, creating solid first drafts, and stitching data from different places. Treat it like a sharp intern that never gets tired. It handles the heavy lift to spend more time with customers. However, AI sometimes makes things up or states wrong facts with confidence. We’ve probably seen this, that’s why we keep a human in the loop. Use AI for speed, then verify before anything reaches a buyer. Make sure to keep your credibility intact.

6. Payoff from smart use

Used well, AI compresses work. Prospect research that took an hour can drop to 15 minutes. You can test multiple message variants quickly. Notes become clean and structured for your CRM. The time you save turns into more real conversations.

7. Prompting with AI

So, how do you interact with AI? As with all good communication, we should give our AI assistant three parts: instructions (what we want it to do), context (why or for whom), and specifics (key details, limitations, or specific examples). These elements help AI give clear, relevant answers instead of vague guesses. Together, they form the basis of prompting: simply put, the way we interact with AI to get the results we need, like giving clear directions to a teammate.

8. Prompting with AI

For example, suppose we want to generate a personalized cold outreach email. For the instructions, we specify the goal: draft a personalized email with the desired result to book a meeting, based on a hook. For the context, we provide the added value, more details about the prospect, and the hook we found. For the specifics, we could add some good and bad examples, or our brand and style guidelines. Note that we don't need to have this exact structure in every prompt. One-or two-sentence prompts can also hold the information necessary to get the desired output, and we can always iterate and refine the responses we get. This is called "prompt scaffolding": guide an AI through series of smaller, connected prompts to get more accurate or thoughtful responses.

9. Let's get hands-on

You’ll practice with real companies, testing prompts, verify facts, and refine drafts so they match your tone. By the end, AI will feel like a teammate sitting beside you, not a black box in the background.

10. What we'll build

This course starts with finding signals and the right people, then craft outreach that sounds like you. We’ll handle objections, tailor proposals by persona, and finally automate call transcripts into a coaching report we can reuse.

11. Copilot vs. Copilot Studio

How will we do this? Throughout the course, we'll be using Microsoft Copilot in two flavors. Simple tasks, like prompting and deep research, will happen in Copilot for Microsoft 365. For more complex tasks, we'll use Copilot Agents. The good news? We don't need to install or create an account for any of these, all exercises will work right in your browser. Note that all of the techniques learned in this course will also be applicable in other AI tech stacks, such as Claude, ChatGPT, and Gemini, so don't worry if you are not using Copilot in your day-to-day job.

12. Let's practice!

Time to dive into the exercises and start building the prospecting and outreach system you can use today.

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