AI Champion in Sales: Architect of Digital Sales Transformation

Day 1: Understanding and Contextualizing—From AI User to AI Architect

• AI doesn't make sales easier—it makes them more challenging: the new division of labor between humans and AI—what AI handles and what remains the responsibility of salespeople.
• How Modern AI Really Works: Language Models, Context Windows, Tools, Agents, and Their Control Loops—Architecture Concepts Explained in an Easy-to-Understand Way, with No Programming Knowledge Required.
• Use-case map along your sales process: from lead generation and lead scoring through qualification, proposals, negotiations, and forecasting to key account management.
• Maturity Analysis: Where does your sales organization stand today—in terms of data, tools, processes, and competencies?
• Why Generic AI Fails in Sales: Context as a Key Success Factor.
• Practical Application: You lay the foundation for your contextual analysis—you use AI to conduct market, competitive, and customer analyses (PESTLE, SWOT, Five Forces), as well as stakeholder and buying center analyses, and structure them as reusable knowledge building blocks for your organization.

Day 2: Building—Contextual Architecture and Your First Sales Agent

• From Prompt to System: An Overview of the Development Stages—Prompting, Assistants and Projects, SOPs and Skills, Agents.
• Context Engineering: Knowledge Bases, RAG, and Knowledge Graphs—Which Architecture Makes Sense When, and How Much Does It Cost?
• Anatomy of an Agent: Mission, Tools, Data Access, Control Loops, and the Human Element in the Loop.
• AI as a sparring partner in negotiations: Preparation using a target range and “give-and-get” logic, objection simulation, and a “devil’s advocate” check—all based on your client’s context.
• Practical Exercise: You’ll build your first sales agent—for example, for account research, opportunity qualification, or negotiation preparation—based on your contextual foundation and using your own real-world case.
• A Look Behind the Scenes: Live Session with AI Coding Agents (e.g., Claude Code)—How Custom Sales Solutions Are Created and When It Makes Sense to Buy, Build, or Orchestrate.

Day 3: Scaling—the AI Operating System for Your Sales Organization

• From the individual agent to the system: skill library, context register, and feedback loops—the operating system logic that enables your sales organization to learn continuously.
• Making Confident Architectural Decisions: Tool Stack, CRM and Data Integration, Data Protection, and Digital Sovereignty.
• Governance that enables speed: approval levels for agents (autonomous, draft, input), the EU AI Act, and AI competence under Article 4 of the EU AI Regulation.
• Leadership and Change in a Nutshell: New Roles and Competency Profiles, Empowering Teams, Impact on KPI Systems and Sales Management—and How to Win Over Sales Leadership to Your Vision.
• Practical Application: You’ll develop the blueprint for your sales AI operating system, including a 90-day implementation plan—and refine it through a peer review with the other participants.