Center for Adult and Continuing Studies

Throughout the course, participants build a practical Deal Acceleration Playbook through hands-on assignments based on real sales scenarios. The course combines flexible, on-demand learning with optional weekly live sessions led by experienced sales practitioners and uses tools such as ChatGPT, Gamma, Fireflies AI, and Hunter

• Use AI to research and prioritize target accounts, personalize outreach, and build higher-quality prospecting pipelines.
• Apply AI to segment leads, create personalized follow-up, and turn call notes and meeting transcripts into actionable next steps.
• Use AI to prepare for discovery, analyze RFPs, develop tailored proposals, and strengthen competitive positioning.
• Anticipate buyer objections, customize pitch materials, and practice objection handling using AI-assisted role play and communication frameworks.
• Build agentic sales workflows with human-in-the-loop checkpoints to automate repetitive prospecting and nurturing tasks responsibly.