With AI in business development, you can prepare for a first sales call in 20 minutes. Give it the prospect’s public sources. Ask for a one-page brief: business, likely needs, buying team and questions. Then check every fact. You walk in with better questions, not a pitch.
Learn these skills in B2B Trusted Sales Advisor (SS-TAB), module 3. See also Market Research and Analysis (BD-MR), module 3. See also AI at Work (BL-AIW), module 2.
Who This Is For
Business development and sales staff who meet new prospects every week.
The Prospect Brief in Five Parts
| Part | Ask AI For | You Check |
|---|---|---|
| Business | What they sell, to whom, where. | Their website and annual report. |
| News | Expansion, new plants, new leaders in the last 12 months. | The date and source of each item. |
| Likely needs | Three problems your product can solve for them. | That each need fits a real fact. |
| Buying team | Roles that usually decide: user, influencer, buyer, approver. | Names only from LinkedIn or your contact. |
| Questions | Two situation, two problem, one implication and one need-payoff question. | That they sound like you. |
Example: A First Call in Penang
Kumar sells automation parts. He has a first meeting with an electronics maker.
- He gives AI the website, two news articles and the annual report.
- AI finds a new production line opening next year.
- AI drafts a need: faster line set-up. Kumar confirms it with one article.
- He opens the call with a question about the new line, not his product.
What Participants Say
Role play and how to use AI for help for the answer
Participant, Nippon Designers School
Common Mistakes to Avoid
- Trusting AI names. AI can invent people. Use LinkedIn or your contact.
- Old news. Ask for dates and check them.
- A pitch instead of questions. The brief prepares questions.
Try It This Week
Pick your next first meeting. Build the five-part brief. Count the facts you had to correct.
Frequently Asked Questions
What is SPIN?
A question method: situation, problem, implication, need-payoff. The course practises it in role plays.
Can I paste my CRM notes into AI?
Only in a tool your company allows for client data.
Next Step
Read the full outline of B2B Trusted Sales Advisor (SS-TAB). See the SS-TAB classes and BD-MR classes on the Training Calendar.
Related courses: Market Research and Analysis (BD-MR), AI at Work (BL-AIW). For a group from your company, get a quote for in-house training.
