APPLIED AI FOR B2B SALES – The Agentic Sales Leader Course
B2B sales teams are operating in increasingly complex buying cycles, where customers often enter conversations better informed and with higher expectations. Winning is no longer about selling alone; it requires orchestrating the customer journey, aligning stakeholders, and helping customers achieve success that leads to trust, retention, and repeat business.
At the same time, becoming a trusted adviser requires more than product knowledge or individual effort. Customer success is shaped by many factors — from understanding the customer’s business context and building trusted relationships, to aligning stakeholders, following through on promises, and helping customers realise value over time.
AI gives sales professionals a practical way to strengthen and personalise their selling process without losing their individual style. By turning good sales behaviours into repeatable workflows, AI can support prospecting,qualification, outreach, account planning, and follow-up while keeping commercial judgement, relationship-building and customer trust at the centre.
- Clarify AI’s role in modern B2B sales across prospecting, qualification, outreach, planning, and decision support.
- Distinguish human-led, AI-assisted, and automated tasks using practical decision criteria.
- Move from ad hoc prompting to repeatable workflows that improve sales execution.
- Design AI-enabled sales workflows for account research, ICP scoring, qualification, outreach, and follow-up planning.
- Assess readiness for team adoption through governance, stakeholder alignment, and responsible implementation.
- Sales context and AI baseline: where AI is already appearing in prospecting, qualification, outreach, and decision-making.
- AI fit in the sales process: tasks for AI support, human judgement, or non-automation.
- High-impact use cases: mapping pain points to AI opportunities using value, effort, readiness, and business relevance.
- Adoption decision gates: when to start as an individual productivity tool versus a team workflow.
- Agentic sales workflow build: reusable task templates connected into a tested workflow with human review.
- Implementation readiness: pitch-ready brief, stakeholder alignment, governance risks, and next steps.
Prospect & Qualification Processes
Generative AI Application Development and Deployment; Business Requirements Mapping; Artificial Intelligence Ethics and Governance
| Time | Module / Outline | Key Learnings |
| 9:00 AM – 9:30 AM | Welcome & Programme Context
▪       Welcome and introductions ▪       Overview of the programme and expected outcomes ▪       Strategic context: B2B sales practices for AI driven Lead Prospect & Qualify Practices ▪       Shadow AI — where you are now, and where this program takes you |
▪       Understanding AI’s role in B2B sales operation trends |
| 9:30 AM – 10:30 AM | Module 1: My AI Baseline
▪       Apply AI Capability Classifier to engage the Prospect & Qualify Processes ▫  Score prospect fit when firmographic data is incomplete ▫  Prioritize inbound leads when budget and timeline are unclear ▫  Draft first outreach for a new account ▫  Build a recovery plan when quota is behind
|
▪       Personalize AI to your use case
▪       Apply GenAI to qualify prospects, priorities lead, and improve sales decisions with incomplete data
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| Morning Break  |  10:30 AM – 10:45 AM | ||
| 10:45 AM – 12:15 PM | Module 2: Identify Where AI Creates Sales Impact
▪       Find high-value AI opportunities across the sales workflow ▪       Priorities use cases by value, effort, and readiness ▪       Define the sales problem, AI action, and success metric
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▪       What AI can and cannot do
▪       Mapping and building task with AI skills
 |
| Lunch Break  |  12:15 PM – 1:00 PM | ||
| 1:00 PM – 1:30 PM | Module 3: Decision Gate — Individual or Departmental
▪       Confirm whether the issue is a sales process gap or an AI opportunity ▪       Decide whether the use case starts with an individual or the wider sales team ▪       Check readiness across data, technology, leadership, and budget |
▪       Apply the 3-filter framework to own opportunity
▪       Responsible AI and Generative AI Practices
 |
| 1:30 PM – 3:15 PM | Module 4: Apply AI to Build a Sales Agentic Workflow ★
▪       Learn how build reusable AI task templates turn sales activities into repeatable workflows ▪       Build one reusable AI task for account prospecting ▪       Connect team-built AI tasks into an agentic sales workflow ▪       Test the workflow on sample prospect accounts ▪       Add human-in-the-loop review before sales action
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▪       Understand core AI capabilities: Decision Support, Automation, Skills Augmentation, and Insight.
▪       Generative AI Application Development and Deployment
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| Afternoon Break  |  3:15 PM – 3:30 PM | ||
| 3:30 PM – 5:00 PM | Module 5: From Individual to Transformation
▪       Move from individual prompts to team standards and production workflows ▪       Identify key Shadow AI risks and define simple mitigations ▪       Build stakeholder buy-in for AI-enabled sales workflows ▪       Complete a Pitch-Ready AI Workflow Brief ▪       Present a 90-second capstone with problem, result, workflow, and next action
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▪       Difference between IT and AI production
▪       Clarify the pathway from individual AI experiments to scalable production workflows.  ▪       Responsible AI and Generative AI Practices  |
| 5:00 PM | Closing and Feedback
▪       Key takeaways and reflection ▪       Canvas submission and review ▪       Post-class activity briefing: Skills Augmentation experiment — Scored account list with 3 personalized outreach openings for top-ranked accounts due within 5 working days |
▪       Consolidation of day’s learning
▪       Application Planning
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Middle managers, sales leaders, account managers, business development professionals, and B2B sales teams seeking practical AI adoption for prospecting, qualification, outreach, account planning, and workflow improvement. No technical or coding experience is required; participants should bring a laptop and have access to GenAI tools.
1. All notice of transfer/withdrawal / deferment must be given in writing and submitted at least 2 weeks prior to course commencement.
2. An administrative fee of $60 (GST inclusive) will be imposed if notice is received less than 2 weeks.
3. If notice of withdrawal is received:
– At least 1 week before commencement of the course, a 20% of the full course fee will be charged. For government-funded course, a 20% of full course fee before funding will be charged.
– Less than 1 week before commencement of the course, a 30% of the full course fee will be charged. For government-funded course, a 30% of full course fee before funding will be charged.
– No show on the scheduled date, a full course fee will be levied. For government-funded course, a full course fee before funding will be charged.
4. For all government-funded programmes (WSQ & Non-WSQ), funding is only applicable to:
– Singapore Citizens or Singapore Permanent Residents.
– Participants who have achieved at least 75% attendance and passed all required assessments.
– Full course fee will be charged to participants who fail to meet the above-mentioned criteria.
5. Certificates or Statement of Attainment or Certificate of Attendance will only be issued to participants who have achieved 75% attendance and undergo assessment (if applicable).
6.When a course is cancelled, fails to commence or fails to complete under unforeseen circumstances, participant is allowed to defer the intake at no cost or withdraw from the course; under such situation, a full refund of the advance payment will be given.
7. Notice of change in participant’s name must be given in writing, 1no less than 5 days prior to course commencement.
8. SMF reserves the right to change the venue, cancel or postpone the event without prior notice and full refund will be given under such circumstances. Such modifications shall become effective immediately upon the posting thereof. Please approach your account manager for more queries.
9. SMF Centre for Corporate Learning Pte Ltd has a Data Protection Policy which provides more information about how we collect, use and disclose your personal data. Please click the link below to know more.
https://smfccl.sg/privacy/
1. The candidate has the right to disagree with the assessment decision made by the assessor.
2. When giving feedback to the candidate, the assessor must check with the candidate if he agrees with the assessment outcome.
3. If the candidate agrees with the assessment outcome, the assessor & the candidate must sign the Assessment Summary Record.
4. If the candidate disagrees with the assessment outcome, he/she should not sign in the Assessment Summary Record.
5. If the candidate intends to appeal the decision, he/she should first discuss the matter with the assessor/assessment manager.
6. If the candidate is still not satisfied with the decision, the candidate must notify the assessor of the decision to appeal. The assessor will reflect the candidate’s intention in the Feedback Section of the Assessment Summary Record.
7. The assessor will notify the assessor manager about the candidate’s intention to lodge an appeal.
8. The candidate must lodge the appeal within 7 days, giving reasons for appeal together with the appeal fee of $109.00 (inclusive of 9% GST).
9. The assessor can help the candidate with writing and lodging the appeal.
10. The assessment manager will collect information from the candidate & assessor and give a final decision.
11. A record of the appeal and any subsequent actions and findings will be made.
12. An Assessment Appeal Panel will be formed to review and give a decision.
13. The outcome of the appeal will be made known to the candidate within 2 weeks from the date the appeal was lodged.
14. The decision of the Assessment Appeal Panel is final and no further appeal will be entertained.
15. Please click the link below to fill up the Candidates Appeal Form.
