Franciszek KołpanowiczEpisteme AII have a plan for using AI in your company

Second day −20%

Sales · beginner

AI in the sales department

A programme structured along the sales process: customer research, conversation, offer, objections, closing and reporting.

any tool, Gemini, Claude · 1 day or 2 days · online or in person

November offer Until 30 November: second training day 20% off. 2-day package: PLN 8,994 instead of PLN 9,994.

Offer terms

For one team of up to 15 people booking two days of the same programme. Booking (written confirmation of the date) by 30 November 2026, delivery by 31 March 2027. Final price, VAT-exempt supply. Travel outside Kraków and the surrounding area is agreed separately.

For your manager

Business objective
The salesperson walks into the call prepared
Who it is for
Sales department staff responsible for customer contact, preparing offers, conducting sales conversations and reporting results.
What the team will be able to do
  • Customer research and a conversation plan before the meeting
  • Objections rehearsed in a simulated conversation with AI
  • A sales report and follow-up without evening retyping
Duration and format
1 day or 2 days, online or at your premises. Exercises on the participants’ own tasks, not examples from the internet.
Tool
any tool, Gemini, Claude. I run the programme on the tool the company uses or plans to use.
Data security
In every programme: what may be shared with an AI tool and what stays in the company.
Indicative cost
From PLN 4,997 per day of in-company training, up to 15 participants, final price, no VAT added. The final quote depends on the scope, format and location of the training. VAT-exempt supply (Art. 113 of the Polish VAT Act).

Programme

Key information

Duration2 training days
Formatin-person, workshop-based training
Group sizeup to 12 people
Methodsshort theory, group exercises, work on real examples, moderated discussions
Target groupSales department staff responsible for customer contact, preparing offers, conducting sales conversations and reporting results.
Materialstraining materials, materials for self-study after the training, and a set of sales prompts built by the participant during the sessions
DescriptionA training for sales department staff who want to use generative AI at successive stages of the sales process, from identifying customer needs, through the sales conversation and the offer, to closing the deal and reporting. The programme takes participants from the basics of how AI tools work, through effective prompting with the KREDO method, to automating repetitive sales activities.

The backbone of the programme is the sales process, not a list of tool features. Each module takes a specific stage of a salesperson’s work and shows where AI shortens the path to the result and where it does not.

During the training, participants will find out, among other things:

  • How generative AI works and how to choose a tool for sales work
  • How to build effective prompts with the KREDO method
  • How to use AI at successive stages of the sales process
  • How to analyse customer needs and personalise an offer
  • How to prepare sales content and correspondence with customers
  • How to prepare for a sales conversation, objections and closing a deal
  • How to analyse sales data and automate reporting
  • How to design AI assistants suited to a salesperson’s tasks
  • How to automate repetitive sales activities
  • How to choose an AI model for a specific task

The training can be delivered using the AI tool of your choice, depending on which solution the company uses or plans to use. The content stays the same; only the interface and configuration details differ. The final choice of tool and the detailed scope will be confirmed during the analytical meeting and the needs survey before the training.

Especially recommended forsalespeople, sales representatives, sales managers, bid and proposal specialists, business customer service coordinators, customer service specialists

Objective

The objective of the training is to familiarise participants with the possibilities of generative AI in the context of sales department work. The training covers the basics of how AI tools work, prompting with the KREDO method, and uses of AI at successive stages of the sales process: customer analysis, preparing an offer, sales communication, handling objections and closing deals. Day 2 covers designing AI assistants, automating repetitive sales activities, and consciously choosing a model for the task. The emphasis is on practical work with the chosen AI tool on examples close to a salesperson’s everyday tasks.

Programme

The programme consists of nine modules spread over two training days.

Day 1: AI at successive stages of the sales process

Module 1: The basics of generative AI

  • Sharing participants’ experience
  • Key concepts related to how AI works (prompt, token, hallucination, context)
  • How to act in the face of false content created by AI
  • Comparing the key AI tools and choosing a tool for sales work
  • Privacy and data security in AI tools: customer data and commercial information

Module 2: Prompt engineering: the KREDO method

  • The anatomy of an effective prompt: the KREDO model
  • Techniques to start with: asking AI questions, generating variants, correcting answers
  • Building prompts for sales scenarios
  • The “one conversation, one thread” rule
  • Fast models versus advanced reasoning models: when to use which

Module 3: The sales process and customer analysis with AI

  • Stages of the sales process and the points where AI shortens the work
  • Modern sales techniques in the context of working with AI tools
  • Customer and market research before making contact: gathering and organising information
  • Identifying customer needs and building relationships: preparing questions and conversation scenarios
  • Customer analysis and segmentation based on data from spreadsheets and the sales system
  • Personalising the offer for a specific recipient and their situation

Module 4: The sales conversation, the offer and objections

  • Techniques for effective communication in sales and matching the tone to the recipient
  • Preparing for a sales conversation: scenario, arguments, probing questions
  • Presenting the offer and preparing offer content
  • Creating sales content and correspondence with the customer: messages, follow-ups, summaries of agreements
  • Handling customer objections: anticipating concerns and preparing responses
  • Closing the sale and deal-closing techniques
  • Simulating a sales conversation with AI and getting feedback

Module 5: Sales data analysis and reporting

  • Analysing sales data and reports from Excel or Google Sheets files: trends, comparisons, conclusions
  • Analysing commercial documents: contracts, price lists, terms of cooperation
  • Automating sales reporting: summaries, reports, conclusions
  • Creating comparison tables and simple data visualisations
  • Preparing decision-making materials for a manager and the team

Day 2: AI assistants and automating sales activities

Module 6: AI assistants in a salesperson’s work

  • Prompt versus assistant: how they differ and when it is worth building an assistant
  • Designing an assistant role suited to a salesperson’s everyday tasks
  • Configuring an assistant or global instruction for sales department work
  • The assistant’s knowledge base: price lists, product documentation, offer materials, correspondence history
  • Example uses: preparing for a meeting, conversation summaries, recurring reports
  • Exercise: each participant designs and tests their own assistant

Module 7: Automating sales activities

  • Working with sales spreadsheets: automatic analysis and recurring reporting
  • Working with documents: generating offers and summaries in the company template
  • Working with presentations: preparing materials for a customer meeting
  • Working with email: prioritising threads, draft replies, follow-up reminders
  • Designing a real sales process using AI, from a meeting transcript to a set of documents (summary of agreements, task list, message to the customer)

Module 8: AI models in practice and a toolkit

  • AI models available on the market: strengths and limitations
  • AI for personal use versus AI in an organisation: differences in capabilities and in the rules for handling data
  • A salesperson’s toolkit: tools for presentations, meeting transcription and notes

Learning outcomes

After completing the training, participants:

  • Understand how generative AI works and recognise its limitations, including hallucinations
  • Build prompts using the KREDO method for sales scenarios
  • Use AI for customer research, needs analysis and audience segmentation
  • Prepare personalised offer content and correspondence with the customer
  • Prepare with AI for a sales conversation, customer objections and closing a deal
  • Analyse sales data from Excel or Google Sheets files and prepare reports and summaries
  • Design and configure an AI assistant suited to their own role
  • They turn repeatable sales activities into an automated process
  • They match the AI model to the type of sales task
  • They know the principles of working safely with customer data and commercial information

Trainer

Franciszek Kołpanowicz: entrepreneur and certified AI trainer who helps leaders and teams become more effective through intelligent technologies. He has been published in Rzeczpospolita, among other places. He has more than 2,000 hours of work with generative AI behind him and shares his knowledge at public events, including the “Manager in the Age of AI” training organised by Rzeczpospolita, as well as at the UKEN and PASE conferences.

His background in philosophy (Jagiellonian University) and his experience in IT quality control allow him to combine analytical thinking with asking the right questions. His own practical journey with AI showed him how this technology can become a real lever for growth.

Drawing on hands-on experience, he shows leaders and their teams how to use AI not only to work more efficiently but also to think more clearly and make faster business decisions. His AI training has, among other results, cut the time needed for routine analysis of multi-page legal documentation by 80%.

In his training sessions he pays particular attention to the participants themselves, drawing on their experience and needs as the work progresses. As a result, his sessions are not repetitive routine but an enriching and individual experience.

His mission is to make artificial intelligence a practical tool for development: business, intellectual and cultural.

Prerequisites

  • No prior experience with AI tools is required
  • Basic computer skills and familiarity with an office suite (word processor, spreadsheet)
  • Before the training, each participant has set up and tested an account for the chosen AI tool
  • Login checked in advance on the device the participant will work on

Organisational requirements on the client’s side

  • One workstation per person: a laptop for each participant (their own or provided by the organiser), not shared
  • Stable Wi-Fi in the room, sufficient for 12 people working at the same time
  • A projector or large screen for the trainer’s presentation
  • A room suitable for workshop-style work (tables, space for notes)
  • A flipchart or whiteboard with markers

Methodological note: the training works with one jointly chosen AI tool, so that within two days participants can genuinely master it in the context of sales work, rather than merely watch a few demonstrations. The choice of tool and the detailed scope will be confirmed during the analysis meeting and the needs survey before the training.

To be confirmed before the training

Choice of tool and licence level:

  • Which AI tool does the company use or plan to use? The choice of tool determines the detailed scope of Day 2
  • Does every participant have access to the paid version of the chosen tool? In most tools, AI assistants, working with files and advanced models require a paid plan
  • Does every participant have their OWN account, or do they share one? With a shared account the exercises do not work
  • Does the organisation have any restrictions on using AI tools or connecting them to company resources? Some organisations block integrations with email and file storage

Participants’ technical readiness (CRITICAL):

  • Each participant arrives with an account already logged in on their own laptop; we do not set up accounts in the training room
  • Test before the training: each participant opens the chosen tool and checks that they can ask a question and receive an answer
  • If any participant does not have access, please let us know in advance and we will prepare an alternative way of working

Infrastructure:

  • Stable Wi-Fi tested under load (12 people working simultaneously in a browser and office applications)

Materials for the exercises:

  • Will the company provide its own templates of offers and sales documents to use during the exercises?

Without confirmation of the tool and licence level, the scope of Day 2 remains a general outline, and the hands-on part on assistants and automation may be replaced by a presentation.

Request a training proposal

I will tailor the programme to the team and send a quote within one working day.

Programme: AI in the sales department