AI-Enabled Sales
In B2B sales, the ability to leverage AI can provide a substantial competitive edge by enhancing lead generation, targeting, and forecasting capabilities. This course is crucial as it equips sales professionals with tools to navigate the rapidly evolving digital landscape, where efficiency, personalization, and data-driven decision-making are paramount. The course addresses key business questions, such as:
- How can AI optimize lead generation and qualification processes?
- In what ways can AI improve sales outreach and communication?
- How can AI-driven insights assist in customer segmentation and opportunity scoring?
- What ethical considerations are essential when integrating AI in sales practices?
Program Details
September 2025 dates coming soon
To be notified when program dates and registration are available, please fill out this survey.
Delivery Method
Two full days, on campus
Cost
$1,950
Promotions and Available Discounts
- Early bird
- Discounts are available for Ohio State University employees, OSUWMC employees, Veterans, employees from non-profit organizations, and organizations who send 3 or more employees. For more information about discounts, please contact Meredith Conder at conder.11@osu.edu.
Prospective Participant Profile
The course is targeted toward B2B sales professionals, including account executives, sales managers, and sales enablement specialists, who are responsible for lead generation, client engagement, forecasting, and segmentation. This course is relevant to individuals who want to incorporate AI into their sales processes to increase efficiency and effectiveness. Participants should ideally have experience in B2B sales, as the course builds on foundational sales strategies and practices.
Program Schedule coming soon.
Participants will gain hands-on skills in using AI to identify and qualify leads, personalize outreach, analyze sales data, and prioritize opportunities. The course also covers the ethical and legal implications of using AI in sales, ensuring that attendees are equipped to adopt AI responsibly. Key takeaways include:
- A foundational knowledge of generative AI and its applications in B2B sales.
- Skills for AI-powered lead generation, customer segmentation, and outreach personalization.
- The ability to analyze sales data for forecasting and scoring opportunities.
- An AI implementation roadmap tailored to sales functions.
For organizations, this course enables sales teams to operate with greater precision and speed, improving the targeting and conversion of high-potential clients. This leads to more efficient resource allocation, data-driven decision-making, and ultimately higher revenue.
- Increased lead conversion rates and improved client targeting.
- A more agile and data-driven sales team.
- Improved sales forecasting accuracy, leading to more strategic planning.
- A prepared team that understands AI ethics and can implement AI tools responsibly.
- Navigate and apply AI tools like ChatGPT for various sales tasks.
- Conduct efficient AI-driven lead generation and qualification.
- Create personalized and optimized sales communication using AI insights.
- Segment clients and prioritize opportunities with AI-driven analytics.
- Build an AI implementation roadmap tailored to B2B sales.
Program Faculty
Dr. Jeffrey Dotson is an Associate Professor of Marketing in the Fisher College of Business at The Ohio State University where he teaches courses in Marketing Research and Product Marketing. His research focuses on the development and application of Bayesian statistical methods to a variety of theoretical and applied marketing and management problems. His research has been published in leading academic journals including Marketing Science, Journal of Marketing Research, Journal of Marketing, Quantitative Marketing and Economics, Strategic Management Journal, Journal of Interactive Marketing, and Journal of Retailing.
Professor Dotson has taught MBA-level courses in Marketing Research, Marketing Analytics, Pricing Strategies, Customer Relationship Management, Survey Research, Generative Artificial Intelligence, and Advanced Analytics. He received his PhD in Quantitative Marketing from the Fisher College of Business at Ohio State University and holds an MS in Statistics and an MBA from the University of Utah. He received his undergraduate degree in Economics at Southern Utah University. Prior to joining OSU, he was a member of the faculty in the Marriott School of Business at Brigham Young University and in the Owen Graduate School of Management at Vanderbilt University.
All cancellations and transfers must be received in writing. Submit your request via email to Jennie McAndrew at mcandrew.28@osu.edu with the name of the program, followed by “cancellation” or “transfer” in the subject line.
- Cancellations must be made at least thirty (30) days prior to the first day of the program in order to be eligible for a full refund.
- Cancellations must be made at least fourteen (14) days prior to the first day of the program in order to be eligible for a 50% refund.
- Any cancellations made less than fourteen (14) days prior to the first day of the program will forfeit the registration fee.
- If you for any reason are unable to attend the program, please consider sending someone in your place. Participants can transfer their registration to someone else within their organization at no charge up to 24 hours before the first day of the program.
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