What does using GenAI in sales development mean in this course?

It means using generative AI as a working partner for core SDR tasks such as finding leads, qualifying prospects, and shaping outreach. The course focuses on where AI can support day-to-day sales development work and where human review still matters.

When would you use GenAI in sales development?

You would use it when you need help researching prospects, qualifying leads, personalizing outreach, or preparing follow-up and call materials. The course emphasizes recurring sales tasks where AI can assist with drafting and analysis while the SDR remains responsible for the final decision and message.

How does using GenAI in sales development fit into a broader workflow?

It fits into the middle of the SDR workflow, after you define your target market and as you move into outreach, follow-up, and call preparation. In the course, GenAI supports connected tasks across lead generation, qualification, communication, and review rather than acting as a separate one-off step.

How is using GenAI in sales development different from doing sales tasks manually?

The main difference is that GenAI helps you generate research, draft messages, and organize preparation, while a manual approach depends on creating each piece yourself from scratch. This course presents AI as support for the workflow, with human oversight still needed for accuracy, ethics, and relationship-focused communication.

Do you need any prerequisites before learning GenAI for sales development?

A basic understanding of sales processes, the customer journey, CRM systems, and common sales communication tools is helpful before you start. No deep technical background is required, but some prior sales experience makes it easier to apply the GenAI work in an SDR setting.

What tools, platforms, or methods are used in this course?

Learners work with conversational GenAI tools, including examples with Copilot and ChatGPT. The main methods are prompt-based lead research and message drafting, followed by human review for quality, fit, and responsible use.

What specific tasks will you practice or complete in this course?

You practice generating and qualifying lead lists, drafting personalized outreach and follow-up sequences, and preparing talking points and questions for sales calls. You also review AI outputs, consider risks such as bias and data privacy, and evaluate how well the AI-supported work fits the sales task.

GenAI for Sales Development Representatives

This course is part of Generative AI for Sales Specialization

Instructors: Christopher Klaus

Included with

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1 module

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

1 module

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

What you'll learn

Identify the capabilities of GenAI relevant to sales tasks.
Evaluate the results of GenAI implementations in sales scenarios.
Compare and contrast the risks, challenges, and ethical considerations of using GenAI in sales.

Skills you'll gain

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Assessments

2 assignments¹

AI Graded see disclaimer

Taught in English

91%

of learners achieved a positive career outcome

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This course is part of the Generative AI for Sales Specialization

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There is 1 module in this course

This course is designed to introduce Sales Development Representatives (SDRs) to the transformative capabilities of Generative Artificial Intelligence (GenAI). Participants will explore practical strategies to leverage GenAI in various sales tasks, enhancing efficiency and productivity. Through a combination of discussions, demonstrations, and hands-on activities, participants will gain a deep understanding of how GenAI can be integrated into sales processes and decision-making. Whether you're an experienced SDR looking to stay ahead of the curve or an aspiring professional seeking to future-proof your skillset, this course provides a foundation that will empower you to unlock new levels of efficiency, productivity, and creativity in your work.

This course targets sales development representatives, managers, and team leads. Sales Development Managers and Team Leads will learn to identify GenAI opportunities and guide their teams towards efficiency and innovation. Sales Development Representatives will enhance workflows and boost productivity with GenAI tools. Aspiring SDRs will future-proof their skills and gain a competitive edge by mastering GenAI integration in sales processes. Participants should understand fundamental sales concepts and workflows, including the sales process, customer journey, CRM systems, and sales communication tools (email, phone, chat). They should be curious, open to new technologies, and eager to learn how GenAI can enhance sales workflows. While a deep technical background isn't required, some prior sales experience will help contextualize the GenAI content. By the end of this course, participants will discover GenAI capabilities for sales, identify methods to enhance lead generation, customer engagement, and sales outreach, and review GenAI limitations. They will apply real-world GenAI applications to streamline work, evaluate results, and experiment with its impact. Additionally, they will consider risks, challenges, and ethics, develop strategies for responsible integration with human oversight, and reflect on improving their skills and productivity with GenAI in sales.

Module details

What's included

6 videos5 readings2 assignments1 peer review

6 videosTotal 39 minutes

Introduction to GenAI for Sales Development Representatives 8 minutes
History & Background for GenAI and Sales Development Representatives7 minutes
Demo for Generating and Qualifying Sales Leads with Copilot7 minutes
Remediating Risks and Ethical Concerns4 minutes
Demo for Crafting Personalized Email Templates and Sales Scripts with ChatGPT10 minutes
Closing Thoughts: What’s Next3 minutes

5 readingsTotal 50 minutes

Our Roadmap & Resources Available: How to Get Started10 minutes
Glossary for GenAI and Sales Development Representatives10 minutes
Demo for Enhanced Lead Generation with Gemini and CoPilot 10 minutes
Demo for Lead Engagement Follow-Up with Claude AI10 minutes
Demo for Potential Lead-Based Call Preparation and Scheduling with CoPilot10 minutes