The Optimal Flowlearn
GTM & sales
Cross-tool programme

Sales with technology and AI

Learn to use tools and AI to prepare meetings, organise sales information and draft follow-ups for your team to review before contacting customers.

Intermediate8 h · 4 × 2 hSpanish & English
Contact

Find your starting point

A good fit when you want to prepare sales meetings and follow-ups with technology and AI using a process and data you know, with practice adapted to your tools.

Another option to consider

CRM administrationIf the problem concerns how records, stages and data quality are defined, choose CRM administration.
Hours and sessions
8 hours live · 4 sessions of 2 h.
Group size
Up to 12 participants per trainer as a reference, adjusted to the practice and feedback.

What you will learn

  1. 01

    Define a sales workflow with clear information and responsibilities.

  2. 02

    Prepare a meeting using authorised, verifiable information.

  3. 03

    Draft and review a follow-up linked to an opportunity's agreements.

A proposed programme

Work through a fictional B2B opportunity from start to finish: organise the available information, prepare meeting questions and review a follow-up draft. AI helps summarise and write; you check the sources and manually record agreements and the next step in your sales working medium or the classroom worksheet.

We adapt the selection and depth of the modules to the group's starting point and goals.

01

Organise the sales process

Stages, data and agreements connecting activity, opportunities and next actions.

You will work on

  • Define the information an opportunity needs to make its status understandable and support the next step.
  • Separate sourced facts, sales hypotheses, open questions and confirmed agreements.
  • Review stage, owner and next action without treating customer interest as a closed sale.
Practice
Organise Ladera’s fictional context and identify what is known, assumed and needs to be asked in the meeting.
How you will check it
An understandable opportunity with references and open questions, without invented data or assumed commitments.
02

Prepare with AI

Information summaries, useful questions and a review of sources and assumptions.

You will work on

  • Prepare an AI instruction with authorised notes, the meeting objective and an output format.
  • Request a summary and questions distinguishing known information from what still needs confirmation.
  • Check every claim against the notes and correct assumptions about budget, decision-making or dates.
Practice
Prepare questions about scope, budget and who participates in the decision using the available context, without looking up real people’s data.
How you will check it
Reviewed preparation referring to its source notes and retaining unanswered questions.
03

Follow up with judgement

Communication drafts, records of agreements and human review before sending, adapted to the team’s sales working medium.

You will work on

  • Draft a follow-up from meeting notes, separating agreements, proposals and outstanding matters.
  • Remove approvals or commitments absent from the source and review the message before any sending.
  • Manually record a note and the next action with an owner and date in the agreed sales working medium.
Practice
Correct a draft presenting the pilot as approved and record the preparation of two scope options for Thursday, without sending the message.
How you will check it
A draft checked against the agreements and an action linked to the opportunity, with its owner and date verified.

Prepare the next step without inventing a yes

Teaching example

You will use a sample opportunity to prepare a meeting, draft a follow-up and record next steps, without sending communications during the exercise.

Fictional classroom case. Ladera is exploring an internal request portal. Earlier notes describe a manual process and an unconfirmed budget. The meeting agrees that Elena will prepare two scope options by Thursday; Ladera will consult IT. The pilot is not approved and no go-live date is agreed.

Starting point
The opportunity contains scattered notes on interest, budget and possible steps. Before meeting, the team needs to distinguish known information from questions about scope and decision-making.
First attempt
The first draft turns interest into approval: “Thank you for confirming the pilot; we start on Monday”. It sounds natural, but neither the approval nor that date appears in the meeting notes.
What we review
The trainer asks the group to check each commitment against the source. They remove the invented approval and start date, retain the IT consultation as outstanding and recover the actual agreement: Elena prepares two options by Thursday. AI does not decide whether the opportunity is won.
Result
The draft reflects the two outstanding options and IT consultation without promising a start date. The classroom log is updated manually with the note and Elena’s action for Thursday. The opportunity stays open, with questions visible and no communication sent.

Sales interest, specific agreements

  1. Source

    • Ladera considers a pilot

      Budget and approval outstanding.

    • Meeting notes

      Prepare two options; consult IT.

  2. Review

    • Remove the invented yes

      No approval or Monday start.

    • Retain the questions

      Scope, budget and decision.

  3. Sales record

    • Prepare two options

      Elena · Thursday · opportunity open.

    • Reviewed draft

      IT consultation outstanding · unsent.

Teaching illustration of a fictional case, not a tool screenshot. AI and the recording medium are adapted to the team, without requiring a brand or integration between them.

Before calling it complete

  • Facts, hypotheses and questions are distinguished and refer to the available notes.
  • The follow-up adds no approvals, dates or commitments absent from the source.
  • The next action has an owner and date and can be found from the opportunity; the message has not been sent.

Rehearse a proposal follow-up.

A 25–30 minute role play in session 3, with seller, client and observer roles. It uses the CRM chosen by the company, within the course’s 8 live hours.

Explore the activities

Four sessions to put it into practice.

Reference edition · 8 h live

Reference edition: 8 live hours across 4 sessions of 2 hours. Preparation, drafting and record keeping take place during the sessions using fictional data and tools adapted to the team. Records are entered manually; any preparation or additional work is agreed before starting.

  1. Session 12 h

    Organise the opportunity and its sources

    Distinguish facts, hypotheses, questions and agreements; review the status and missing information.

    By the end

    A practice opportunity with context and retrievable references.

  2. Session 22 h

    Prepare the meeting with AI

    Request a useful summary and questions, then check the response against the available notes.

    By the end

    Preparation that retains uncertainty without inventing sales information.

  3. Session 32 h

    Review the follow-up

    Work from meeting notes, identify invented commitments and correct the draft using clear criteria.

    By the end

    A reviewed follow-up reflecting agreements and outstanding matters.

  4. Session 42 h

    Record and check the next step

    Manually enter the note and action in the agreed sales working medium; exchange the opportunity and review it with feedback.

    By the end

    A record another person understands, with an action, owner and date; the message remains unsent.

If your team needs to go further

  • Automating messages, connecting AI and CRM, bulk prospecting, extracting third-party data or scoring leads requires separate scope and is outside this edition.
  • Implementing the sales process or configuring the company’s entire CRM requires a separate programme.

Learn with someone who develops sales strategies.

Juan Pedro Belmonte

Juan Pedro Belmonte

GTM consultant

Over four years of experience developing sales strategies, CRM and lead generation. He has worked with companies across sizes and industries.

Juan Pedro is the planned trainer for this programme. Dates, language and his availability are confirmed when the edition is agreed.

Once you have a foundation, go further.

Extensions with their own scope, agreed separately from the initial training.

Continuation · 12 h

From opportunity to a B2B proposal

Go deeper into customer fit, discovery, proposals and the marketing–sales handoff. One shared case file connects the practice, adapted to the sales working medium and tools your team uses.

View programme →

With guidance, practice and support.

Each delivery includes working materials, feedback on practical work and assessment against the agreed objectives.

See materials, support and terms

Materials you can keep

Downloadable, versioned guides, exercises and review criteria for internal use.

To prepare and complete the delivery

A short recommendation, an editable communications kit and a group learning report.

TOF’s own certificate

A certificate of achievement after the agreed assessment. It is not a vendor certification.

A month of email support

On the content covered, up to two accumulated hours for the whole group.

Your team carries out the practice. Implementation services are agreed separately. See the scope →

Keep learning

Other options for the task you want to work on. Each link explains what that programme adds.

GTM & sales

Attio for everyday sales work

If you work in Attio, practise recording relationships and leaving a next action with context.

View course
GTM & sales

Pipedrive for everyday sales work

If you work in Pipedrive, practise maintaining deals and activities around your sales process.

View course

What does your
team need to learn?

Tell us what you want to work on, how many people would take part and where you are based. We will prepare a proposal with scope, sessions and a budget.

Contact

Would you like to ask about FUNDAE?

We check eligibility for each company and edition, subject to requirements and available training credit in Spain. Funding is neither automatic nor guaranteed. Official FUNDAE information ↗

Discuss eligibility
The Optimal FlowlearnCross-tool programme

Sales with technology and AI

Learn to use tools and AI to prepare meetings, organise sales information and draft follow-ups for your team to review before contacting customers.

8 live hours4 sessions of 2 hoursIn Spanish or English

Reference edition: 8 live hours across 4 sessions of 2 hours. Preparation, drafting and record keeping take place during the sessions using fictional data and tools adapted to the team. Records are entered manually; any preparation or additional work is agreed before starting.

Who it is for

Sales teams and managers looking to organise their work and apply AI to specific tasks while retaining the context of each opportunity.

By the end you will be able to

  • Define a sales workflow with clear information and responsibilities.
  • Prepare a meeting using authorised, verifiable information.
  • Draft and review a follow-up linked to an opportunity's agreements.

Four sessions to put it into practice

  1. Session 1 · 2 h

    Organise the opportunity and its sources

    Result: A practice opportunity with context and retrievable references.

  2. Session 2 · 2 h

    Prepare the meeting with AI

    Result: Preparation that retains uncertainty without inventing sales information.

  3. Session 3 · 2 h

    Review the follow-up

    Result: A reviewed follow-up reflecting agreements and outstanding matters.

  4. Session 4 · 2 h

    Record and check the next step

    Result: A record another person understands, with an action, owner and date; the message remains unsent.

Before we begin

Basic knowledge of your sales process. Work is adapted to the AI tools and sales working medium your team uses, whether your CRM or a classroom log. Access and data use are agreed beforehand; practice does not include contacting third parties.

Practice is adapted to the AI and sales working medium your team uses. We use fictional notes entered by hand and manual records in your practice CRM or a classroom worksheet, without requiring a particular product. Features, access, licences and data handling are checked where relevant. Built-in AI and connectors are not required; no messages are sent during the exercise.

Your trainer

Juan Pedro Belmonte
GTM consultant

Over four years of experience developing sales strategies, CRM and lead generation. He has worked with companies across sizes and industries.

Juan Pedro is the planned trainer for this programme. Dates, language and his availability are confirmed when the edition is agreed.

Course online · theoptimalflow.com/en/learn/courses/sales-technology-aiinfo@theoptimalflow.comVersion 1 · Document reviewed: 13 October 2026
The Optimal FlowlearnSales with technology and AI

What we will work on

Organise the sales process

  • Define the information an opportunity needs to make its status understandable and support the next step.
  • Separate sourced facts, sales hypotheses, open questions and confirmed agreements.
  • Review stage, owner and next action without treating customer interest as a closed sale.

Practice: Organise Ladera’s fictional context and identify what is known, assumed and needs to be asked in the meeting.

Prepare with AI

  • Prepare an AI instruction with authorised notes, the meeting objective and an output format.
  • Request a summary and questions distinguishing known information from what still needs confirmation.
  • Check every claim against the notes and correct assumptions about budget, decision-making or dates.

Practice: Prepare questions about scope, budget and who participates in the decision using the available context, without looking up real people’s data.

Follow up with judgement

  • Draft a follow-up from meeting notes, separating agreements, proposals and outstanding matters.
  • Remove approvals or commitments absent from the source and review the message before any sending.
  • Manually record a note and the next action with an owner and date in the agreed sales working medium.

Practice: Correct a draft presenting the pilot as approved and record the preparation of two scope options for Thursday, without sending the message.

A fictional classroom case

Prepare the next step without inventing a yes

Fictional classroom case. Ladera is exploring an internal request portal. Earlier notes describe a manual process and an unconfirmed budget. The meeting agrees that Elena will prepare two scope options by Thursday; Ladera will consult IT. The pilot is not approved and no go-live date is agreed.

By the end of the exercise: The draft reflects the two outstanding options and IT consultation without promising a start date. The classroom log is updated manually with the note and Elena’s action for Thursday. The opportunity stays open, with questions visible and no communication sent.

Extensions agreed separately. Automating messages, connecting AI and CRM, bulk prospecting, extracting third-party data or scoring leads requires separate scope and is outside this edition. Implementing the sales process or configuring the company’s entire CRM requires a separate programme.

What accompanies the programme

  • A downloadable, versioned guide, exercises and review criteria; keep a copy for internal use.
  • A short recommendation, editable kit and group learning report. Responsibilities, a prior access check, handover and recipients are agreed for each delivery.
  • TOF’s own certificate of achievement after passing the agreed assessment. It is not a vendor certification.
  • Email support on the content covered for one calendar month after the last session. A maximum of two accumulated hours for the whole group, with a response time of up to two working days.
  • Proposal follow-up role play: 25–30 min in session 3, within the 8 live hours; client’s chosen CRM.

Clients provide licences unless expressly agreed otherwise. Recordings are agreed in advance. Implementation, work carried out independently by TOF, production deployment and ongoing maintenance are quoted separately. Delivery link access is agreed per delivery. Later updates and specific support require agreement. Structured documents and text alternatives; participation needs reviewed before starting.

Full format and terms → theoptimalflow.com/en/learn/how-we-teach
Course online · theoptimalflow.com/en/learn/courses/sales-technology-aiinfo@theoptimalflow.comVersion 1 · Document reviewed: 13 October 2026