Course

AI for Telecom and B2B Account Executives

A territory, an RFP and a displacement, on evidence your manager can check.

HardSales

0/99 stops · about 2.5 hours · final quiz · certificate

Start course Sign in to save progress

Start with

• AI at Work: FoundationsStart from zero and finish with three things you can actually use.
• AI for SalesOne deal, from a cold list to a signed proposal, without the admin.

Who this is for

Account executives and account managers selling connectivity, cloud and managed services to businesses on long cycles. Every example follows Wael, who sells fibre, voice and managed security to businesses for a national carrier in Los Angeles, several hundred accounts against a quarterly quota.

You will be able to

• Build a territory plan and a per-account plan from the CRM export, ranked by real potential
• Map the stakeholders of an enterprise deal and write the message each role answers
• Answer an RFP section by section from a knowledge Project, with every claim sourced
• Run a displacement campaign against an incumbent on a business case, not a discount
• Hand a site survey to engineering and turn the design back into a proposal a CFO reads
• Keep the forecast honest with a weekly CRM review Claude prepares before the Monday call

Stops

1. 1 The territory and the ProjectThe Salesforce export stripped of the columns that must not travel, a ranked territory plan, and the Carrier Project every later stop writes inside. Set once
2. 2 The account planOne named account turned into a plan: services in place, dates, the people, a growth thesis in one sentence and three plays with owners. Weekly
3. 3 Stakeholder messagesOne set of discovery facts becomes four short messages, one per role, each leading with what that person is measured on and ending with a question only they can answer. Daily
4. 4 The RFPThe compliance matrix first, then section drafts written only from the Carrier Project, every claim carrying its source, and one clean list of questions for the sales engineer. Weekly
5. 5 DisplacementTaking an account off an incumbent carrier on a business case built from the customer's own numbers, with a migration risk answer and the four objections rehearsed. Weekly
6. 6 Survey to proposalSite survey notes become an engineering brief the shared SE can answer in one sitting, and the design comes back as a proposal with a CFO page whose numbers Wael fills. Weekly
7. 7 Forecast and CRM hygieneNinety open opportunities cleaned before they are forecast, a commit list with a named event behind every deal, and the Monday message the manager can act on. Weekly
8. 8 Renewals and expansionEverything ending inside 180 days sorted into at risk, quiet and expansion, a renewal plan for the at-risk ones, and a quarterly business review deck built in Claude Design. Weekly
9. 9 Wael's quarter and the capstoneThree scheduled routines that carry the quarter, Cowork for the RFP first draft, and the graded capstone: one account from plan to proposal, scored against a rubric. Weekly

Final quiz