Picture this: A sales rep who used to spend four hours researching a single enterprise prospect can now accomplish the same level of deep analysis in just 30 seconds. This is the reality that top-performing salespeople are already leveraging today through AI-powered tools and strategic prompting.
According to Marcus Chan, CEO of Venli Consulting and former corporate sales leader who achieved 12 promotions in eight years, most sales professionals are barely scratching the surface of AI's potential.
"They use it at a very basic level, like maybe just using ChatGPT and asking a couple of questions," Marcus observes.
In this article, we'll explore the specific prompts and strategies that are transforming how top performers conduct research, run discovery calls, and close deals - giving you the exact frameworks to level up your own sales game.
The modern buyer has fundamentally changed. They're more informed, have access to more options, and expect personalized, relevant interactions from the very first touchpoint. Generic outreach gets deleted. Surface-level discovery calls get ghosted. Cookie-cutter presentations lose to competitors who demonstrate deep understanding of the buyer's world.
This shift means salespeople need to operate at a higher level than ever before. They need to become strategic advisors rather than product pushers. They need to uncover deeper business problems rather than just checking qualification boxes.
The challenge? Doing this level of preparation and analysis traditionally takes enormous amounts of time, time that most sales reps simply don't have when managing multiple opportunities.
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Enter AI. When used strategically, AI doesn't replace the human elements that make great salespeople exceptional. Instead, it amplifies their capabilities, handling the heavy lifting of research and analysis so they can focus on relationship building, strategic thinking, and consultative selling.
One of the most powerful applications of AI in sales is transforming how you research prospects and accounts. Here's Marcus' proven framework for enterprise account research:
1. The Prompt:
Act as a world-class sales strategist. I need you to help me do deep account research on [COMPANY NAME]. I work at [YOUR COMPANY] and we sell [YOUR SOLUTION/SERVICE].
Please analyze this company and provide:
Key business challenges they're likely facingRecent company news or developmentsIndustry trends affecting their businessPotential pain points our solution could addressStrategic initiatives they might be pursuingKey stakeholders I should target and whyFormat this as a comprehensive research brief I can use to craft personalized outreach.
Understanding your buyer personas at a deep level is crucial, but most sales reps work with generic personas that don't translate into actionable insights. Here's how to use AI to create dynamic, detailed persona profiles:
2. The Persona Development Prompt:
Act as a world-class sales strategist. I am an AE who works at [COMPANY - include website]. This is what I sell: [SOLUTION DESCRIPTION]. Here are the personas I sell to: [LIST PERSONAS].
Please list out the titles that fall within these persona groups at the types of companies we sell into, and list out what their pains, frustrations, and challenges they run into, and their core initiatives.
Then share with me exactly how we can link our solution to each level.
Put it all into a table so it's really organized so I can look at it very easily as a cheat sheet.
Discovery calls are where deals are won or lost, but many sales reps struggle to extract the deep insights needed to truly qualify and advance opportunities. Marcus shared this game-changing prompt for analyzing discovery call transcripts:
3. The Discovery Analysis Prompt:
Act as a world-class sales strategist who leads with the MEDDIC methodology. I want you to read this transcript carefully that I have with this person. I work at [COMPANY]. This is what I sell: [SOLUTION].
I want you to qualify the deal in detail. Rate me on a scale of 1 to 10 for every single category and help me understand what I missed. Then give me three recommendations for what I need to do next to make sure the deal progresses forward.
When you're meeting with C-level executives, preparation is everything. Generic questions and surface-level insights will get you dismissed quickly. Here's how to use AI to prepare for high-stakes conversations:
4. The Executive Meeting Prep Prompt:
I'm meeting with a [TITLE] at [COMPANY] in [INDUSTRY]. Based on what [TITLE]s typically worry about and the current business environment, help me create a clear point of view slide where I can share industry insights about challenges other [TITLE]s are facing that's relevant to them.
Then bridge it with how I can help them with 2-3 clear bullet points. Write this out as content I can use in a presentation.
Follow this up by using tools like Gamma AI to create professional slide decks, and you'll walk into executive meetings with credibility-building insights rather than generic sales pitches.
In an era where buyers receive dozens of sales emails daily, relevancy isn't just important—it's everything. Generic, AI-generated outreach gets ignored. But highly relevant, insight-driven messages break through the noise.
5. The Targeted Outreach Research Prompt:
I'm reaching out to [PROSPECT NAME], who is [TITLE] at [COMPANY]. Based on recent company news, industry trends, and typical challenges for someone in their role, help me identify 3 highly relevant business triggers or pain points I could lead with in my outreach.
For each trigger, suggest how I could position our solution as relevant to their situation. Make the connection specific and valuable, not generic.
One of the most overlooked applications of AI in sales is ongoing deal coaching. Instead of waiting for weekly pipeline reviews, you can get real-time analysis of your opportunities:
6. The Deal Analysis Prompt:
I'm working on an opportunity with [COMPANY]. Here's the current situation: [DEAL DETAILS]. Based on my company's typical sales process and best practices, analyze this deal and tell me:
What stage this deal is really inWhat risks I should be concerned aboutWhat information I'm missingWhat my next 2-3 actions should beHow I can strengthen this opportunity
Rather than being caught off-guard by objections, you can use AI to prepare responses for any scenario:
7. The Objection Prep Prompt:
I sell [SOLUTION] to [TARGET MARKET]. What are the most common objections I'm likely to face, and for each objection, give me:
The underlying concern behind the objectionA framework for respondingA specific example responseQuestions I can ask to better understand their concern
Stay ahead of competitive threats with ongoing AI-powered competitive analysis:
8. The Competitive Analysis Prompt:
Analyze [COMPETITOR] versus our solution at [YOUR COMPANY]. Create a competitive battle card that includes:
Their key strengths and weaknessesCommon objections they raise about usOur strongest competitive advantagesMessaging to differentiate ourselvesQuestions that expose their weaknesses
Position yourself as a trusted advisor by staying current on industry trends:
9. The Industry Intelligence Prompt:
What are the top 5 trends affecting [INDUSTRY] right now? For each trend, explain:
How it impacts companies in this spaceWhat challenges it createsHow companies are respondingHow our solution relates to this trend
The key to AI adoption in sales isn't trying to transform everything overnight. Start with one or two prompts that address your biggest challenges. Maybe that's prospect research if you struggle with personalization, or deal analysis if you have trouble qualifying opportunities accurately.
If you're a sales leader, don't just tell your team to use AI - show them how. Marcus Chan's experience leading high-performing teams taught him that the best leaders demonstrate new skills rather than delegating them. Use these prompts yourself first, then share your results and insights with your team.
Remember that AI enhances your capabilities as a salesperson - it doesn't replace them. The insights you generate through these prompts are only as good as how you apply them in human conversations. Use AI to become more prepared, more relevant, and more strategic, but always focus on building genuine relationships and providing real value.
