09:30 – 10:00

Arrival & Context Setting

(No teaching yet – alignment only)

• Why this is not a tool demo
• Why automation without clarity fails

Ground rules:

• Sheets-first
• Human judgment > AI output
• Real examples, no hypotheticals

Framing statement you should say:

“If your sales thinking is messy, AI will only make the mess faster.”

10:00 – 11:00

Session 1: The Real Sales Problem

Objective: Break false beliefs before introducing AI. 

Cover:

• Why revenue feels unpredictable despite effort
• Founder-led closures: strength vs bottleneck
• Why most pipelines lie
• Why “more leads” is rarely the real issue

Exercise (10 min):

Founders answer 3 questions privately:

• Where do deals actually die?
• Where does the founder step in?
• What breaks when the founder steps out?

Outcome:

Founders accept that clarity, not effort, is missing.

11:00 – 12:30

Session 2: Buyer Journey Mapping (Core Foundation)

How Buyers Actually Decide — Not How We Sell

Objective: Anchor everything to buyer mindset, not sales activity

Cover:

• The 5 buyer journey stages:
• • Awareness
  • Interest
  • Evaluation
  • Decision
  • Post-Decision
• What buyers think at each stage
• Founder mistakes at each stage
• Why treating all leads the same kills automation

Live Activity (30 min):

• Founders map one real deal to buyer stages
• Identify:
• • Where it is stuck
  • Why it is stuck
  • Who should act (sales / founder / no one)

Outcome:

Founders can name the stage, not just the deal value.

12:30 – 13:15

Lunch

(No slides. Encourage peer discussion)

13:15 – 14:45

Session 3: Using AI at Each Buyer Stage

Where AI Helps — and Where It Must Stay Out

Objective: Teach controlled AI usage, stage by stage

For each buyer stage, cover:

• What must be captured in Google Sheets
• What AI is allowed to do
• What AI must NOT do
• One core prompt + process

Stages covered live:

• Awareness → intent clarification
• Interest → relevance summarization
• Evaluation → objection & risk extraction
• Decision → founder preparation
• Post-decision → confidence & continuity

Live Demo (important):

• Use one anonymized deal
• Paste Sheet data → AI → structured insight
• Show how wrong inputs = wrong outputs

Outcome:

Founders stop seeing AI as magic and start seeing it as compression.

14:45 – 15:45

Session 4: Founder Deal Brief (Your Signature IP)

Enter Late. Decide Fast. Exit Clean.

Objective: Reduce founder involvement without hurting closures

Cover:

• What information a founder actually needs
• Why more data slows decisions
• Founder Deal Brief structure:
• • Why this deal exists
  • What buyer wants
  • What is blocking
  • Why founder is needed
  • What decision must be made

Hands-on Exercise (30 min):

• Founders create one Founder Deal Brief using:
• • Their Sheet
  • AI prompt
• Peer review (2–3 examples discussed)

Outcome:

Founders feel immediate time relief.

15:45 – 16:30

Session 5: Sales Automation Without Chaos

Objective: Kill “set-and-forget” fantasies

Cover:

• Why automation fails in founder-led businesses
• Simple rules:
• • When founder joins
  • When founder stays out
  • When a deal is killed
• Using AI to flag, not decide

Introduce:

• Weekly Founder Sales Brief (1 page, no dashboards)

Outcome:

Automation becomes predictable, not scary.

16:30 – 17:00

Closing: What Happens After Today

From Insight to Installation

Cover:

• What to implement in next 7 days
• What NOT to touch yet
• Common failure patterns after workshops

Introduce (softly):

• Done-With-You Founder Sales Control Sprint
• For founders who want enforcement, not just ideas

End with:

“Sales growth is not about doing more.

It’s about seeing clearly and deciding faster.”