AI-Powered Prospecting & Qualification: Leverage Technology Without Losing the Human Edge part 2 of 3

AI is transforming the way sales professionals prospect, research, and qualify opportunities—but the technology is only as effective as the strategy and human judgment behind it.

In this second session of our three-part Sandler Training series, AI-Powered Prospecting & Qualification, we’ll explore how to leverage AI and modern sales technology to make prospecting more efficient, improve qualification, and create more meaningful conversations—without sacrificing the authentic human connection that drives successful sales relationships.

You’ll discover practical ways to use AI to identify and prioritize prospects, prepare for sales conversations, personalize outreach, and uncover better qualification insights. We’ll also discuss where technology can enhance the sales process—and where the human touch remains essential.

Key Takeaways:

• Use AI to streamline prospect research and preparation.
• Improve prospecting efficiency while maintaining personalization.
• Leverage technology to ask better questions and qualify opportunities more effectively.
• Identify ways to combine AI-driven insights with proven Sandler selling principles.
• Maintain authenticity, trust, and the human edge throughout the sales process.

Whether you’re new to AI or already incorporating it into your sales workflow, this session will provide practical strategies for using technology as a sales enablement tool—not a replacement for the salesperson.

About the Presenter:
Joe Marr has over 35 years’ experience training and managing salespeople and managers worldwide. For 25 years, he has run Sandler Training Ann Arbor, serving over 500 companies (notably GM and Thomson Reuters) by training them to execute optimized sales and sales management processes. Joe explains: “We don’t do traditional sales training. We teach the art and science of a guided discovery process that builds faster and deeper customer trust—and more sales happen.”