Capstone: Build Your Deal Prep Kit
Pick one real prospect or deal. Draft the six artifacts — target shortlist, pre-call brief, personalized outreach, discovery questions, follow-up cadence, and call notes. Edit and verify every one. Apply everything from the track.
This track has covered the reframe, the workflow, and the limits. This capstone puts all of it into practice with one real deal.
Your task: pick one prospect or active deal — something you are working on right now or have recently — and build the full deal prep kit. Six artifacts. AI-drafted. Human-edited and verified. None of it reaching the prospect without you reading it first.
The Six Artifacts, Applied
Artifact one: Target shortlist. If you are starting from scratch with this prospect, describe to an AI chat tool what you are looking for: industry, company size, the title of the person you want to reach. Ask it to help you structure a search or suggest criteria you might be missing. Trim the result to the accounts that actually fit given what you know about your territory and your current priorities.
Artifact two: Pre-call brief. Give AI the company name and your contact's role. Ask for a summary covering what the company does, recent news, and likely priorities for someone in that role. Then read it critically. Verify any specific claim — revenue figures, headcount, product details, recent announcements — against a real source before you rely on it in a conversation. Walk into your next call with a brief you have confirmed, not just one that AI produced.
Artifact three: Personalized outreach. Draft an outreach message for your prospect. Give AI what you know: their role, something real about their company, what you offer, and the angle you want to take. Edit the draft until it sounds like you wrote it — not like it came from a tool. Make sure it references something specific to this person, not just their industry. Verify every fact. Then choose specifically who gets it. You press send.
Artifact four: Discovery questions. Ask AI to generate a set of discovery questions for this prospect, given their role and company situation. Tell it what you are trying to understand in the call. Review the list: choose the questions that fit this specific conversation, the ones you would genuinely ask, and remove anything that feels off for this person or this stage of the deal.
Artifact five: Follow-up cadence. Plan the follow-up sequence for this deal. Ask AI to draft two or three follow-up messages at different points in the timeline — right after the first call, a week out if you haven't heard back, two weeks if it's still quiet. Read each one. Add the context only you have: something that came up in your conversation, a development you have noticed, anything that makes the message feel like it is from someone tracking this deal, not a sequence running on autopilot.
Artifact six: Call notes and CRM summary. After your next call with this prospect, paste your rough notes into an AI tool and ask for a clean CRM-ready summary including key takeaways, any commitments made, and clear next steps. Review the output before you save it. AI will confidently state specific details — numbers, commitments, timelines — that may not match what actually happened. Correct anything wrong before it becomes the record.
What You Do Not Do
Three clear lines from "Keep the Trust" apply directly to this capstone.
Do not paste any private prospect data — contact details, deal history, CRM notes from private conversations — into a free public AI tool. Use only enterprise-approved tools for anything customer-specific. For public tools, use only public information: what you could find on their website or their public LinkedIn profile.
Do not send the outreach artifact to everyone on your shortlist at once. The shortlist is for your research and planning. The outreach goes to the specific people you have chosen individually, after you have edited it and verified it. One message, one choice, one send.
Do not treat any AI-stated fact as verified until you have checked it. This applies to the brief, the questions, the outreach, and the notes. AI presents invented information the same way it presents accurate information — fluently and confidently. Your review is the only check that matters.
You have now built a complete deal prep kit using AI as a drafting engine, with your judgment on every artifact and your verification on every fact before it reaches a buyer.
That is the practice. That is what AI-assisted selling looks like when it is done right.
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