When we first started using generative AI on my Solutions Engineering team, most people asked the same kind of prompt:
“Summarize this call”
“Give me ideas for my demo”
That’s fine, but it barely scratches the surface of what AI can do in a revenue environment. Over time, I realized our team didn’t need more tools. They needed better prompts.
Now, part of my role as a leader is coaching SEs not just on what to say to customers, but what to ask AI to accelerate prep, discovery, and follow-up. Good prompts are specific, rooted in our deals, and aligned with the way we sell.
Here’s how I help the team come up with stronger prompts and five that you can use with your team starting today.
Step 1: Tie Prompts to Deal Stages
We group prompts based on where we are in the sales cycle: Early research, discovery, technical validation, or final close. This keeps the AI relevant and focused.
Step 2: Focus on Inputs We Control
Prompts work best when we feed in customer materials, CRM notes, or transcripts. I remind my team: garbage in, garbage out. Use what you know.
Step 3: Ask AI to Help You Think, Not Just Write
We don’t treat AI like a content generator. We treat it like a strategic assistant. Something that can help us ask better questions, identify gaps, and sharpen our thinking.
It's important to note here that you still need to do the thinking. I'm seeing a lot of people that are leaning into AI let AI do the thinking, almost forgetting that they're the real brain behind everything!
5 Prompts You Can Use Right Now:
1. Discovery Deep-Dive
“Here’s a call transcript and a summary of the customer’s goals. What follow-up questions would help me uncover the underlying business impact and urgency?”
2. Technical Prep Aid
“The customer is asking about integrating our platform with [X system]. Based on this setup, what common objections or concerns should I anticipate in a technical review?”
3. Value Summary for Execs
“Summarize this call thread and technical validation into 3 bullet points of business impact that would resonate with a [persona - CEO/CFO/CRO].”
4. Deal Risk Spotter
“Here’s what’s happened in the deal so far. What are signs that this opportunity may stall or lose momentum? What actions can we take to re-energize it?”
5. Personalization Helper
“Given this customer’s LinkedIn profile and company role, what kind of technical insight or demo angle would be most relevant to their goals?”
We're not replacing the human element. But when our prompts are intentional, AI becomes more than a shortcut, it becomes a force multiplier for thinking strategically.
Are you and your teams using AI for things like this? Let me know in the comments.
