Claude Code & Cowork for Sales Teams

About the Course:

This 1-hour & 30-minute live session is a hands-on, results-focused course built exclusively for sales professionals, Account Executives, Business Development Representatives, Sales Managers, Revenue Operations leads, and Sales Leaders who want to use Anthropic's Claude AI platform to close more deals, cut research time, and automate the administrative work that pulls them away from selling.

Sales is one of the most repetitive yet high-stakes functions in any business. Reps spend on average 65% of their time on non-selling activities: researching prospects, drafting outreach emails, updating CRM records, building proposals, and preparing for calls. Every hour spent on these tasks is an hour not spent in front of a buyer.

Claude Cowork changes this equation. With a pre-built Sales Plugin that connects directly to your CRM, knowledge base, and outreach tools, Claude can handle prospect research, draft personalised outreach sequences, prep call briefs, summarise meeting notes, build proposals, and update your pipeline, all from a single natural language instruction.

This course teaches sales teams to get this value on Day 1: from installation through the first real task, with live walkthroughs of the exact scenarios that matter most in modern B2B sales cycles.

Why This Course?

Sales are the engine of every business. Yet the average sales representative spends the majority of their working day on tasks that have nothing to do with actually selling.

The Real Cost of Non-Selling Time

Research shows that B2B sales reps spend only 35% of their time actually selling. The rest goes to: writing and personalising emails, researching accounts and contacts, updating CRM records, building decks and proposals, preparing for discovery calls, and following up on threads buried in their inbox. These are not trivial tasks, but they are tasks that an AI agent can do faster, better, and without burning out.

The Old Selling Day

• 45 min researching a prospect before a call
• 60 min drafting a personalised outreach sequence
• 30 min updating CRM notes after a call
• 90 min building a custom proposal from scratch
• 20 min writing a follow-up email post-demo
• 2 hrs compiling weekly pipeline review deck

With Claude Cowork

• 3 min - Claude pulls account news, LinkedIn signals, tech stack, and pain points into a one-page brief
• 5 min - Claude writes a 3-touch sequence using your ICP, tone, and value proposition
• Instant - Claude transcribes, extracts key signals, and updates fields automatically
• 15 min - Claude assembles it from your existing templates and the prospect's brief
• 2 min - Claude drafts it with next steps, objection handling, and a clear CTA
• 20 min - Claude pulls deal data, highlights risks, and builds the PowerPoint

Why the Sales Plugin Is Different

Generic AI tools give you a blank chat window and expect you to figure out the prompts. The Claude Sales Plugin is pre-configured with your sales process in mind. It already understands prospect research, account intelligence, call prep, objection handling, deal qualification, and pipeline reporting. You connect your CRM and knowledge base once, and Claude works as a sales specialist from Day 1.

This course gives your team the exact setup, the exact workflows, and the exact prompts to start saving hours every week from the moment the session ends.

Why Now?

The sales teams that adopt AI-assisted selling workflows in 2026 will have a structural advantage that compounds over time. Early adopters are already using these tools to cover more accounts, personalise at scale, and shorten sales cycles, with the same headcount.

The Sales AI Timeline

• January 2026: Anthropic launches Claude Cowork in research preview. Knowledge workers across finance, legal, and operations begin using it to complete multi-step tasks autonomously. Sales teams take notice.
• January 2026: Anthropic open-sources 11 Cowork plugins, including a dedicated Sales plugin, pre-built with skills for prospect research, call prep, deal qualification, and follow-up drafting. Apollo, Clay, and Outreach connectors go live.
• February 2026: Cowork expands to connect to 12+ enterprise tools: Google Drive, Gmail, DocuSign, Apollo, Clay, Outreach, Similarweb, and more. Sales teams can now automate end-to-end workflows without leaving the desktop.
• February 2026: Private plugin marketplaces launch for enterprise teams, allowing Sales Ops and RevOps leaders to deploy a standardised, company-specific Claude sales agent to every rep in the organisation.
• April 2026: You are here. Your competitors are evaluating these tools this quarter. Sales teams that move now build institutional workflows and institutional advantage while others are still watching demos.

The Competitive Equation

If your sales team saves just 90 minutes per rep per day through AI-assisted research, outreach, and admin, that is 7.5 hours per week, per rep. For a team of 10, that is 75 hours per week redirected to active selling. Over a quarter, that is the equivalent of adding 2 full-time reps to your team at zero headcount cost.

The question is not whether this is worth pursuing. The question is whether your team leads the adoption or responds to it after your competitors already have.

Course Objectives:

By the end of this 1-hour & 30min live session, participants will be able to:

• Understand AI in the sales context - Clearly distinguish Claude Chat, Claude Code, and Claude Cowork, and build an intuition for which tool fits which sales scenario.
• Set up Claude Cowork for sales - Install Claude Desktop, activate Cowork, install the Sales Plugin, and connect your CRM, Gmail, and outreach tools, fully configured for your sales workflow.
• Execute core sales tasks with Claude - Use Claude to research prospects, draft outreach sequences, prep call briefs, summarise discovery notes, build proposals, and craft follow-up emails, all through plain English.
• Automate repetitive pipeline tasks - Configure scheduled tasks so Claude automatically updates pipeline reports, generates weekly deal reviews, monitors account signals, and flags at-risk deals, without manual effort.
• Understand Claude Code's role in RevOps - Identify where Claude Code adds value beyond Cowork for sales teams: data scripts, CRM integrations, batch enrichment, and working with your RevOps or engineering team.
• Use AI responsibly in sales interactions - Apply the right guardrails: what Claude can draft vs. what a sales rep must personalise, where AI-generated content needs human review, and how to maintain authenticity at scale.
• Customise for your sales playbook - Configure the Sales Plugin with your ICP, value propositions, objection handling scripts, qualification frameworks (MEDDIC, BANT, SPICED), and preferred output formats.

What Success Looks Like

• A successful participant leaves this session with Claude Cowork installed, the Sales Plugin active, at least one connector linked to their CRM or Gmail, and the confidence to delegate their next prospect research task, outreach draft, or call prep to Claude. More importantly, they leave with a mental model of where AI earns trust in their workflow and where their own judgment remains irreplaceable.

Who is the Target Audience?

This course is designed for revenue-generating teams at B2B organisations of all sizes. No technical background is required, only a desire to sell smarter.

• Account Executives (AEs) - The primary audience. AEs who manage complex B2B sales cycles will gain the most from AI-assisted research, proposal generation, objection prep, and follow-up automation, freeing them to spend more time in high-value conversations.
• Business Development Representatives (BDRs/SDRs) - Reps who spend the majority of their time on outbound prospecting, account research, and personalised outreach will see immediate time savings from Claude's ability to research prospects and draft multi-touch sequences at scale.
• Sales Managers & Sales Directors - Leaders responsible for pipeline health, team performance, and revenue forecasting who want to use AI to automate pipeline reviews, identify at-risk deals earlier, and coach reps more effectively using AI-summarised call notes.
• Revenue Operations (RevOps) Professionals - RevOps and Sales Ops leads who design and maintain the systems, processes, and tooling that sales teams rely on, and who want to understand how Claude Cowork integrates with existing CRM and outreach infrastructure.
• VP Sales & Chief Revenue Officers (CROs) - Senior revenue leaders evaluating AI-assisted selling at a strategic level: what the ROI case looks like, how to deploy Claude responsibly across a sales team, and how to measure adoption and impact.
• Sales Enablement Professionals - Those who design training, playbooks, content, and onboarding for sales teams, and who want to use Claude to accelerate the creation and maintenance of sales collateral, battle cards, and competitive intelligence.

Basic Knowledge:

Technical Prerequisites

• Participants are expected to arrive with the following:
• A laptop or desktop running macOS or Windows (Linux is not supported for Cowork at this time).
• A Claude account, a free account, is sufficient to follow along; a Pro, Max, Team, or Enterprise plan is required to use Cowork independently after the session.
• Access to your company CRM (Salesforce, HubSpot, or similar) for the live CRM connector exercise.
• Google Chrome browser installed (recommended for the best Cowork experience with web connectors).
• Basic familiarity with your company's ICP (Ideal Customer Profile), value propositions, and sales process.

Conceptual Foundations

No prior AI experience is required. The following concepts will be briefly introduced at the session's start, but reviewing them in advance will help participants move faster during live exercises.

• What Claude Cowork is - An agentic AI desktop application that completes multi-step tasks autonomously, reading files, connecting to tools, and delivering finished work, without requiring you to manage each step.
• What the Sales Plugin is - A pre-built Cowork plugin that comes pre-configured with skills for prospect research, call prep, outreach drafting, deal qualification, and pipeline reporting. It connects to CRM and outreach tools out of the box.
• What MCP connectors are - Integrations that allow Claude to connect to your tools, your CRM, Gmail, Outreach, Apollo, Slack, so it can pull data from and write to those systems as part of a task.
• Agentic AI vs. chatbot AI - A chatbot responds to one message at a time. An agent like Claude Cowork receives a goal and takes autonomous, multi-step actions to achieve it, similar to delegating a task to a human colleague.
• Slash commands in the Sales Plugin - Pre-built shortcuts like /call-prep, /prospect-research, /outreach-draft that trigger an entire sales workflow with a single command, no prompt engineering required.

Pre-Session Checklist

• Download Claude Desktop from claude.com/download before the session starts
• Create or log in to your Claude account (claude.com)
• Have your CRM login credentials available for the connector exercise
• Prepare a real prospect account you are currently working on. You will use it for the live exercises
• Join the session on a device where you can also use Claude simultaneously for hands-on practice