Role-Based Programme
RB0261

Microsoft 365 Copilot for Sales & Business Development

Practical AI for Account Intelligence, Customer Engagement & Sales Productivity

IMAGE REQUIRED
Duration
8 Hours
Level
Basic
Delivery
Instructor-Led
Format
Workshop

Programme Objectives

  • Build foundational proficiency in using Microsoft 365 Copilot across practical Sales and Business Development activities.
  • Apply structured prompting techniques for account preparation, prospect research, customer communication, discovery, proposals, and follow-ups.
  • Use Copilot across Outlook, Teams, Word, Excel, and PowerPoint to create, analyse, summarise, and communicate sales information.
  • Analyse approved account documents, meeting information, opportunity data, customer requirements, and sales reports to identify actions, risks, and opportunities.
  • Build repeatable Copilot-assisted sales workflows while maintaining factual accuracy, commercial confidentiality, responsible personalisation, and human sales judgement.

Tools covered

Microsoft 365 CopilotCopilot ChatOutlookTeamsWordExcelPowerPointSales Agent where enabledWeb-Grounded ResearchOrganisational Work Data where authorised

Who should attend

  • Sales Executives
  • Business Development Executives
  • Sales Development Representatives
  • Business Development Representatives
  • Account Managers
  • Key Account Managers
  • Enterprise Sales Professionals
  • Inside Sales Professionals
  • Relationship Managers
  • Pre-Sales Professionals
  • Territory & Regional Sales Professionals
  • Channel & Partnership Professionals
  • Sales Managers & Team Leaders
  • Customer Acquisition Professionals

Prerequisites & Participant Readiness

  • Basic understanding of Sales or Business Development activities
  • Familiarity with prospecting, customer meetings, account management, proposals, and follow-ups
  • Basic familiarity with Microsoft 365 applications such as Outlook, Teams, Word, Excel, and PowerPoint
  • Basic computer and internet proficiency
  • No programming knowledge required
  • No previous Microsoft 365 Copilot experience required
  • Participants should use anonymised or organisation-approved customer and commercial information during practical exercises
  • Access to specific Copilot and Sales Agent capabilities may depend on Microsoft 365 licensing, organisational configuration, and permissions
  • Pricing, contractual commitments, customer promises, and commercial decisions must remain subject to authorised human review

TOC Modules

Concepts
  • Understanding Microsoft 365 Copilot, Copilot Chat, Generative AI, and work-grounded assistance
  • Understanding how Copilot works across Outlook, Teams, Word, Excel, and PowerPoint
  • Identifying applications across prospecting, account management, meetings, proposals, pipeline reviews, and customer communication
  • Understanding permissions, confidentiality, hallucinations, outdated information, and responsible sales use
Practical activities
  • Exploring Copilot through common Sales and Business Development activities
  • Comparing a simple sales prompt with a structured prompt
  • Reviewing generated sales content for unsupported claims and assumptions
  • Identifying sales activities suitable for Copilot assistance

Scenarios

Target Account to Qualified Customer Conversation

Target Account → Copilot Research → Company & Stakeholder Intelligence → Opportunity Signals → Personalized Outlook Email → Discovery Questions → Meeting Preparation

Participants use Microsoft 365 Copilot to transform verified account information into a structured account brief, targeted communication, and customer-meeting preparation without treating researched hypotheses as confirmed customer needs.

Customer Meeting to Opportunity Progression

Teams Meeting → Copilot Summary → Requirements & Concerns → Actions → Outlook Follow-Up → Word Proposal → Excel Opportunity Review → Next-Step Plan

Participants use Copilot across Microsoft 365 applications to convert a customer conversation into structured follow-through, proposal preparation, and opportunity-management actions while retaining salesperson ownership of customer commitments and commercial decisions.

Related programmes

Continue with programmes from the same capability area.

Take the next step

Ready to make this programme work for your team?

Customise modules, duration and business scenarios for your team.

Instructor-ledVirtualHybrid

Designed around your roles, tools and real workflows.