Role-Based Programme
RB0262

Microsoft 365 Copilot for Sales & Business Development

Research, Engage & Build Smarter Sales Workflows

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Duration
16 Hours
Level
Intermediate
Delivery
Instructor-Led
Format
Capability Training

Programme Objectives

  • Develop functional proficiency in applying Microsoft 365 Copilot across prospecting, account research, customer engagement, meetings, proposals, opportunity management, and sales reporting.
  • Apply advanced prompting and context techniques to produce personalised, accurate, and commercially relevant sales outputs.
  • Use Copilot across Outlook, Teams, Word, PowerPoint, and Excel to connect research, customer communication, meetings, proposals, and sales analysis.
  • Apply Researcher and Sales Agent capabilities to investigate markets, understand account context, prepare for customer interactions, and support opportunity progression.
  • Apply confidentiality, CRM-data governance, source validation, responsible AI, and human judgement across AI-assisted sales activities.

Tools covered

Microsoft 365 CopilotCopilot ChatSales AgentResearcherWordExcelPowerPointOutlookTeamsOneDriveSharePoint & Copilot Agents

Who should attend

  • Sales Managers
  • Business Development Managers
  • Account Managers
  • Key Account Managers
  • Enterprise Sales Professionals
  • Inside Sales Professionals
  • Territory Sales Managers
  • Relationship Managers
  • Sales Development Representatives
  • Business Development Executives
  • Pre-Sales Professionals
  • Sales Operations Professionals
  • Revenue Operations Professionals
  • Sales Team Leads & Heads

Prerequisites & Participant Readiness

  • Basic familiarity with sales, business development, or account-management activities
  • Understanding of customers, opportunities, pipelines, proposals, and sales meetings
  • Basic working knowledge of Outlook, Word, Excel, PowerPoint, or Teams
  • Familiarity with CRM information is helpful
  • Basic understanding of Generative AI is beneficial but not mandatory
  • Completion of a shorter Copilot programme is not required

TOC Modules

Concepts
  • Understanding Microsoft 365 Copilot, Copilot Chat, Sales Agent, and AI-assisted seller productivity
  • Identifying Copilot opportunities across prospecting, engagement, meetings, proposals, and follow-up
  • Understanding how Microsoft 365 permissions and connected work information affect available context
  • Recognising hallucinations, outdated information, incomplete context, and commercial risks
Practical activities
  • Mapping Prospect → Opportunity → Meeting → Proposal → Follow-Up → Review activities to Copilot workflows

Scenarios

Target Account to Qualified Opportunity

Target Account → Researcher → Market & Company Intelligence → Opportunity Signals → Stakeholder Context → Outlook Outreach → Discovery Meeting → Teams Summary → Qualification → Next Action

Participants use Copilot to research a target organisation, identify evidence-backed sales triggers, prepare personalised outreach, conduct structured discovery, and convert meeting information into a review-ready opportunity plan.

Customer Meeting to Proposal Advancement

CRM & Account Context → Sales Agent → Meeting Preparation → Teams Meeting → Customer Requirements → Word Proposal → PowerPoint Presentation → Outlook Follow-Up → Opportunity Update

Participants use Microsoft 365 Copilot across the seller workflow to prepare for a customer meeting, capture validated requirements, develop a tailored proposal and presentation, and structure follow-up actions to advance the opportunity.

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