Role-Based Programme
RB0263

Microsoft 365 Copilot for Sales & Business Development

Advanced Account Intelligence, Sales Workflows & Automation

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Duration
32 Hours
Level
Advanced
Delivery
Instructor-Led
Format
Capability Development

Programme Objectives

  • Develop advanced proficiency in applying Microsoft 365 Copilot across prospecting, account research, customer engagement, opportunity development, proposals, pipeline analysis, and account growth.
  • Build reusable AI-assisted sales workflows using Copilot Chat, Outlook, Teams, Word, Excel, PowerPoint, Researcher, Analyst, and connected CRM information.
  • Apply Copilot to customer emails, meetings, account documents, opportunity information, CRM data, spreadsheets, and external research to generate actionable sales intelligence.
  • Design specialized and recurring sales workflows using Sales Agent, Copilot agents, connectors, and scheduled prompts.
  • Apply responsible AI practices covering customer confidentiality, factual accuracy, permissions, commercial sensitivity, human approval, and accountable sales decisions.

Tools covered

Microsoft 365 CopilotCopilot ChatOutlookTeamsWordExcelPowerPointResearcherAnalystSales AgentMicrosoft 365 Copilot AgentsCopilot ConnectorsScheduled Prompts

Who should attend

  • Sales Executives
  • Business Development Executives
  • Business Development Managers
  • Account Executives
  • Enterprise Sales Professionals
  • Inside Sales Professionals
  • Key Account Managers
  • Strategic Account Managers
  • Pre-Sales & Solution Consulting Professionals
  • Sales Operations Professionals
  • Revenue Operations Professionals
  • Partnership & Alliance Professionals
  • Regional Sales Managers
  • Sales Directors
  • Business Development Heads

Prerequisites & Participant Readiness

  • Familiarity with prospecting, customer meetings, account management, proposals, and sales follow-up
  • Basic understanding of CRM, opportunity, and pipeline-management processes
  • Working familiarity with Microsoft 365 applications is beneficial
  • Basic spreadsheet and sales-reporting knowledge is helpful
  • Prior Generative AI experience is beneficial but not mandatory
  • No programming knowledge required
  • Advanced capabilities may depend on Microsoft 365 Copilot licensing, CRM integration, tenant configuration, and administrator permissions
  • Completion of shorter Copilot programmes is not required

TOC Modules

Concepts
  • Understanding Copilot across Prospect → Engage → Discover → Propose → Close → Grow workflows
  • Understanding Copilot Chat, Microsoft 365 application experiences, agents, and organizational grounding
  • Understanding AI assistance versus accountable seller judgement
Practical activities
  • Mapping recurring sales and business-development activities to appropriate Copilot capabilities
  • Identifying high-value sales workflows suitable for advanced AI assistance

Scenarios

Strategic Account Intelligence to Qualified Opportunity

Target Account → Researcher → Company & Market Signals → CRM Context → Stakeholder Mapping → Personalized Outlook Outreach → Teams Discovery Meeting → Opportunity Update → Seller Review

Participants build an advanced prospecting workflow that combines verified external intelligence, CRM-grounded account information, personalized engagement, and customer-meeting insights to convert a target account into a structured sales opportunity.

Customer Meeting to Deal & Pipeline Intelligence

Teams Meeting → Customer Requirements & Objections → Sales Agent / CRM Context → Word Proposal → PowerPoint Customer Story → Excel / Analyst Pipeline Review → Next-Best Actions → Sales Manager Review

Participants create an integrated sales workflow that transforms customer conversations into structured opportunity intelligence, proposals, customer presentations, pipeline insights, and management-ready next actions while retaining human control over commercial decisions.

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