Role-Based Programme
RB0442

Copilot for Microsoft 365 for Sales & Business Development

AI-Assisted Prospecting, Account Intelligence, Sales Analysis & Deal Productivity

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

Programme Objectives

  • Develop functional proficiency in using Microsoft 365 Copilot across prospect research, account preparation, outreach, discovery, opportunity management, proposals, and sales reviews.
  • Build reusable Copilot workflows that transform emails, customer documents, meeting information, and sales data into actionable account and opportunity insights.
  • Use Copilot in Excel to analyse prospect, pipeline, activity, conversion, and sales-performance data.
  • Integrate Outlook, Word, Excel, Teams, PowerPoint, Copilot Chat, and Copilot Search across realistic sales and business-development workflows.
  • Apply customer-data confidentiality, commercial accuracy, source validation, human judgement, and responsible AI practices throughout sales activities.

Tools covered

Microsoft 365 CopilotMicrosoft Copilot ChatMicrosoft Copilot SearchCopilot in OutlookWordExcelMicrosoft TeamsPowerPointMicrosoft Graph

Who should attend

  • Sales Managers
  • Business Development Managers
  • Account Managers
  • Key Account Managers
  • Enterprise Sales Professionals
  • Business Development Executives
  • Inside Sales Professionals
  • Pre-Sales Professionals
  • Sales Operations Professionals
  • Revenue Operations Professionals
  • Partnership Managers
  • Sales & Business Development Team Leads

Prerequisites & Participant Readiness

  • Working understanding of sales or business-development processes
  • Familiarity with prospecting, customer discovery, account management, proposals, opportunities, or pipeline reviews
  • Basic working knowledge of Outlook, Word, Excel, Teams, and PowerPoint
  • Basic spreadsheet and sales-analysis skills
  • No programming expertise required
  • No requirement to complete shorter Copilot for Microsoft 365 courses
  • Feature availability may vary by Microsoft 365 licensing and organisational configuration

TOC Modules

Concepts
  • Understanding Microsoft 365 Copilot, Copilot Chat, Microsoft Graph, and organisational work context
  • Exploring Copilot across Outlook, Word, Excel, Teams, PowerPoint, and Copilot Search
  • Mapping the sales lifecycle across Research → Engage → Discover → Propose → Progress → Close
  • Identifying where AI assistance supports sales productivity versus where salesperson judgement remains essential
Practical activities
  • Exploring Copilot across selected Microsoft 365 applications
  • Mapping an existing sales workflow to Copilot capabilities
  • Creating an initial cross-application sales workflow

Scenarios

Strategic Prospect to Qualified Opportunity

Target Account → Copilot Search → Account Intelligence Brief → Personalised Outlook Outreach → Customer Response → Meeting Preparation → Teams Discovery → Requirements → Opportunity Assessment

Participants build an account-focused workflow that converts permitted organisational information into personalised engagement and structured discovery while keeping qualification and opportunity decisions under salesperson ownership.

Customer Discovery to Proposal & Deal Review

Customer Meeting → Copilot Synthesis → Requirements & Pain Points → Word Solution Brief → Excel Opportunity Analysis → PowerPoint Customer Proposal → Outlook Follow-Up → Deal Review → Next Actions

Participants transform customer-discovery information into a coordinated sales package containing validated requirements, opportunity analysis, proposal content, stakeholder communication, and a clear next-action plan.

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