Understand how AI enhances sales workflows through research, personalization, and automation. Identify opportunities and limitations of AI in a sales context—preview use cases across Microsoft Copilot.


The AI paradigm shift in sales

Spot where AI can give you time back

AI do’s and don’ts

Coach the AI, don’t just ask it

Researching prospects and accounts with AI

Find a trigger event for a target account

Find which account to follow up first

Identify relevant decision-makers

Crafting personalized outreach

Adjust language for buyers

Write a cold email based on LinkedIn research

Adjust tone and value props

Create a follow-up referencing a competitive wedge

Boosting Prospecting with AI

In this chapter, you’ll learn how to turn competitive research into clear value wedges, generate confident objection responses, and adapt proposals and follow-ups to the right persona and deal stage. Finally, you’ll translate AI-generated insights into concrete sales collateral—decks, summaries, and agendas—that keep buyers aligned, reduce friction, and make your next step in the deal feel obvious.

Competitive research & objection handling

Summarize differentiators from competitor website

Generate objection responses from recent calls

Personalizing proposals & follow-ups

Adjust a slide deck for another persona

Draft follow-ups aligned to stage/persona

Building sales collateral from AI insights

Create agendas tailored to the audience

Boosting Conversions with AI

In the final chapter, you’ll learn how to turn Microsoft Copilot Studio into a scalable sales coaching engine. You’ll build your first AI-powered sales coach, configure it with the right instructions, and teach it to analyze call transcripts for strengths, gaps, and next steps. You’ll also learn how to structure metadata, tag conversations, and refine your agent so it delivers consistent, evidence-based coaching your entire team can rely on. By the end, you’ll know how to automate high-quality feedback at scale—without losing the human touch that makes coaching effective.

Building a sales coach assistant

Options

Prompts only

Agents only

Both prompts and agents

Prompting vs. Agents

Building your first AI agent

Configuring your sales coach

Configure metadata tagging

The importance of tagging

Make your agent work for you

Wrap-up

Sales Coaching with Copilot Studio

AI for Sales is a hands-on course for GTM leaders and reps who want to stop dabbling with AI and start using it to drive pipeline and revenue. You’ll learn how to use tools like Microsoft Copilot to speed up prospect research, craft personalized outreach, and spot the best opportunities to engage. Along the way, you’ll practice prompt frameworks that turn AI from a toy into a reliable “sharp intern” across your sales workflow.

From there, you’ll go deeper into conversion and coaching. You’ll use AI to analyze competitors, handle objections, tailor proposals to different personas, and generate follow-ups that actually move deals forward. Finally, you’ll build your own sales coaching assistant that can review call transcripts, tag key moments, and deliver structured, evidence-based feedback at scale.

Learn to leverage AI for prospecting and outreach. Identify time-saving opportunities, craft effective prompts, and automate repetitive tasks with Copilot.

AI for Sales

Get inspired by AI tools to automate prospecting, draft personalized emails, and streamline CRM tasks using Microsoft Copilot for sales.

Requires you to provide context and instructions every single time you interact

Works as a generalist that can handle any type of request

Pre-configured with specific instructions, knowledge, and capabilities

Acts as a specialist focused on a particular task or domain

Uses natural language to describe what you want the AI to do

Can be refined and iterated based on the outputs you receive

Prompting vs. Agents

AI for Sales

Esercizio pratico interattivo