Course Overview of CLOUDTHAT AI ACE Certified Sales Professional:

Sales professionals today spend a significant amount of time on non-selling activities such as prospect research, meeting preparation, documentation, proposals, and CRM updates. Microsoft 365 Copilot and Generative AI transform how sales teams work by automating routine tasks, improving communication quality, and enabling faster decision-making. 

This course is designed to help sales professionals become AI efficient, using Microsoft 365 Copilot and Generative AI across the end-to-end sales lifecycle—from prospecting and meetings to proposals, pipeline analysis, and forecasting. 

After completing this course, participants will be able to: 

  • Apply AI across core sales workflows to reduce manual effort 
  • Use Copilot to prepare for meetings, follow up faster, and improve deal execution 
  • Create personalized outreach, proposals, and pitch decks using AI 
  • Generate pipeline insights and forecast narratives with Copilot 
  • Use AI responsibly in clientfacing sales scenarios 

After completing CLOUDTHAT AI ACE Certified Sales Professional, participants will be able to:

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Key Features of CLOUDTHAT AI ACE Certified Sales Professional:

  • Hands – On labs using Microsoft 365 Copilot (Outlook, Teams, Word, PowerPoint, Excel)

  •  Realworld sales scenarios across the full sales lifecycle

  • Prompt engineering for outreach, discovery, proposals, and followups

  •  AI assisted proposal, pitch deck, and RFP creation

  • Pipeline analysis and forecasting using Copilot in Excel

  • Exposure to Sales Agents for lead research and proposal support

  • Live, scenario based exercises (~70–80% hands – on)

Who should Attend AI ACE Certified Sales Professional:

  • Sales Executives and Account Managers
  • Business Development Managers (BDRs / SDRs)
  • Pre - Sales and Solution Consultants
  • Sales Operations Professionals
  • Sales Leaders looking to improve team productivity

Prerequisites of AI ACE Certified Sales Professional:

  • Working knowledge of Microsoft 365 (Outlook, Teams, Word, PowerPoint, Excel)
  • Basic understanding of sales processes and pipeline concepts
  • Access to Microsoft 365 tenant
  • Access to Microsoft 365 Copilot or approved enterprise GenAI tool
  • Laptop with stable internet connectivity

    • Why choose CloudThat as your training partner?

    • Authorized Microsoft Training Partner 
    •  Expertled, realworld sales and Copilot scenarios 
    • High handson focus with practical sales use cases
    • Compact 1day format for immediate productivity gains
    • Posttraining resources, templates, and prompt libraries

    Course Outline: Download Course Outline

    Objective: Help sales professionals understand where AI fits in the sales lifecycle and what “AI efficient” actually means in daily sales work.

    Evolution of sales: Manual → Data assisted → AI assisted

    Key sales challenges today:

    • Broad, untargeted prospecting
    • Generic pitches
    • Slow discovery & followups
    • Intuitionbased forecasting

    Where AI creates immediate impact:

    • Lead research & targeting
    • Personalized communication
    • Meeting preparation & recap
    • Proposal/RFP drafting
    • CRM updates & pipeline insights

    What AI efficient sales reps do differently:

    • Spend more time selling, less time documenting
    • Use AI as a thinking partner, not a copy tool

    Activity

    • Map one real deal → identify 3 activities AI can accelerate

    Objective: Build trust, quality awareness, and responsible usage of GenAI in sales contexts.

    What Generative AI can and cannot do in sales

    Typical sales use cases solved by GenAI:

    • Outreach drafting
    • Proposal structuring
    • Objection handling
    • FAQ generation

    Quality risks:

    • Hallucination
    • Generic responses
    • Oversharing sensitive data

    Responsible AI in sales:

    • What data is safe to share
    • Human review checkpoints
    • Ethical use in client communication

    Activity

    • Review a bad AI generated sales email → identify risks → improve it

    Objective: Enable reps to consistently generate high-quality sales messages using structured prompts.

    Prompt design for sales:

    • Role + audience
    • Value proposition
    • Proof points
    • CTA
    • Tone & constraints

    Prompting for:

    • Cold emails
    • LinkedIn outreach
    • Follow-ups
    • Objection responses

    Creating multivariant content for A/B testing

    Objective: Reduce pre-call research time and improve targeting accuracy.

    Targeted prospecting using AI:

    • Industry context
    • Account signals
    • Stakeholder identification

    Using Copilot to accelerate:

    • Customer research
    • Deal preparation
    • Internal coordination

    Hands - On Lab: Create an Account Brief

    • Business overview
    • Hypothesized pain points
    • Discovery questions by persona

    Objective: Improve meeting effectiveness and shorten the follow-up cycle.

    AI assisted meeting preparation:

    • Agenda
    • Stakeholder map
    • Objective

    AI generated meeting recap:

    • Key discussion points
    • Action items
    • Follow-up email drafts

    Using Copilot in Teams & Outlook to improve collaboration

    Hands-on Lab: Convert meeting notes into

    • Executive summary
    • Action tracker
    • Client follow-up email

    Objective: Enable faster creation of high quality, customized proposals.

    Using AI to:

    • Draft proposals in Word
    • Structure pitch decks
    • Create compelling storytelling

    AI assisted RFP handling:

    • Requirement extraction
    • Drafting compliant responses
    • Identifying clarification gaps

    Handson Lab (Choose One)

    • Proposal Track: Generate proposal from meeting notes
    • RFP Track: Draft responses + clarification questions

    Objective: Reduce admin effort and improve forecast quality.

    AI assisted pipeline analysis in Excel

    Generating:

    • Deal summaries
    • Risk indicators
    • Next best actions

    Faster CRM updates & internal coordination

    Using AI for simple sales forecasting insights

    Hands - on Lab: Create a pipeline narrative

    • What changed
    • What’s blocked
    • What to do next

    Objective: Move from individual AI usage to AI enabled sales systems.

    Sales Agent concept:

    • Autonomous lead research
    • Meeting scheduling
    • Personalized outreach
    • Uses CRM + M365 + internal data

    Defining human vs AI responsibilities

    Governance & review model

    Certification details of CLOUDTHAT AI ACE Certified Sales Professional:

    • Certificate of Completion (no exam required)
    • Microsoft Learn reference materials provided
    • Digital certificate shareable on LinkedIn or professional profiles

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    Course ID: 27809

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    FAQs:

    One full day (8 hours) of instructor led training.

    Sales, presales, and account management professionals who want to improve productivity using Microsoft 365 Copilot and Generative AI.

    No. The course is designed for nontechnical users and focuses on practical AI usage in sales workflows.

    Yes. Approximately 70–80% of the course is hands-on, using real-world sales scenarios and Copilot exercises.

    Enquire Now