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) <li\>
  • Basic understanding of sales processes and pipeline concepts <li\>
  • Access to Microsoft 365 tenant <li\>
  • Access to Microsoft 365 Copilot or approved enterprise GenAI tool <li\>
  • Laptop with stable internet connectivity <li\>

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.

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