Will I practice using AI tools in realistic sales scenarios?

Yes. The course includes applied activities that simulate real-world prospecting, presentation development, and engagement preparation workflows using AI tools.

Why is validating AI-generated content important in sales?

<text variant="body1"> Reviewing AI-generated outputs helps ensure accuracy, professionalism, customer alignment, and ethical use of AI in business communication and decision-making.

When will I have access to the lectures and assignments?

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

What will I get if I subscribe to this Specialization?

When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

Is financial aid available?

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

AI-Enhanced Prospecting and Sales Techniques

This course is part of Microsoft AI-Powered Sales & Relationship Management Specialization

Instructor: Microsoft

Included with

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4 modules

Gain insight into a topic and learn the fundamentals.

Advanced level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

Advanced level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

What you'll learn

Develop AI-enhanced prospecting and lead qualification workflows
Create personalized sales communication using Microsoft Copilot
Design AI-assisted presentations and strategic sales engagement plans
Evaluate and troubleshoot AI-generated outputs for quality and accuracy

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Add to your LinkedIn profile

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Build your subject-matter expertise

This course is part of the Microsoft AI-Powered Sales & Relationship Management Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 4 modules in this course

Develop practical prospecting and sales engagement skills using AI-enhanced workflows and customer intelligence strategies. This course focuses on how AI tools can support lead generation, sales communication, engagement planning, and personalized selling approaches in modern business environments.

You’ll learn how to identify potential leads, evaluate qualification criteria, create AI-assisted sales communication, and prepare strategic engagement plans using Microsoft Copilot and CRM insights. The course also emphasizes prompt engineering, troubleshooting AI-generated outputs, and validating AI recommendations for quality and professionalism. Through practical business scenarios, you’ll create AI-assisted presentations, customize customer messaging, analyze customer data, and prepare comprehensive sales engagement packages. By the end of the course, you’ll understand how to integrate AI tools into prospecting, customer engagement, and sales communication workflows while maintaining authentic customer relationships. By the end of this course, you will be able to: - Identify and qualify potential leads using AI-assisted workflows and CRM insights to prioritize high-value prospects. - Design strategic sales engagement plans that integrate AI-generated intelligence with personalized selling approaches. - Create professional, AI-assisted sales communication — including outreach messages, follow-ups, and customer-tailored content — using Microsoft Copilot. - Write, refine, and troubleshoot prompts to generate accurate, relevant, and professional sales outputs. - Analyze customer data to uncover insights that inform messaging, engagement strategies, and product recommendations.

Module details

Enhancing Lead Generation with AI introduces learners to systematic AI-enhanced lead generation processes that combine Microsoft Copilot's analytical capabilities with comprehensive quality control and human oversight. Students progress through hands-on development of scalable prospecting workflows—from basic lead identification to advanced micro-segmentation to systematic qualification—while maintaining professional standards and relationship-building focus. The module emphasizes troubleshooting and error detection as core competencies, requiring learners to identify, document, and systematically correct AI mistakes throughout all activities. This ensures they can balance AI efficiency gains with rigorous validation processes that protect sales resources while maximizing opportunity identification in real-world professional environments.

What's included

6 videos3 readings7 assignments

6 videosTotal 25 minutes

The Power of AI-Driven Lead Discovery5 minutes
AI-Powered Lead Discovery and Validation Workflow3 minutes
The Power of Micro-Segmentation in Modern Prospecting5 minutes
Advanced Prompt Iteration and Micro-Targeting Mastery3 minutes
The Power of Precision Lead Qualification5 minutes
AI Lead Qualification and Error Correction 3 minutes

3 readingsTotal 75 minutes

Strategic AI-Enhanced Lead Identification25 minutes
Advanced AI Prospecting Methodologies25 minutes
Strategic Lead Qualification with AI Analytics25 minutes

7 assignmentsTotal 195 minutes

Enhancing Lead Generation with AI Assessment30 minutes
Lead Database Development and Quality Control30 minutes
Lead Identification Excellence30 minutes
Micro-Segmentation Strategy Development and Systematic Refinement30 minutes
Prospecting Technique Mastery15 minutes
Lead Qualification System Development with Error Detection30 minutes
Lead Qualification Excellence30 minutes

Advanced Techniques in Selling with AI focuses on advanced selling methodologies enhanced by AI tools to influence customer decisions and optimize sales communication. Learners will explore AI-assisted selling techniques, personalized communication strategies, and strategic adaptation through the use of AI insights. The module emphasizes the combination of traditional sales expertise with AI capabilities, while maintaining authentic customer relationships and strategic positioning.

What's included

6 videos3 readings7 assignments

6 videosTotal 29 minutes

The New Era of Sales Excellence5 minutes
AI-Assisted Objection Handling Development4 minutes
The Power of Personalized Communication6 minutes
AI Template Development and Testing4 minutes
Strategic Intelligence for Sales Success7 minutes
CRM Data Analysis for Strategy Development3 minutes

3 readingsTotal 75 minutes

Strategic AI-Enhanced Selling Techniques25 minutes
Strategic Sales Communication Personalization25 minutes
AI-Driven Sales Strategy Adaptation25 minutes

7 assignmentsTotal 210 minutes

Advanced Techniques in Selling with AI Assessment30 minutes
Advanced Selling Strategy Development30 minutes
Advanced Selling Techniques30 minutes
Personalized Communication System Development30 minutes
Communication Personalization Mastery30 minutes
Strategic AI-Driven Approach Development30 minutes
Strategic Adaptation Excellence30 minutes

Sales Presentations and Demonstrations focuses on leveraging AI tools to create impactful, personalized sales presentations while maintaining authentic client relationships and professional delivery standards. Learners master systematic AI-assisted presentation development workflows that integrate CRM data analysis, Copilot content generation, and PowerPoint design optimization to create compelling business cases efficiently. The module emphasizes cross-application integration, demonstrating how to draft content in Copilot, refine it in PowerPoint, auto-insert CRM insights, and generate follow-up communications, while developing critical evaluation skills to identify AI limitations and enhance outputs with human expertise. Through practical scenarios, such as the Metro Finance case study, students learn to balance AI efficiency with strategic thinking, cultural sensitivity, and relationship expertise, ultimately creating presentations that combine technological enhancements with the authentic engagement essential for sales success in competitive enterprise environments.

What's included

6 videos3 readings7 assignments

6 videosTotal 24 minutes

Research-Driven Sales Success5 minutes
AI Enhanced Sales Presentation3 minutes
Global Presentation Success6 minutes
AI-Assisted Presentation Localization3 minutes
Delivery Excellence Through AI Enhancement5 minutes
AI-Enhanced Presentation Delivery and Feedback2 minutes

3 readingsTotal 60 minutes

Strategic AI-Assisted Presentation Development25 minutes
Strategic Presentation Customization and Localization25 minutes
AI-Enhanced Sales Presentation Delivery with Microsoft Copilot10 minutes

7 assignmentsTotal 210 minutes

Sales Presentations and Demonstrations Assessment30 minutes
Comprehensive Presentation Development Workflow30 minutes
AI-Assisted Presentation Design Fundamentals30 minutes
Multi-Audience Presentation Development30 minutes
Audience Customization Mastery30 minutes
Presentation Delivery and Evaluation System30 minutes
Presentation Delivery Mastery30 minutes

Strategic Sales Engagement Preparations focuses on developing systematic approaches to comprehensive engagement preparation using AI-enhanced research and planning methodologies. Learners will master multi-source data gathering techniques, implement AI-powered analysis workflows, and create comprehensive pre-engagement packages that demonstrate a genuine understanding of prospects and strategic insight. The module emphasizes practical troubleshooting skills through hands-on scenarios where learners intentionally create and resolve Copilot workflow errors, building expertise in quality control and systematic error detection. By combining traditional research excellence with AI augmentation, learners develop the preparation disciplines that transform routine sales conversations into strategic consultations, creating competitive advantage through superior prospect understanding and authentic value proposition development that drives exceptional engagement outcomes.