Course : Automate and Accelerate the Sales Cycle with Copilot and AI Agents
Practical course - 2d
- 14h00 - Ref. IIE
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 | Identify tasks in the sales cycle that can be automated or enhanced using Copilot and AI agents. |
| Design sales workflows that integrate AI, CRM, collaboration tools, and human validation. |
| Design AI prompts and agents tailored to lead generation, lead qualification, follow-up, and closing. |
| Deploy secure AI applications by managing quality, governance, and adoption by sales teams. |
Intended audience
Sales executives, sales managers, sales operations (RevOps) managers, CRM managers, business developers, account managers, operational marketing managers, sales enablement managers, sales performance consultants, sales trainers, and AI or digital transformation project managers.
Prerequisites
Understand the main stages of the B2B sales cycle and the related sales terminology.
Practical details
Teaching methods
The instructor assesses the participant's learning progress throughout the training course using multiple-choice questions, role-playing exercises, hands-on activities, and so on.
Course schedule
1 Understanding Copilot and AI Agents in the Sales Cycle
- Identify the uses of generative AI in lead generation, lead qualification, follow-up, and closing.
- Distinguish between Copilot, prompt, AI assistant, AI agent, and automated workflow.
- Map out the stages of the sales cycle and the low-value-added tasks.
- Identify the limitations, risks, and areas requiring attention related to data and human validation.
- Analyze the expected gains in productivity, customization, and the quality of sales execution.
Hands-on work
Mapping the existing sales cycle and classifying tasks to be automated, scaled up, or kept for human validation.
2 Prioritize Commercial AI Use Cases
- Identify sales roadblocks and time-consuming activities in the sales cycle.
- Define AI use cases tailored to business needs and available data.
- Assess the impact, feasibility, and risks of commercial AI applications.
- Identify the tools that can be used: Copilot, CRM, Sales Agent, Outlook, Teams, and AI agents.
- Select the priority use cases for an operational pilot.
Hands-on work
Development of an impact matrix, feasibility analysis, and risk assessment to identify priority use cases.
3 Boost Sales Prospecting with Copilot
- Identify target accounts, priority segments, and sales personas.
- Leverage AI to create personalized multichannel prospecting campaigns.
- Generate emails, LinkedIn messages, and call scripts tailored to specific contacts.
- Organize and standardize reusable sales prospecting prompts.
- Review the relevance, tone, and compliance of the generated content.
Hands-on work
Creation of an augmented prospecting sequence with personalized messages and a qualification call script.
4 Schedule appointments and qualify leads
- Leverage CRM data, communication histories, and sales documents.
- Create prospect profiles and client background summaries with Copilot.
- Identify potential needs and purchase signals that warrant further investigation.
- Prepare discovery questions and sales qualification scenarios.
- Use AI to identify next steps and prepare for meetings.
Hands-on work
Preparing for a sales meeting using an AI-powered prospect profile, client summary, and discovery plan.
5 Automate follow-ups and sales tracking
- Organize follow-ups after meetings and sales reports.
- Identify decisions, actions, and responsibilities based on business interactions.
- Prepare CRM updates and automated follow-ups with human validation.
- Design an AI-enhanced sales follow-up workflow.
- Identify the limits of automation in business relationships.
Hands-on work
Design of a follow-up workflow that incorporates reports, follow-ups, reminders, and CRM updates.
6 Improve the sales pitch and closing process
- Transform the expressed needs into a value proposition tailored to the decision-maker.
- Develop sales pitches focused on business impact.
- Prepare for likely objections and negotiation scenarios.
- Analyze the risks associated with inaction, competition, or postponement.
- Use AI to prepare for the closing process and ensure a sound decision.
Hands-on work
Development of a closing plan that includes objections, response strategies, and a validation checklist.
7 Designing and Managing AI Sales Agents
- Define the role and scope of a sales AI agent.
- Identify use cases for agents in lead generation, lead qualification, and opportunity follow-up.
- Write the instructions, response guidelines, and safeguards for an AI agent.
- Define the sources of knowledge, data, and quality criteria.
- Implement tests, monitoring metrics, and mechanisms for continuous improvement.
Hands-on work
Drafting the functional specifications for a commercial AI agent, including security rules and acceptance criteria.
8 Managing and Deploying Commercial AI Applications
- Secure the customer and business data used in prompts and workflows.
- Define the rules for access, confidentiality, and human verification.
- Establish metrics for usage, quality, and sales performance.
- Develop an implementation plan for sales teams and managers.
- Organize a phased rollout of AI applications over 90 days.
Hands-on work
Development of a responsible use policy and an operational deployment plan for commercial AI applications.
PARTICIPANTS
Sales executives, sales managers, sales operations (RevOps) managers, CRM managers, business developers, account managers, operational marketing managers, sales enablement managers, sales performance consultants, sales trainers, and AI or digital transformation project managers.
PREREQUISITES
Understand the main stages of the B2B sales cycle and the related sales terminology.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Sales executives, sales managers, sales operations (RevOps) managers, CRM managers, business developers, account managers, operational marketing managers, sales enablement managers, sales performance consultants, sales trainers, and AI or digital transformation project managers.
PREREQUISITES
Understand the main stages of the B2B sales cycle and the related sales terminology.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
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This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.