Course Outline

AB-6003: Introduction to sales in Dynamics 365

Duration
1 Day  (8 Hours)
Price
$1.00
AB-6003: Introduction to sales in Dynamics 365 course introduces learners to the core sales capabilities of Dynamics 365 and its integration with Microsoft 365. Participants explore how to manage customer relationships, automate business processes, unify customer data, and create personalized customer journeys. The course also covers AI-assisted insights through Dynamics 365 Customer Insights and AI-driven selling features in Dynamics 365 Sales. Learners gain foundational knowledge to improve sales productivity and customer engagement.

Learning Objectives

• Understand the sales capabilities of Dynamics 365 and its business value.
• Automate sales and customer engagement processes using Dynamics 365 applications.
• Integrate Dynamics 365 with Microsoft 365 to enhance collaboration and productivity.
• Unify customer profiles using Dynamics 365 Customer Insights.
• Create personalized customer journeys with AI-assisted capabilities.
• Improve sales performance using AI-driven features in Dynamics 365 Sales.

Course Outline

1 - Describe the Foundations of Dynamics 365 Customer Engagement Apps
  • • Introduction
  • • Describe Customer Engagement Apps in Dynamics 365
  • • Describe the Cross-Solution Capabilities of Customer Engagement Apps
  • • Navigate To and Within Customer Engagement Apps
  • • Describe the Timeline Feature in Customer Engagement Apps
  • • Exercise – Navigate Dynamics 365 Apps
  • • Explore Prompting in Dynamics 365 Apps with Copilot Chat
  • • Describe Security in Customer Engagement Apps
  • • Describe the AI Form Filling Assistant
  • • Manage Daily Actions with the Communications Assistant
1 - Describe the Foundations of Dynamics 365 Customer Engagement Apps
  • • Introduction
  • • Describe Customer Engagement Apps in Dynamics 365
  • • Describe the Cross-Solution Capabilities of Customer Engagement Apps
  • • Navigate To and Within Customer Engagement Apps
  • • Describe the Timeline Feature in Customer Engagement Apps
  • • Exercise – Navigate Dynamics 365 Apps
  • • Explore Prompting in Dynamics 365 Apps with Copilot Chat
  • • Describe Security in Customer Engagement Apps
  • • Describe the AI Form Filling Assistant
  • • Manage Daily Actions with the Communications Assistant
2 - Explore Lead Generation in Dynamics 365
  • • Introduction
  • • Describe Use Cases for Customer Insights – Journeys
  • • Describe Lead Generation and Nurturing
  • • Describe Segments
  • • Describe Marketing Email
  • • Describe Forms
  • • Describe Journeys
  • • Exercise – Build and Use a Lead Nurturing Journey Template
  • • Simulation – Create a Customer Journey
  • • Describe Event Management
2 - Explore Lead Generation in Dynamics 365
  • • Introduction
  • • Describe Use Cases for Customer Insights – Journeys
  • • Describe Lead Generation and Nurturing
  • • Describe Segments
  • • Describe Marketing Email
  • • Describe Forms
  • • Describe Journeys
  • • Exercise – Build and Use a Lead Nurturing Journey Template
  • • Simulation – Create a Customer Journey
  • • Describe Event Management
3 - Explore Lead Qualification in Dynamics 365
  • • Introduction
  • • Describe Use Cases for Dynamics 365 Sales
  • • Describe the Lead-to-Opportunity Process
  • • Describe Using AI in Sales Prospecting
  • • Describe the Work List and Sequences
  • • Describe the Use of the Sales Qualification Agent in Prospecting
  • • Describe the Sales Research Agent in Prospecting
  • • Describe the Use of Sales in Microsoft 365 Copilot in Prospecting
  • • Exercise – Work with the Sales Accelerator Work List
  • • Explore the Sales Mobile App
  • • Describe LinkedIn Sales Navigator
  • • Describe the Full AI-Assisted Lead Qualification Process
3 - Explore Lead Qualification in Dynamics 365
  • • Introduction
  • • Describe Use Cases for Dynamics 365 Sales
  • • Describe the Lead-to-Opportunity Process
  • • Describe Using AI in Sales Prospecting
  • • Describe the Work List and Sequences
  • • Describe the Use of the Sales Qualification Agent in Prospecting
  • • Describe the Sales Research Agent in Prospecting
  • • Describe the Use of Sales in Microsoft 365 Copilot in Prospecting
  • • Exercise – Work with the Sales Accelerator Work List
  • • Explore the Sales Mobile App
  • • Describe LinkedIn Sales Navigator
  • • Describe the Full AI-Assisted Lead Qualification Process
4 - Identify Customer Needs and Explore Relationships in Dynamics 365
  • • Introduction
  • • Describe the Sales Close Agent
  • • Describe the Use of the Sales Close Agent – Research
  • • Describe the Use of the Sales Close Agent – Engage
  • • Describe the Use of the Sales Research Agent in Customer Engagement
  • • Use AI Agents to Analyze Pipeline, Qualify Leads, and Engage Opportunities
  • • Describe the Use of Sales in Microsoft 365 Copilot in Customer Engagement
  • • Describe the Focused View in the Sales Process
  • • Describe Collaboration with Microsoft Teams in the Sales Process
4 - Identify Customer Needs and Explore Relationships in Dynamics 365
  • • Introduction
  • • Describe the Sales Close Agent
  • • Describe the Use of the Sales Close Agent – Research
  • • Describe the Use of the Sales Close Agent – Engage
  • • Describe the Use of the Sales Research Agent in Customer Engagement
  • • Use AI Agents to Analyze Pipeline, Qualify Leads, and Engage Opportunities
  • • Describe the Use of Sales in Microsoft 365 Copilot in Customer Engagement
  • • Describe the Focused View in the Sales Process
  • • Describe Collaboration with Microsoft Teams in the Sales Process
5 - Explore How to Negotiate Deal Terms and Address Objections in Dynamics 365 Sales
  • • Introduction
  • • Describe Copilot in Sales and Negotiation
  • • Describe the Product Catalog in Dynamics 365 Sales
  • • Describe the Sales Close Agent in Negotiation
  • • Describe the Use of the Sales Research Agent in Negotiation
  • • Describe the Use of Microsoft 365 Copilot in Negotiation
  • • Describe the AI-Assisted Deal Negotiation Process
5 - Explore How to Negotiate Deal Terms and Address Objections in Dynamics 365 Sales
  • • Introduction
  • • Describe Copilot in Sales and Negotiation
  • • Describe the Product Catalog in Dynamics 365 Sales
  • • Describe the Sales Close Agent in Negotiation
  • • Describe the Use of the Sales Research Agent in Negotiation
  • • Describe the Use of Microsoft 365 Copilot in Negotiation
  • • Describe the AI-Assisted Deal Negotiation Process
6 - Describe Sales Account Management in Dynamics 365
  • • Introduction
  • • Describe the Core Capabilities of Dynamics 365 Customer Insights – Data
  • • Describe Unified Customer Profiles
  • • Describe Measures, Segments, and Predictions
  • • Describe Churn Risk Prediction and Customer Lifetime Value to Manage Accounts
  • • Describe How to Use Dynamics 365 Customer Insights – Data in Other Apps
  • • Describe Copilot in Sales as Part of Account Management
  • • Describe the Sales Research Agent in Account Management
6 - Describe Sales Account Management in Dynamics 365
  • • Introduction
  • • Describe the Core Capabilities of Dynamics 365 Customer Insights – Data
  • • Describe Unified Customer Profiles
  • • Describe Measures, Segments, and Predictions
  • • Describe Churn Risk Prediction and Customer Lifetime Value to Manage Accounts
  • • Describe How to Use Dynamics 365 Customer Insights – Data in Other Apps
  • • Describe Copilot in Sales as Part of Account Management
  • • Describe the Sales Research Agent in Account Management
7 - Explore Forecasting Pipeline Management and Analytics in Dynamics 365 Sales
  • • Introduction
  • • Describe Forecasting in Dynamics 365 Sales
  • • Describe Pipeline Management
  • • Describe Relationship Intelligence and Analytics
  • • Describe How to Monitor the Agents
  • • Describe Copilot in Sales in Forecasting and Reporting
  • • Describe the Sales Qualification Agent in Forecasting and Reporting
  • • Describe the Sales Close Agent in Forecasting and Reporting
  • • Exercise – Experience the Supervisor Workflow
7 - Explore Forecasting Pipeline Management and Analytics in Dynamics 365 Sales
  • • Introduction
  • • Describe Forecasting in Dynamics 365 Sales
  • • Describe Pipeline Management
  • • Describe Relationship Intelligence and Analytics
  • • Describe How to Monitor the Agents
  • • Describe Copilot in Sales in Forecasting and Reporting
  • • Describe the Sales Qualification Agent in Forecasting and Reporting
  • • Describe the Sales Close Agent in Forecasting and Reporting
  • • Exercise – Experience the Supervisor Workflow

Target Audience

• Business Managers
• Business Professional
• Dynamics Functional Consultant
• Students at the college and university level
• Sales Professionals
• Customer Success Manager

Upcoming Class Dates and Times
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