Introduction to sales in Dynamics 365 AB-6003 Training Plan: Detailed Modules
Module 1: Describe the foundations of Dynamics 365 customer engagement apps
- 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
Module 2: Explore lead generation in Dynamics 365
- 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
Module 3: Explore lead qualification in Dynamics 365
- 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
Module 4: Identify customer needs and explore relationships in Dynamics 365
- 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
Module 5: Explore how to negotiate deal terms and address objections in Dynamics 365 Sales
- 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
Module 6: Describe how to close customer deals in Dynamics 365
- Describe the use of the Sales Close Research Agent in closing
- Describe the use of the Sales Close Agent in Engage mode
- Describe the use of the Sales Research Agent in closing
- Describe the use of Sales in Microsoft 365 Copilot in closing
- Review the sales close process in Dynamics 365 with AI assistance
Module 7: Describe sales account management in Dynamics 365
- 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 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
Module 8: Explore forecasting, pipeline management, and analytics in Dynamics 365 Sales
- 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
Module 9: Describe shared capabilities in Dynamics 365 customer engagement apps
- Describe the options for tailoring customer engagement apps to meet business needs
- Enhance customer engagement apps with Microsoft Power Platform Integration
- Describe reporting capabilities including charts, dashboards, and views
- Describe Microsoft 365 integrations
- Describe the capabilities of Copilot in customer engagement apps
- Describe autonomous agents in Dynamics 365
Recommended prerequisite knowledge
A basic understanding of CRM principles, customer relationship management, and Microsoft 365/Power Platform tools is recommended.
Microsoft Dynamics 365 sales training
The Dynamics 365 Sales AB-6003 training course prepares participants to understand and structure the end-to-end sales cycle in Dynamics 365 Sales, while leveraging integration with Microsoft 365 and Power Platform. This learning path focuses on account and contact management, lead and opportunity tracking, and best practices for effectively managing sales activities and the sales pipeline.
Ideal for CRM consultants, sales professionals, business development managers, and Dynamics 365 users, this course enables you to develop the essential skills to adopt Dynamics 365 Sales, improve qualification and follow-up, and boost daily sales performance through structured CRM use.
Why choose the AB-6003 course?
Dynamics 365 Sales is a strategic solution for businesses looking to structure their sales approach, improve pipeline visibility, and standardize lead and opportunity tracking. The AB-6003 training course ensures participants understand key sales concepts within Dynamics 365 and know how to use essential features to support a modern, collaborative, and results-oriented sales process.
Skills Developed During the Training
Master the fundamentals of Dynamics 365 Sales
Learn how to navigate the application, understand sales-side CRM concepts, and leverage the integration with Microsoft 365.Manage accounts, contacts, and sales activities
Discover how to structure customer follow-up (accounts/contacts), schedule and track interactions (calls, emails, tasks, appointments), and ensure effective collaboration.Qualify and track leads
Master best practices for capturing, qualifying, and nurturing leads to build a consistent and measurable pipeline.Manage opportunities and the sales pipeline
Learn how to create, update, and track opportunities, understand the stages of the sales cycle, and improve visibility into sales progress.Integrate Dynamics 365 Sales with Microsoft 365 and Power Platform
Develop connected uses to automate certain tasks, improve productivity and support reporting via the Microsoft ecosystem.
Instructor-led Comprehensive Training
This training is delivered by experienced Dynamics 365 experts. Participants benefit from interactive sessions, real-world case studies, and hands-on labs designed to build their confidence in using Dynamics 365 Sales, managing the sales cycle (leads and opportunities), and leveraging the integration with Microsoft 365 and Power Platform.
Who Should Attend This Training?
- CRM consultants and sales professionals using Dynamics 365
- Sales teams, account managers, and sales representatives looking to structure their customer follow-up and manage the pipeline in Dynamics 365 Sales
- Sales operations and digital transformation managers seeking to standardize sales processes and improve performance visibility
- Organizations looking to modernize their sales approach through Microsoft 365/Power Platform integration
Modernize your sales process with Dynamics 365
The Microsoft Sales Presentation in Dynamics 365 (AB-6003) training course provides you with the skills needed to understand the fundamentals of Dynamics 365 Sales, structure the tracking of accounts, contacts, leads, and opportunities, and adopt best practices to effectively manage your pipeline. Register today to enhance your sales and CRM expertise with Dynamics 365.
Frequently Asked Questions – Microsoft AB-6003 Training (FAQ)
This training covers the fundamentals of sales in Dynamics 365 Sales, including navigation and getting started with the application, account and contact management, tracking sales activities, as well as lead qualification and opportunity management to effectively manage the sales pipeline.
This guide is designed for CRM consultants, sales professionals, and sales teams who want to understand how Dynamics 365 Sales works, structure their sales process, and adopt best practices for customer follow-up. It is also suitable for sales operations managers and organizations that want to standardize their CRM usage.
A basic understanding of CRM principles, customer relationship management, and Microsoft 365/Power Platform tools is recommended. No advanced experience with Dynamics 365 is required, but familiarity with a sales or customer follow-up environment is an asset.
Participants primarily work with Dynamics 365 Sales and its key functionalities (accounts, contacts, leads, opportunities, activities, and pipeline). The training also covers the associated Microsoft ecosystem, including integration with Microsoft 365 and the possibilities offered by Power Platform to support productivity and certain automation scenarios.
This training enhances your ability to use a modern CRM to structure a sales process, improve opportunity tracking, and increase the quality of sales data. It develops sought-after skills (CRM, pipeline management, Microsoft tool adoption) and can support career progression into roles in sales, business operations, CRM administration, or Dynamics 365 consulting.