Certification·Sales & AR·Beginner
CRM: Leads & Pipeline
Understand how to qualify sales opportunities, maintain a useful communication history, assign follow-up responsibility and interpret pipeline values and outcomes.
What you will learn
- Assess a lead’s needs, suitability, decision process and timing.
- Explain opportunity stages, ownership and weighted pipeline values.
- Use communication history and opportunity outcomes to improve follow-up.
Lessons · 8 lessons
1Leads: recognising a potential customer opportunity4 min2Qualification: deciding whether an opportunity is worth pursuing4 min3Sources and industries: understanding where good opportunities come from4 min4Pipelines and stages: defining meaningful commercial progress4 min5Opportunity value and probability: building a realistic forecast4 min6Contact history and next actions: maintaining continuity with the customer4 min7Sales ownership and territories: making follow-up accountable4 min8Won, lost, and deferred opportunities: learning from outcomes4 min
Skills
Lead qualificationPipeline stagesOpportunity valuationSales ownershipCustomer follow-up
