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Rachel Sheldon

En este curso, aprenderá a crear e implementar una estrategia eficaz de gestión de clientes potenciales para su negocio utilizando las herramientas de HubSpot. Luego de aprender sobre la importancia de la gestión de clientes potenciales en el contexto del recorrido del comprador, aprenderá las prácticas recomendadas para realizar auditorías y definir su proceso, así como para usar un SLA (Service Level Agreement, acuerdo de nivel de servicio) de ventas y marketing. Aprenderá a organizar sus clientes potenciales segmentándolos y calificándolos dentro de un marco de calificación de clientes potenciales. Fomentar las relaciones con sus clientes potenciales también será una parte clave de estas prácticas. A continuación, aprenderá cómo asignar valores a los clientes potenciales para priorizar el alcance y cómo asignar rápidamente cada cliente potencial al representante adecuado de su equipo.

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En este curso, aprenderá a crear e implementar una estrategia eficaz de gestión de clientes potenciales para su negocio utilizando las herramientas de HubSpot. Luego de aprender sobre la importancia de la gestión de clientes potenciales en el contexto del recorrido del comprador, aprenderá las prácticas recomendadas para realizar auditorías y definir su proceso, así como para usar un SLA (Service Level Agreement, acuerdo de nivel de servicio) de ventas y marketing. Aprenderá a organizar sus clientes potenciales segmentándolos y calificándolos dentro de un marco de calificación de clientes potenciales. Fomentar las relaciones con sus clientes potenciales también será una parte clave de estas prácticas. A continuación, aprenderá cómo asignar valores a los clientes potenciales para priorizar el alcance y cómo asignar rápidamente cada cliente potencial al representante adecuado de su equipo.

Aprenderá a usar métricas para realizar un seguimiento de los resultados de la gestión de clientes potenciales y generar informes mediante el panel principal de HubSpot. Por último, el curso finalizará con una instancia para aplicar sus habilidades para crear un flujo de gestión de clientes potenciales en HubSpot.

Al final de este curso podrá:

• Describir la importancia de la gestión de clientes potenciales

• Crear campaña de nutrición de clientes potenciales por correo electrónico

• Priorizar los clientes potenciales con la calificación en HubSpot

• Gestionar los clientes potenciales calificados de ventas con el enrutamiento de clientes potenciales

• Identificar las métricas para realizar un seguimiento de los resultados de la gestión de clientes potenciales

• Informar sobre los resultados de la gestión de clientes potenciales

• Crear un panel principal de gestión de clientes potenciales en HubSpot

• Probar y crear un flujo de gestión de clientes potenciales en HubSpot

Más allá de su experiencia actual, en este curso aprenderá las prácticas que necesita para crear un flujo de gestión de clientes potenciales en HubSpot y nutrir con éxito sus relaciones con los clientes potenciales. Este curso está dirigido a cualquier persona interesada en iniciar su carrera profesional en ventas, ya sea que esté cambiando de carrera y buscando un rol de nivel básico, o que desee perfeccionar sus habilidades en su rol actual como representante de ventas. No se requiere ningún conocimiento previo ni experiencia para comenzar.

A lo largo del curso, completará ejercicios en los que aplicará las habilidades que ha aprendido de una manera práctica, como planificar su proceso de gestión de clientes potenciales, puntuar a los clientes potenciales con una hoja de trabajo y crear un flujo de trabajo de enrutamiento de clientes potenciales. Compilará su trabajo y lo presentará como proyecto al final del curso.

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What's inside

Syllabus

Introducción a la gestión de clientes potenciales
En la primera semana veremos la importancia y los conceptos fundamentales de la gestión de clientes potenciales. Aprenderá a definir las etapas del ciclo de vida de sus clientes potenciales y a planificar su proceso de gestión de clientes potenciales.También aprenderá a utilizar un acuerdo de nivel de servicio para establecer sus metas de ventas y marketing, así como a dirigir una reunión eficaz de "smarketing". Al final de la semana habrá completado tres ejercicios que formarán parte de su proyecto final de revisión entre compañeros.
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Segmentación, calificación y nutrición de clientes potenciales
Esta semana se centrará en organizar y nutrir a sus clientes potenciales. Aprenderá a segmentar y calificar clientes potenciales con un marco de calificación de clientes potenciales. También aprenderá a utilizar las herramientas de HubSpot para optimizar estos procesos. Descubrirá cómo utilizar HubSpot para crear una campaña de nutrición de clientes potenciales y un flujo de trabajo. Completará dos ejercicios más para su proyecto final.
Puntuación y enrutamiento de clientes potenciales
Esta semana abordaremos la priorización y el enrutamiento de clientes potenciales. Aprenderá cómo utilizar la puntuación de clientes potenciales para priorizar sus clientes potenciales calificados y cómo configurar este proceso en HubSpot. En la segunda lección aprenderá cómo implementar el enrutamiento de clientes potenciales con HubSpot y por qué es importante configurar este proceso. Utilizará estos nuevos conocimientos para completar el ejercicio final de su proyecto de curso.
Medir el éxito de la gestión de clientes potenciales
En la cuarta semana aprenderá a crear un panel de gestión de clientes potenciales en HubSpot y a utilizarlo para medir el éxito de su gestión de clientes potenciales. Descubrirá métricas clave que medir para analizar su éxito. También aprenderá a crear informes de gestión de clientes potenciales en HubSpot.
Gestión de clientes potenciales con HubSpot: Aplicación
En la última semana reunirá todos los ejercicios que haya realizado a lo largo del curso y los presentará como un proyecto de revisión entre compañeros. Revisará y dará su opinión sobre el trabajo de sus compañeros, además de recibir comentarios sobre su propio trabajo.

Good to know

Know what's good
, what to watch for
, and possible dealbreakers
Explora prácticas fundamentales de gestión de clientes potenciales, esenciales en la industria de ventas
Enseña prácticas de gestión de clientes potenciales que ayudan a los vendedores a priorizar y nutrir sus relaciones con los clientes potenciales
Desarrolla habilidades de puntuación y enrutamiento de clientes potenciales, cruciales para optimizar los procesos de ventas
Presenta métricas y estrategias de seguimiento que permiten a los profesionales de ventas medir y mejorar sus resultados
Impartido por Rachel Sheldon, una experta en gestión de clientes potenciales con amplia experiencia en el campo
Requiere conocimientos previos limitados, lo que lo hace accesible para principiantes en el campo de ventas

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Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Gestión de clientes potenciales con Hubspot with these activities:
Review onboarding flow in HubSpot
Reviewing the onboarding flow will provide context and prepare you for success.
Show steps
  • Log in to your HubSpot account.
  • Navigate to the onboarding flow.
  • Review the steps in the onboarding flow.
Practice lead scoring with HubSpot's tools
Practicing lead scoring will help you develop your ability to prioritize leads effectively.
Browse courses on Lead Scoring
Show steps
  • Create a list of lead scoring criteria.
  • Use HubSpot's lead scoring tool to score leads.
  • Analyze the results of your lead scoring.
Attend a HubSpot user group meeting
Attending a HubSpot user group meeting will provide you with an opportunity to connect with other HubSpot users and learn from their experiences.
Browse courses on Networking
Show steps
  • Find a HubSpot user group in your area.
  • Attend a meeting.
  • Network with other HubSpot users.
One other activity
Expand to see all activities and additional details
Show all four activities
Create a lead nurturing email campaign
Creating a lead nurturing email campaign will provide you with hands-on experience and deeper understanding of the process.
Browse courses on Lead Nurturing
Show steps
  • Define the goals of your lead nurturing campaign.
  • Create a series of emails for your campaign.
  • Set up your campaign in HubSpot.
  • Monitor the results of your campaign.

Career center

Learners who complete Gestión de clientes potenciales con Hubspot will develop knowledge and skills that may be useful to these careers:
Sales Development Representative
Sales Development Representatives (SDRs) are the frontline for many companies in terms of reaching out to leads. Successfully converting these leads into customers requires strong lead management skills. This course teaches skills in segmentation, scoring, and routing leads that may put you ahead of other candidates applying for this role. Furthermore, this course is particularly useful for SDRs new to using HubSpot's software in their role. In this course, you will learn to use HubSpot's tools to manage and nurture your leads, track your results, and report on your progress.
Business Development Representative
Business Development Representatives (BDRs) are responsible for generating leads and developing new business opportunities for their companies. This course can be helpful for BDRs because it will teach you how to create and implement an effective lead management strategy using HubSpot's tools. By learning how to nurture leads and track your results, you can increase your chances of success as a BDR.
Account Manager
Account Managers are responsible for managing relationships with existing customers and ensuring that they are satisfied with the company's products or services. This course can be useful for Account Managers because it will teach you how to use HubSpot's tools to track customer interactions, identify opportunities for upselling and cross-selling, and build stronger relationships with your customers.
Marketing Manager
Marketing Managers are responsible for planning and executing marketing campaigns to generate leads and drive sales. This course can be useful for Marketing Managers because it will teach you how to use HubSpot's tools to create and manage email campaigns, track website traffic, and measure the ROI of your marketing efforts.
Sales Manager
Sales Managers are responsible for leading and motivating a team of salespeople to achieve their sales goals. This course can be useful for Sales Managers because it will teach you how to use HubSpot's tools to track sales performance, identify opportunities for improvement, and coach your sales team to success.
Customer Success Manager
Customer Success Managers are responsible for ensuring that customers are successful with a company's products or services. This course can be useful for Customer Success Managers because it will teach you how to use HubSpot's tools to track customer progress, identify opportunities for improvement, and build stronger relationships with your customers.
Product Manager
Product Managers are responsible for developing and managing a company's products or services. This course may be useful for Product Managers because it can help them understand the customer journey and how to create products that meet the needs of their target market. Furthermore, HubSpot is used in some companies by product teams for tasks like creating roadmaps, collecting customer feedback, and managing product launches.
Project Manager
Project Managers are responsible for planning, executing, and closing projects. This course can be useful for Project Managers because it will teach them how to use HubSpot's tools to track project progress, identify risks, and communicate with stakeholders. Especially in companies that use HubSpot for their CRM, the skills you will learn in this course could be essential.
Operations Manager
Operations Managers are responsible for the day-to-day operations of a company. This course may be useful for Operations Managers because it can help them understand the customer journey and how to improve operational efficiency. In particular, the course will provide valuable insights into lead management, customer segmentation, and campaign tracking.
Financial Analyst
Financial Analysts are responsible for analyzing financial data and making recommendations to businesses. This course may be useful for Financial Analysts because it can help them understand the customer journey and how to measure the ROI of marketing and sales campaigns. This course can also help you to develop your communication and presentation skills, which are important for Financial Analysts.
Data Analyst
Data Analysts are responsible for collecting, analyzing, and interpreting data to help businesses make better decisions. This course may be useful for Data Analysts because it can help them understand the customer journey and how to measure the effectiveness of marketing and sales campaigns.
Software Engineer
Software Engineers are responsible for designing, developing, and maintaining software applications. This course may be useful for Software Engineers because it can help them understand the customer journey and how to develop software that meets the needs of users.
Web Developer
Web Developers are responsible for designing and developing websites. This course may be useful for Web Developers because it can help them understand the customer journey and how to create websites that are user-friendly and effective.
Graphic designer
Graphic Designers are responsible for creating visual content, such as logos, brochures, and websites. This course may be useful for Graphic Designers because it can help them understand the customer journey and how to create visual content that is effective and visually appealing.
Content Writer
Content Writers are responsible for creating written content, such as blog posts, articles, and website copy. This course may be useful for Content Writers because it can help them understand the customer journey and how to create written content that is engaging and informative.

Reading list

We've selected 14 books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in Gestión de clientes potenciales con Hubspot.
From the founders of HubSpot, provides a valuable reference for the fundamentals of inbound marketing. It useful supplement to the course, especially for those who are new to inbound marketing.
Classic in the sales world. It provides a step-by-step guide to building a predictable revenue machine. If you're serious about improving your sales process, this book must-read.
Great resource for anyone looking to start or grow a business. It provides practical advice on how to validate your ideas, build a customer base, and scale your business.
Great resource for anyone looking to get their startup off the ground. It provides practical advice on how to find your target market, validate your idea, and build a sustainable business.
Este libro es un gran recurso para cualquiera que busque iniciar o hacer crecer un negocio. Ofrece consejos prácticos sobre cómo validar sus ideas, construir una base de clientes y escalar su negocio.
Classic in the business world. It provides a framework for understanding how disruptive technologies can lead to the downfall of established companies. It's a valuable read for anyone looking to stay ahead of the competition.
Great resource for anyone looking to improve their strategic planning skills. It provides a simple framework for developing and implementing good strategies.
Este libro es un clásico en el mundo de los negocios. Proporciona un marco para comprender cómo las tecnologías disruptivas pueden conducir a la caída de empresas establecidas. Es una lectura valiosa para cualquiera que busque mantenerse a la vanguardia de la competencia.
Este libro es un gran recurso para cualquiera que busque mejorar sus habilidades de planificación estratégica. Proporciona un marco simple para desarrollar e implementar buenas estrategias.
Great read for anyone who is interested in the challenges of running a business. It provides honest and practical advice on how to deal with the tough times.
Great resource for anyone looking to develop a new product. It provides a step-by-step guide to building a product that customers will love.
Classic in the marketing world. It provides a framework for understanding the challenges of marketing to new markets.

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