Lead Management with HubSpot from Coursera

In this course, you will learn how to create and implement an effective lead management strategy for your business using HubSpot’s tools. After learning the importance of lead management within the context of the buyer’s journey, you will learn best practices for auditing and mapping out your process as well as for using a sales and marketing SLA. You’ll learn how to organize your leads by both segmenting them and qualifying them within a lead qualification framework. Nurturing relationships with your leads will be a key part of these practices, as well. Next, you’ll learn how to assign values to leads in order to prioritize outreach along with how to quickly assign each lead to the right representative on your team. You’ll learn to use metrics to track your lead management results and report them using HubSpot’s dashboard. Finally, the course will culminate in the application of your skills to build a lead management flow in HubSpot. By the end of this course you will be able to: • Describe the importance of lead management • Create an effective lead management strategy • Segment, qualify and organize leads in HubSpot • Create a lead nurturing email campaign • Prioritize leads with lead scoring in HubSpot • Manage Sales Qualified Leads with Lead Routing • Identify metrics to track lead management results • Report on lead management results • Create a lead management dashboard in HubSpot • Experience and build a lead management flow in HubSpot Regardless of your current experience, this course will teach you the practices you need to create a lead management flow in HubSpot and successfully nurture your lead relationships. This course is intended for anyone interested in jumpstarting their career in sales - whether you’re changing careers and looking for an entry-level role, or want to hone your skills in your current role as a sales representative. It does not require any background knowledge or experience to get started. Throughout the course, you will complete exercises that ask you to apply the skills you have learned in a practical way, such as mapping your lead management process, scoring leads with a worksheet, and creating a lead routing workflow. You will compile your work and submit it as a project at the end of the course.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Suitable for beginners who want to enter sales or enhance their existing sales skills

Focuses on HubSpot's tools and software, providing practical knowledge for users

Offers hands-on exercises and a project to apply skills in a practical setting

Led by instructors with expertise in lead management, providing valuable insights

Covers the buyer's journey, lead segmentation, qualification, and nurturing

Emphasizes lead scoring and lead routing for efficient prioritization and assignment

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 Lead Management with HubSpot with these activities:

Review Basic Sales Techniques

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Strengthen your sales foundation by reviewing basic sales techniques to enhance your ability to engage with leads effectively.

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Review sales methodologies and frameworks
Practice active listening and questioning skills

Inbound Marketing, Revised and Updated: Attract, Engage, and Delight Customers Online

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Gain valuable insights into inbound marketing strategies and lead generation techniques by reading this foundational book in the field.

View Inbound Marketing, Revised and Updated: Attract... on Amazon

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Read the book and take notes
Identify key concepts and apply them to your own lead management strategy

HubSpot Lead Management Training

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Supplement your learning by exploring HubSpot's official training resources to enhance your proficiency in their lead management tools.

Browse courses on HubSpot

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Enroll in HubSpot Academy's Lead Management course
Complete the online modules and hands-on exercises
Apply what you learn to your own lead management strategy

Four other activities

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Attend Sales and Marketing Meetups

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Connect with professionals in the field and learn about best practices in lead management by attending industry events.

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Research upcoming sales and marketing meetups
Attend meetups and engage in discussions
Follow up with potential connections

Lead Qualification Exercises

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Practice qualifying leads to strengthen your understanding of the process and improve your ability to identify high-potential leads.

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Review the lead qualification criteria
Practice qualifying leads using real-world examples
Develop a lead qualification scoring system

Implement Lead Management Flow

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Build a lead management flow to apply the skills and concepts learned in the course and solidify your understanding of the implementation process.

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Map out your existing lead management process
Identify areas for improvement and optimization
Design your new lead management flow using HubSpot tools
Implement and test your new lead management flow
Monitor and track the results of your new lead management flow

Contribute to HubSpot Community

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Reinforce your learning by contributing to the HubSpot community through discussions, answering questions, or reporting bugs.

Browse courses on HubSpot

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Join the HubSpot Community
Engage in discussions and share your knowledge
Report bugs and provide feedback

Career center

Learners who complete Lead Management with HubSpot will develop knowledge and skills that may be useful to these careers:

Business Development Representative

A Business Development Representative is tasked with generating leads and building a strong sales pipeline. This course will equip you with the techniques and tools necessary to succeed in this crucial role. You will learn how to create and implement a lead management strategy, segment and qualify leads, and nurture relationships with potential customers. Furthermore, the course delves into sales and marketing SLAs, lead scoring, and lead routing, which are essential concepts for any Business Development Representative.

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Sales Executive

As a Sales Executive, you are responsible for managing a sales process from start to finish. This course will help you understand the importance of lead management in nurturing leads throughout the buyer's journey. You will learn how to effectively qualify and prioritize leads, as well as create engaging lead nurturing campaigns to increase conversion rates. The course's focus on lead scoring, lead routing, and metrics tracking will equip you with data-driven insights to optimize your sales strategies and drive success.

See salaries and explore the career path for Sales Executive

Marketing Manager

Marketing Managers are responsible for developing and executing marketing strategies to attract and retain customers. This course will provide you with a comprehensive understanding of lead management from a marketing perspective. You will learn how to create effective lead generation campaigns, segment and target your audience, and track and analyze results. Knowledge of lead scoring, lead nurturing, and lead management flows will empower you to optimize your marketing efforts, generate higher quality leads, and increase the ROI of your campaigns.

See salaries and explore the career path for Marketing Manager

Sales Operations Manager

Sales Operations Managers are responsible for optimizing sales processes and improving sales performance. This course will provide you with the knowledge and skills to excel in this role. You will learn how to develop and implement lead management strategies, automate workflows, and establish metrics to track and measure success. The course's emphasis on lead scoring, lead routing, and lead management flows will equip you to streamline sales processes, improve efficiency, and achieve better outcomes.

See salaries and explore the career path for Sales Operations Manager

Customer Relationship Manager (CRM)

Customer Relationship Managers are responsible for building and maintaining relationships with customers. This course will provide you with a foundation in lead management, which is essential for nurturing relationships and driving customer loyalty. You will learn how to qualify and segment leads, create lead nurturing campaigns, and track customer interactions. The course's focus on lead scoring, lead routing, and lead management flows will equip you to effectively manage your leads, provide personalized experiences, and increase customer satisfaction.

See salaries and explore the career path for Customer Relationship Manager (CRM)

Sales Engineer

Sales Engineers provide technical expertise and support throughout the sales process. This course may be beneficial for Sales Engineers who want to enhance their understanding of lead management. You will learn how to qualify and segment technical leads, create lead nurturing campaigns tailored to their needs, and track and measure the success of your efforts. The course's emphasis on lead scoring, lead routing, and lead management flows will empower you to optimize your sales process, improve communication with prospects, and drive successful outcomes.

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Product Manager

Product Managers are responsible for developing and managing products that meet customer needs. This course may be useful for Product Managers who want to gain a better understanding of lead management. You will learn how to identify and qualify potential customers, create lead nurturing campaigns that educate and engage them, and track and measure the success of your efforts. The course's focus on lead scoring, lead routing, and lead management flows will equip you to develop products that align with market demand and drive customer acquisition.

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Account Manager

Account Managers are responsible for managing and growing customer accounts. This course may be useful for Account Managers who want to enhance their lead management skills. You will learn how to qualify and segment leads, create lead nurturing campaigns that build relationships, and track and measure the success of your efforts. The course's focus on lead scoring, lead routing, and lead management flows will equip you to optimize your account management process, improve customer retention, and drive revenue growth.

See salaries and explore the career path for Account Manager

Marketing Analyst

Marketing Analysts are responsible for analyzing marketing data to measure the effectiveness of campaigns and provide insights for improvement. This course may be useful for Marketing Analysts who want to gain a better understanding of lead management. You will learn how to track and measure lead generation efforts, segment and qualify leads, and identify opportunities for optimization. The course's focus on lead scoring, lead routing, and lead management flows will equip you to make data-driven recommendations that improve campaign performance and drive business results.

See salaries and explore the career path for Marketing Analyst

Digital Marketing Specialist

Digital Marketing Specialists are responsible for developing and executing digital marketing campaigns to reach and engage target audiences. This course may be useful for Digital Marketing Specialists who want to enhance their lead management skills. You will learn how to create effective lead generation campaigns, segment and target your audience, and track and analyze results. The course's focus on lead scoring, lead nurturing, and lead management flows will equip you to optimize your digital marketing efforts, generate higher quality leads, and increase the ROI of your campaigns.

See salaries and explore the career path for Digital Marketing Specialist

Content Marketing Specialist

Content Marketing Specialists are responsible for creating and distributing content that attracts and engages potential customers. This course may be beneficial for Content Marketing Specialists who want to gain a better understanding of lead management. You will learn how to create content that generates leads, nurture relationships, and drive conversions. The course's focus on lead scoring, lead routing, and lead management flows will equip you to develop a comprehensive content marketing strategy that supports your organization's sales and marketing goals.

See salaries and explore the career path for Content Marketing Specialist

Demand Generation Manager

Demand Generation Managers are responsible for generating leads and building a pipeline of qualified prospects. This course will provide you with a comprehensive understanding of lead management from a demand generation perspective. You will learn how to develop and execute lead generation campaigns, segment and target your audience, and track and measure results. Knowledge of lead scoring, lead nurturing, and lead management flows will empower you to optimize your demand generation efforts, generate higher quality leads, and increase the ROI of your campaigns.

See salaries and explore the career path for Demand Generation Manager

Salesforce Administrator

Salesforce Administrators are responsible for managing and customizing Salesforce, a customer relationship management (CRM) platform, to meet the needs of their organization. This course may be useful for Salesforce Administrators who want to enhance their lead management skills. You will learn how to configure lead management settings, create custom lead fields and workflows, and integrate Salesforce with other systems. The course's focus on lead scoring, lead routing, and lead management flows will equip you to optimize your Salesforce instance, improve lead management processes, and drive business success.

See salaries and explore the career path for Salesforce Administrator

Marketing Automation Specialist

Marketing Automation Specialists are responsible for automating marketing processes to improve efficiency and effectiveness. This course may be useful for Marketing Automation Specialists who want to gain a better understanding of lead management. You will learn how to use marketing automation tools to capture leads, segment and nurture them, and measure the success of your efforts. The course's focus on lead scoring, lead routing, and lead management flows will equip you to develop and implement automated lead management strategies that drive business results.

See salaries and explore the career path for Marketing Automation Specialist

Data Analyst

Data Analysts are responsible for collecting, analyzing, and interpreting data to provide insights for decision-making. This course may be useful for Data Analysts who want to gain a better understanding of lead management. You will learn how to analyze lead data to identify trends, patterns, and opportunities for improvement. The course's focus on lead scoring, lead routing, and lead management flows will equip you to develop data-driven insights that support your organization's lead management strategy and drive business success.

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Lead Management with HubSpot

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