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Rachel Sheldon
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...
Read more
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...
Read more
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.
Register for this course and see more details by visiting:
OpenCourser.com/course/6khhj6/lead
Good to know
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
Save this course
Save Lead Management with HubSpot to your list so you can find it easily later:
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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 Lead Management with HubSpot with these
activities:
Review Basic Sales Techniques
Show steps
Strengthen your sales foundation by reviewing basic sales techniques to enhance your ability to engage with leads effectively.
Browse courses on
Sales Techniques
Show steps
-
Review sales methodologies and frameworks
-
Practice active listening and questioning skills
Inbound Marketing, Revised and Updated: Attract, Engage, and Delight Customers Online
Show steps
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
Show steps
-
Read the book and take notes
-
Identify key concepts and apply them to your own lead management strategy
HubSpot Lead Management Training
Show steps
Supplement your learning by exploring HubSpot's official training resources to enhance your proficiency in their lead management tools.
Browse courses on
HubSpot
Show steps
-
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
Expand to see all activities and additional details
Show all seven activities
Attend Sales and Marketing Meetups
Show steps
Connect with professionals in the field and learn about best practices in lead management by attending industry events.
Browse courses on
Sales
Show steps
-
Research upcoming sales and marketing meetups
-
Attend meetups and engage in discussions
-
Follow up with potential connections
Lead Qualification Exercises
Show steps
Practice qualifying leads to strengthen your understanding of the process and improve your ability to identify high-potential leads.
Browse courses on
Lead Qualification
Show steps
-
Review the lead qualification criteria
-
Practice qualifying leads using real-world examples
-
Develop a lead qualification scoring system
Implement Lead Management Flow
Show steps
Build a lead management flow to apply the skills and concepts learned in the course and solidify your understanding of the implementation process.
Show steps
-
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
Show steps
Reinforce your learning by contributing to the HubSpot community through discussions, answering questions, or reporting bugs.
Browse courses on
HubSpot
Show steps
-
Join the HubSpot Community
-
Engage in discussions and share your knowledge
-
Report bugs and provide feedback
Review Basic Sales Techniques
Show steps
Strengthen your sales foundation by reviewing basic sales techniques to enhance your ability to engage with leads effectively.
Browse courses on
Sales Techniques
Show steps
Show steps
Show steps
- Review sales methodologies and frameworks
- Practice active listening and questioning skills
Inbound Marketing, Revised and Updated: Attract, Engage, and Delight Customers Online
Show steps
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
Show steps
Show steps
Show steps
- Read the book and take notes
- Identify key concepts and apply them to your own lead management strategy
HubSpot Lead Management Training
Show steps
Supplement your learning by exploring HubSpot's official training resources to enhance your proficiency in their lead management tools.
Browse courses on
HubSpot
Show steps
Show steps
Show steps
- 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
Expand to see all activities and additional details
Show all seven activities
Attend Sales and Marketing Meetups
Show steps
Connect with professionals in the field and learn about best practices in lead management by attending industry events.
Browse courses on
Sales
Show steps
Show steps
Show steps
- Research upcoming sales and marketing meetups
- Attend meetups and engage in discussions
- Follow up with potential connections
Lead Qualification Exercises
Show steps
Practice qualifying leads to strengthen your understanding of the process and improve your ability to identify high-potential leads.
Browse courses on
Lead Qualification
Show steps
Show steps
Show steps
- Review the lead qualification criteria
- Practice qualifying leads using real-world examples
- Develop a lead qualification scoring system
Implement Lead Management Flow
Show steps
Build a lead management flow to apply the skills and concepts learned in the course and solidify your understanding of the implementation process.
Show steps
Show steps
Show steps
- 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
Show steps
Reinforce your learning by contributing to the HubSpot community through discussions, answering questions, or reporting bugs.
Browse courses on
HubSpot
Show steps
Show steps
Show steps
- 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
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.
Sales Executive
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.
Marketing Manager
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.
Sales Operations 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.
Customer Relationship Manager (CRM)
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.
Sales Engineer
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.
Product Manager
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.
Account Manager
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.
Marketing Analyst
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.
Digital Marketing Specialist
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.
Content 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.
Demand Generation Manager
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.
Salesforce Administrator
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.
Marketing Automation Specialist
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.
Data Analyst
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.
For more career information including salaries, visit:
OpenCourser.com/course/6khhj6/lead
Reading list
We've selected 12 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
Lead Management with HubSpot.
Presents a proven methodology for generating predictable revenue through effective sales management. It provides valuable insights into lead qualification, segmentation, and nurturing.
Shares the sales acceleration strategies used by HubSpot to achieve rapid growth. It emphasizes the importance of data-driven decision-making, technology adoption, and inbound selling techniques.
This academic textbook provides a theoretical foundation for sales management. It covers topics such as sales strategy, leadership, motivation, and performance evaluation.
This popular book offers insights into the psychology of sales and provides practical techniques for improving sales skills. It emphasizes the importance of building rapport, handling objections, and closing deals.
Presents a holistic approach to sales success, focusing on 12 key strategies. It provides actionable advice on building a high-performance sales team, setting goals, and tracking results.
This practical guide identifies 25 essential habits of successful salespeople. It provides specific tips and techniques for improving communication, building relationships, and closing deals.
This beginner-friendly guide provides a step-by-step approach to closing sales. It covers techniques for handling objections, overcoming resistance, and securing commitments.
This classic sales book introduces the SPIN (Situation, Problem, Implication, Need-Payoff) selling methodology. It provides a structured approach for asking questions and uncovering customer needs.
This influential book challenges traditional sales approaches and emphasizes the importance of teaching customers rather than selling to them. It provides insights into the behavior of successful sales professionals.
This popular book promotes the lean startup approach, which emphasizes iterative product development and customer validation. It provides a framework for testing ideas, gathering feedback, and making data-driven decisions.
Save
This practical guide offers a step-by-step approach for startups to acquire their first customers. It covers various traction channels and provides advice on measuring and optimizing results.
This classic marketing book explores the challenges of crossing the chasm between early adopters and mainstream customers. It provides insights into the unique characteristics of each market segment and offers strategies for successful product positioning.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/6khhj6/lead
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Time
30 hours
Via
Coursera
Institution
HubSpot Academy
Instructor
Rachel Sheldon
This course belongs to a
collection
called
HubSpot Sales Representative. It's comprised of five courses:
- Sales Enablement
- Managing for Frictionless Sales
- Lead Management with HubSpot (viewing)
- Sales Reporting with HubSpot
- Inbound Sales
Good to know
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
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