Big Data vs. Small Data: What’s the Difference?
February 10, 2025
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This course is part of Strategic Customer Relationship Management & Sales Technique Specialization
Instructor: Rachel Sheldon
Included with
Recommended experience
Beginner level
Learners don't need sales experience, but should have basic internet navigation skills and be eager to participate.
Recommended experience
Beginner level
Learners don't need sales experience, but should have basic internet navigation skills and be eager to participate.
How to create an effective lead management strategy and workflow
Lead segmentation, qualification, and nurturing within HubSpot
How to track lead managemetn results and report them in a dashboard
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18 assignments
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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.
In the first week you will be introduced to the importance and fundamental concepts of lead management. You'll learn how to define your lead lifecycle stages and map out your lead management process. You'll also learn how to use a service level agreement to set your sales and marketing goals as well as how to lead an effective "smarketing" meeting. By the end of the week you will have completed three exercises that will become part of your final peer review project.
14 videos8 readings7 assignments2 discussion prompts
This week you will focus on organizing and nurturing your leads. You'll learn how to segment and qualify leads with a lead qualification framework. You will also learn how to use HubSpots tools to optimize these processes. You’ll discover how to use HubSpot to create a lead nurturing campaign and workflow. You’ll complete two more exercises for your final project.
10 videos6 readings4 assignments
This week is all about lead prioritization and routing. You'll learn how to use lead scoring to prioritize your qualified leads and how to set up this process in HubSpot. In the second lesson you'll learn how to implement lead routing with HubSpot and why it is important to set up this process. You’ll use this new knowledge to complete the final exercise for your course project.
6 videos6 readings5 assignments
In the fourth week you'll learn how to create a lead management dashboard in HubSpot and use it to measure your lead management success. You'll discover key metrics to measure to analyze your success. You'll also learn how to create lead management reports in HubSpot.
6 videos4 readings2 assignments1 discussion prompt
In the final week you will be assembling all the exercises you have completed throughout the course and submitting them as a peer review project. You'll review and give feedback on the work of your peers as well as receive feedback on your hard work.
3 videos2 readings1 peer review
HubSpot Academy is the worldwide leader in inbound marketing, sales, and customer service/success education. Since 2012, HubSpot Academy has been on a mission to transform the way people and companies grow, offering online training for the digital age: courses, projects, certifications, and software training. Now, HubSpot Academy's Inbound Certification has become the official badge of the inbound movement, with over 60,000 awarded annually. The online courses developed by Academy’s students and teachers are translated into four languages, and the award-winning certifications are completed by hundreds of people each day all over the world. As HubSpot’s (NYSE: HUBS) official learning resource, HubSpot Academy aims to educate and inspire people everywhere, helping them learn how to market, sell, and grow an inbound business. Learn more at http://academy.hubspot.com/.
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Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
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