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Advanced Lead Qualification and Pipeline Management

kurs ist nicht verfügbar in Deutsch (Deutschland)

Wir übersetzen es in weitere Sprachen.

Advanced Lead Qualification and Pipeline Management

Dieser Kurs ist Teil von Spezialisierung „Advanced Sales Prospecting and Lead Generation“

Dozent: LearnQuest Network

Bei enthalten

Mehr erfahren

3 Module

Verschaffen Sie sich einen Einblick in ein Thema und lernen Sie die Grundlagen.

Stufe Anfänger

Empfohlene Erfahrung

3 Stunden zu vervollständigen

Flexibler Zeitplan

In Ihrem eigenen Lerntempo lernen

3 Module

Verschaffen Sie sich einen Einblick in ein Thema und lernen Sie die Grundlagen.

Stufe Anfänger

Empfohlene Erfahrung

3 Stunden zu vervollständigen

Flexibler Zeitplan

In Ihrem eigenen Lerntempo lernen

Was Sie lernen werden

Use AI-driven lead scoring and buyer intent signals to qualify opportunities and focus on deals that truly convert.
Diagnose pipeline bottlenecks, prioritize deals by win probability and urgency, and move stalled opportunities forward.
Negotiate, close, and transition deals confidently while setting up retention, referrals, and long-term account growth.

Kompetenzen, die Sie erwerben

Kategorie: Closing (Sales)
Kategorie: Prioritization
Kategorie: Enterprise Sales
Kategorie: Marketing Analytics
Kategorie: Selling Techniques
Kategorie: Customer Success Management
Kategorie: Sales Development
Kategorie: AI Personalization
Kategorie: Sales Process
Kategorie: Customer Analysis
Kategorie: Sales Pipelines
Kategorie: Sales Enablement
Kategorie: Sales Management
Kategorie: Account Management
Kategorie: Negotiation
Kategorie: Sales Strategy
Kategorie: Relationship Building
Kategorie: Prospecting and Qualification
Kategorie: Price Negotiation

Werkzeuge, die Sie lernen werden

Kategorie: Customer Relationship Management (CRM) Software

Wichtige Details

Zertifikat zur Vorlage

Zu Ihrem LinkedIn-Profil hinzufügen

Kürzlich aktualisiert!

Dezember 2025

Bewertungen

6 Zuweisungen¹

KI-bewertet siehe Haftungsausschluss

Unterrichtet in Englisch

Erfahren Sie, wie Mitarbeiter führender Unternehmen gefragte Kompetenzen erwerben.

Weitere Informationen zu Coursera für Unternehmen

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Erweitern Sie Ihre Fachkenntnisse

Dieser Kurs ist Teil der Spezialisierung Spezialisierung „Advanced Sales Prospecting and Lead Generation“

Wenn Sie sich für diesen Kurs anmelden, werden Sie auch für diese Spezialisierung angemeldet.

Lernen Sie neue Konzepte von Branchenexperten
Gewinnen Sie ein Grundverständnis bestimmter Themen oder Tools
Erwerben Sie berufsrelevante Kompetenzen durch praktische Projekte
Erwerben Sie ein Berufszertifikat zur Vorlage

In diesem Kurs gibt es 3 Module

Accelerate your ability to qualify, nurture, and progress high-quality leads through sophisticated, regionally adaptive pipeline management. Deep-dive into best-in-class methods for identifying buyer intent, leveraging data analytics, and orchestrating multi-threaded sales approaches relevant to B2B and B2C. Unpack negotiation nuances, solve for long sales cycles, and use behavioral analytics and microlearning to ensure your team is always ahead of changing market and buyer trends.

Moduldetails

Accelerate your sales outcomes by mastering modern lead qualification at scale. This module empowers you to interpret key buyer behaviors, integrate AI-powered scoring models, and align sales with marketing for a high-converting pipeline. You’ll unlock the tools to evaluate lead quality, respond in real time to intent data, and customize approaches for each market or industry. By the end, you’ll move with confidence through complex sales environments—prioritizing the right opportunities and building momentum toward rapid, sustained growth.

Das ist alles enthalten

9 Videos1 Lektüre3 Aufgaben

9 VideosInsgesamt 15 Minuten

Welcome to Advanced Lead Qualification and Pipeline Management3 Minuten
Lead Qualification & Intent Analytics1 Minute
Implement AI-Enabled Lead Scoring to Prioritize Pipeline Actions2 Minuten
Evaluate Buyer Intent Signals from Digital Engagement Metrics1 Minute
Customize Scoring Criteria for Regional Business Conditions and Industries2 Minuten
Engage Multiple Decision-Makers with Multi-Threaded Selling2 Minuten
Navigate Gatekeepers and Buying Committees in Distributed Organizations1 Minute
Map and Track Buying Journeys for Mid- to Enterprise-Level Deals2 Minuten
From Analysis to Progression2 Minuten

1 LektüreInsgesamt 10 Minuten

Action Story: Saving a Crowded Pipeline Before the Quarter Slips10 Minuten

3 AufgabenInsgesamt 46 Minuten

Lead Qualification & Intent Analytics26 Minuten
Data-Driven Lead Scoring10 Minuten
Qualifying Complex Buying Groups10 Minuten

Develop actionable skills for pipeline management, including deal prioritization, identifying bottlenecks, and progressing opportunities through systematic follow-ups and stakeholder engagement. Learn to blend CRM hygiene with advanced reporting for data-driven sales strategy optimization.

Das ist alles enthalten

10 Videos1 Lektüre1 Aufgabe

10 VideosInsgesamt 18 Minuten

Pipeline Prioritization and Progression-Introduction1 Minute
Diagnose Pipeline Bottlenecks with Sales Metrics and Reporting Tools2 Minuten
Prioritize Deals Based on Win Probability, Deal Size, and Urgency2 Minuten
Create and Execute High-Impact Follow-Up Sequences for Stalled Opportunities1 Minute
Expert Insights: Scaling Results and Continuous Development3 Minuten
Harmonize Sales, Marketing, and Product Teams for Prospect Journey Alignment1 Minute
Utilize Sales Enablement Content to Address Objections Across Regions1 Minute
Conduct Effective Pipeline Review Meetings Using Data Visualizations2 Minuten
Expert Insights: Sales3 Minuten
Expert Insights: Core Sales Operations and Performance2 Minuten

1 LektüreInsgesamt 10 Minuten

Action Story: Unclogging a Pipeline That Looked Busy but Wasn’t Moving10 Minuten

1 AufgabeInsgesamt 26 Minuten

Pipeline Prioritization and Progression26 Minuten

Move deals to close with adaptive negotiation, tailored account transitions, and buyer-centric closing techniques. This module emphasizes strategies for navigating price sensitivity, deploying ROI-based selling, and building long-term relationships that drive referrals and expansion opportunities.

Das ist alles enthalten

8 Videos2 Lektüren2 Aufgaben

8 VideosInsgesamt 13 Minuten

Negotiation, Closing, and Account Transition1 Minute
Apply Adaptive Negotiation Strategies in High-Bargain Regions (India, Latin US)2 Minuten
Structure Value-Focused Proposals for Budget-Constrained Buyers2 Minuten
Build Confidence and Resilience in Challenging Close Scenarios2 Minuten
Execute Handover and Onboarding Processes to Ensure Early Customer Success2 Minuten
Design Referral and Loyalty Programs Rooted in Trust-Based Relationships1 Minute
Monitor Post-Sale Satisfaction for Retention and Upsell Potential2 Minuten
End of Course2 Minuten

2 LektürenInsgesamt 20 Minuten

Action Story: Holding the Deal Together When Price Becomes the Battlefield10 Minuten
Action Story: Preventing a Closed Deal from Becoming a Churn Risk10 Minuten