Advanced Lead Qualification and Pipeline Management

This course is part of Advanced Sales Prospecting and Lead Generation Specialization

Instructor: LearnQuest Network

Access provided by ExxonMobil

3 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

3 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

What you'll learn

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.

Skills you'll gain

Tools you'll learn

Customer Relationship Management (CRM) Software

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

6 assignments¹

AI Graded see disclaimer

Taught in English

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Build your subject-matter expertise

This course is part of the Advanced Sales Prospecting and Lead Generation Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 3 modules in this course

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.

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.

What's included

9 videos1 reading3 assignments

9 videos Total 15 minutes

Welcome to Advanced Lead Qualification and Pipeline Management 3 minutes
Lead Qualification & Intent Analytics 1 minute
Implement AI-Enabled Lead Scoring to Prioritize Pipeline Actions 2 minutes
Evaluate Buyer Intent Signals from Digital Engagement Metrics 1 minute
Customize Scoring Criteria for Regional Business Conditions and Industries 2 minutes
Engage Multiple Decision-Makers with Multi-Threaded Selling 2 minutes
Navigate Gatekeepers and Buying Committees in Distributed Organizations 1 minute
Map and Track Buying Journeys for Mid- to Enterprise-Level Deals 2 minutes
From Analysis to Progression 2 minutes

1 reading Total 10 minutes

Action Story: Saving a Crowded Pipeline Before the Quarter Slips 10 minutes

3 assignments Total 46 minutes

Data-Driven Lead Scoring 10 minutes
Qualifying Complex Buying Groups 10 minutes
Lead Qualification & Intent Analytics 26 minutes

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.

What's included

7 videos1 reading1 assignment

7 videos Total 10 minutes

Pipeline Prioritization and Progression-Introduction 1 minute
Diagnose Pipeline Bottlenecks with Sales Metrics and Reporting Tools 2 minutes
Prioritize Deals Based on Win Probability, Deal Size, and Urgency 2 minutes
Create and Execute High-Impact Follow-Up Sequences for Stalled Opportunities 1 minute
Harmonize Sales, Marketing, and Product Teams for Prospect Journey Alignment 1 minute
Utilize Sales Enablement Content to Address Objections Across Regions 1 minute
Conduct Effective Pipeline Review Meetings Using Data Visualizations 2 minutes

1 reading Total 10 minutes

Action Story: Unclogging a Pipeline That Looked Busy but Wasn’t Moving 10 minutes

1 assignment Total 26 minutes

Pipeline Prioritization and Progression 26 minutes

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.

What's included

8 videos2 readings2 assignments

8 videos Total 13 minutes

Negotiation, Closing, and Account Transition 1 minute
Apply Adaptive Negotiation Strategies in High-Bargain Regions (India, Latin US) 2 minutes
Structure Value-Focused Proposals for Budget-Constrained Buyers 2 minutes
Build Confidence and Resilience in Challenging Close Scenarios 2 minutes
Execute Handover and Onboarding Processes to Ensure Early Customer Success 2 minutes
Design Referral and Loyalty Programs Rooted in Trust-Based Relationships 1 minute
Monitor Post-Sale Satisfaction for Retention and Upsell Potential 2 minutes
End of Course 2 minutes

2 readings Total 20 minutes

Action Story: Holding the Deal Together When Price Becomes the Battlefield 10 minutes
Action Story: Preventing a Closed Deal from Becoming a Churn Risk 10 minutes