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Lead Management with HubSpot
  • Level Foundation
  • Course by HubSpot Academy
  • Offered by

About

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.

Modules

Introduction to the Program

    • 3 Videos
    • 2 Readings
    • 1 Discussion
Show info about module content

1 Discussions

  • Meet and Greet

3 Videos

  • Introduction to the Program
  • Course Introduction Video
  • Careers in Sales and Customer Relationship Management

2 Readings

  • Course Syllabus
  • How to Be Successful in this Course

Introduction to Lead Management

    • 5 Videos
    • 2 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: What Is Lead Management and Why Is It Important?

1 Discussions

  • Have You Ever Been the Lead?

5 Videos

  • Weekly Introduction: Introduction to Lead Management
  • Why Is Lead Management Important?
  • Six Main Reasons Your Organization Should Invest in Lead Management
  • The Fundamentals of Lead Management
  • What Does Lead Management Look Like?

2 Readings

  • Lesson Resources: Introduction to Lead Management
  • Summary of the Concepts of Lead Management

Lead Management Strategy - Lifecycle

    • 2 Videos
    • 2 Readings
    • 2 Assignment
Show info about module content

2 Assignment

  • Exercise: Lead Management Audit
  • Practice Quiz: Auditing Your Lead Management Process and Defining Your Lead Lifecycle Stages

2 Videos

  • Auditing Your Lead Management Process
  • Defining Your Lead Lifecycle Stages

2 Readings

  • Lesson Resources: Developing a Lead Management Strategy
  • Example of a Lead Management Audit

Lead Management Strategy - Marketing and Sales

    • 4 Videos
    • 2 Readings
    • 4 Assignment
Show info about module content

4 Assignment

  • Exercise: Marketing and Sales SLA
  • Exercise: Lead Management Map
  • Practice Quiz: Setting Goals With a Service Level Agreement (SLA) and Mapping Out Your Lead Management Process
  • Graded Quiz: Introduction to Lead Management

4 Videos

  • Setting Goals With a Service Level Agreement (SLA)
  • Mapping Out Your Lead Management Process
  • Optimizing Your Lead Management Strategy With Smarketing Meetings
  • Weekly Review: Introduction to Lead Management

2 Readings

  • Lesson Resources: Developing a Lead Management Strategy
  • Example of a Marketing and Sales SLA

Segmenting Leads

    • 6 Videos
    • 4 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Segment, Qualify and Organize Leads in HubSpot

6 Videos

  • Weekly Introduction: Segmenting, Qualifying and Nurturing Leads
  • How Marketing Can Organize and Segment Their Leads
  • How to Segment Your Leads With Lists and Saved Views in HubSpot
  • How Sales Can Qualify Their Leads
  • How to Qualify Your Leads With Saved Views and Lists in HubSpot
  • Automating and Scaling Your Lead Organization with HubSpot

4 Readings

  • Lesson Resources: Segmenting Leads
  • A Guide to Segmentation
  • The Ultimate Guide to Sales Qualification
  • Exercise: Getting Started with HubSpot

Nurturing leads

    • 4 Videos
    • 2 Readings
    • 3 Assignment
Show info about module content

3 Assignment

  • Practice Quiz: Create a Lead Nurturing Email Campaign
  • Exercise: Create a Lead Nurturing Workflow in HubSpot
  • Graded Quiz: Segment, Qualify and Organize Leads in Hubspot and How to Create a Lead Nurturing Email Campaign

4 Videos

  • The Fundamentals of Lead Nurturing
  • Creating a Lead Nurturing Campaign With HubSpot
  • How to Build a Lead Nurturing Workflow in HubSpot
  • Weekly Review: Segmenting, Qualifying, and Nurturing Leads in HubSpot

2 Readings

  • Lesson Resources: Nurturing Leads
  • 7 Best Practices for Lead Nurturing Emails

Lead Scoring with HubSpot

    • 3 Videos
    • 3 Readings
    • 2 Assignment
Show info about module content

2 Assignment

  • Exercise: Lead Scoring Worksheet
  • Practice Quiz: Prioritize Leads with Lead Scoring in HubSpot

3 Videos

  • Weekly Introduction: Scoring and Routing Leads
  • Prioritizing Leads With Lead Scoring
  • How to Set Up Lead Scoring in HubSpot

3 Readings

  • Lesson Resources: Lead Scoring with HubSpot
  • Lead Scoring Worksheet
  • Lead Scoring 101: How to Use Data to Calculate a Basic Lead Score

Lead Routing with HubSpot

    • 3 Videos
    • 3 Readings
    • 3 Assignment
Show info about module content

3 Assignment

  • Practice Quiz: Lead Routing with HubSpot
  • Exercise: Create a Lead Routing Workflow in HubSpot
  • Graded Quiz: Scoring and Routing Leads in HubSpot

3 Videos

  • Managing Sales Qualified Leads With Lead Routing
  • How to Set Up Lead Routing in HubSpot
  • Weekly Review: Scoring and Routing Leads in HubSpot

3 Readings

  • Lesson Resources: Lead Scoring with HubSpot
  • Why You Need to Implement Lead Routing [+ How to Do It]
  • What is Data Enrichment?

Measuring Lead Management Success

    • 2 Videos
    • 3 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Identify Metrics to Track Lead Management Results

1 Discussions

  • A Discussion of some Key Metrics

2 Videos

  • Weekly Introduction: Measuring Lead Management Success
  • Identifying Your Lead Management Success Metrics

3 Readings

  • Lesson Resources: Measuring Lead Management Success
  • Guide to the Top Metrics on HubSpot’s Traffic Analytics Tool
  • Guide to the Top Metrics on HubSpot’s Ads Campaign Dashboard

How to Report/Share Lead Management Results and Present them in HubSpot

    • 4 Videos
    • 1 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Graded Quiz: Measuring Lead Management Success in HubSpot

4 Videos

  • How to Report Lead Management Results
  • How to Create Lead Management Reports in HubSpot
  • How to Build a Lead Management Dashboard in HubSpot
  • Weekly Review: Measuring Lead Management Success

1 Readings

  • Lesson Resources: How to Report/Share Lead Management Results and Present them in HubSpot

Lead Management with Hubspot: Application

    • 3 Videos
    • 2 Readings
    • 1 PeerReview
Show info about module content

1 Peer Review

  • Project: Experience and Build a Lead Management Flow in HubSpot

3 Videos

  • Weekly Introduction: The Lead Management with HubSpot Project
  • Project Overview
  • Congratulations! You completed Lead Management with HubSpot!

2 Readings

  • Career Support Resources
  • How to Add Your Info to LinkedIn

Auto Summary

**Lead Management with HubSpot: Enhance Your Sales Strategy** This engaging course is designed to equip you with essential skills in lead management using HubSpot, a leading tool in the business and management domain. Guided by expert instructors from Coursera, you'll explore the critical role of lead management within the buyer’s journey and learn to create a robust lead management strategy. **Key Focus Areas:** - **Lead Management Importance:** Understand why managing leads is crucial for business success. - **Strategy Development:** Learn to audit, map out processes, and implement a sales and marketing SLA. - **Lead Organization:** Master the art of segmenting and qualifying leads within a structured framework. - **Lead Nurturing:** Develop skills to foster relationships with your leads through effective communication. - **Prioritization:** Assign values to leads for prioritized outreach and efficient team assignment. - **Metrics and Reporting:** Utilize HubSpot’s dashboard to track and report lead management outcomes. - **Practical Application:** Build a comprehensive lead management flow in HubSpot through hands-on exercises and projects. **Course Highlights:** - **Segmentation and Qualification:** Efficiently organize leads to streamline your sales process. - **Lead Scoring and Routing:** Prioritize and manage sales-qualified leads with precision. - **Email Campaigns:** Create and execute nurturing email campaigns to engage your leads. - **Performance Tracking:** Identify and track key metrics to measure lead management success. **Duration and Subscription:** The course offers a flexible learning schedule under Coursera's Starter subscription plan, allowing you to learn at your own pace. **Target Audience:** Whether you’re a newcomer to the sales field looking for an entry-level role or a seasoned sales representative aiming to refine your skills, this foundational course caters to all experience levels. No prior knowledge or background is required, making it accessible for anyone eager to jumpstart or advance their sales career. By the end of the course, you'll have gained the knowledge and practical experience to effectively manage leads using HubSpot, ensuring you can nurture and convert leads efficiently. Join us to transform your sales strategy and drive business success through expert lead management.

Rachel Sheldon
Instructor

Rachel Sheldon