Instructor for this course
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Building and managing a pipeline is the key to ensuring that all of your business development activities are worthwhile and efficient. This session takes a deep dive into what it means to manage a pipeline, the data we can pull from our pipeline and how to ensure making the most out of our business development opportunities.

The course explores how to determine the size and scope of your prospect list along with best practices to setting up a CRM.

Course Key Concepts: Pipeline Management, Business Development, Forecasting, CRM.

Learning Objectives

  • Explore and establish the number of prospects for your prospect list.
  • Identify and integrate the 3 types of prospects into a prospect list.
  • Explore and construct your CRM to manage your sales pipeline.
  • Discover and define the 5 sections most used in a CRM.
  • Discover and define how to use metrics from your CRM.
Last updated/reviewed: May 8, 2022

Prerequisites

Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  2:59Introduction and Objectives
  7:30Calculating Goals
  5:26Setting Up a CRM
  15:30Using a CRM
  8:31Understanding the Metrics
CONTINUOUS PLAY
  39:57Building and Managing a Pipeline
SUPPORTING MATERIAL
  PDFSlides: Building and Managing a Pipeline
  PDFBuilding and Managing a Pipeline Glossary/ Index
  PDFWorkbook: Building and Managing a Pipeline
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM