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Lead Management in Salesforce

Approx. 32 hours to complete

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Course Summary

Learn how to effectively manage leads in Salesforce with this comprehensive course. Gain hands-on experience with lead qualification, lead nurturing, and lead conversion, while also learning how to use Salesforce tools to boost your lead management strategy.

Key Learning Points

Understand the importance of lead management and how it impacts your sales success
Learn how to qualify and nurture leads to increase conversions
Gain practical experience using Salesforce tools for effective lead management

Job Positions & Salaries of people who have taken this course might have

Salesforce Lead Manager
- USA: $95,000 - $115,000
- India: ₹1,500,000 - ₹2,000,000
- Spain: €40,000 - €60,000
Salesforce Sales Manager
- USA: $100,000 - $130,000
- India: ₹1,600,000 - ₹2,200,000
- Spain: €45,000 - €70,000
Salesforce Consultant
- USA: $80,000 - $120,000
- India: ₹1,200,000 - ₹2,400,000
- Spain: €30,000 - €50,000

Learning Outcomes

Understand the importance of effective lead management
Learn how to qualify and nurture leads for increased conversions
Gain hands-on experience using Salesforce tools for lead management

Prerequisites or good to have knowledge before taking this course

Basic understanding of Salesforce
Familiarity with sales processes

Course Difficulty Level

Intermediate

Course Format

Online
Self-paced
Hands-on

Similar Courses

Salesforce Sales Cloud Training
Salesforce Marketing Cloud Training

Related Education Paths

Notable People in This Field

CEO of Salesforce
Co-founder of Salesforce

Related Books

Description

The second course in the Salesforce Sales Operations Professional Certificate, Lead Management in Salesforce, is for anyone who is curious about entry level sales roles that require foundational skills in Salesforce, the sales operations specialist role specifically, and how to use tools in Salesforce to manage leads in a real world business setting.

This second course will give you a foundational understanding of how to help sales and marketing teams optimize the lead management process. Specifically, this course shows how a sales operations specialist would support a marketing associate and sales development representative to make the lead management more effective and efficient. You will learn the basics of data management, how to upload lead data into Salesforce, and then how to effectively train team members to manage leads using the different tools available in the Salesforce Sales Cloud. These are crucial skills for anyone interested in entry level sales jobs. For this course, it is recommended (but not required) that you have some background knowledge of sales and CRM, as well as an understanding of the basics of Salesforce platform navigation. If you're a total beginner with these concepts, you can still be successful in this course — however, it might require some additional work on your part. By enrolling in this course, you are taking the next step to kickstarting your career in Salesforce. Congratulations on continuing this exciting journey!

Knowledge

Demonstrate an in-depth knowledge of how sales teams work together during the lead process.
Differentiate between Salesforce objects, fields, and records as they relate to Salesforce data management.
Import data into Salesforce and manage communication with contacts and the qualification of leads.

Outline

Importing Data and Working with Leads
Introduction to the Course
The Sales Operations Specialist Role
Week 1 Introduction
The Everyday Tasks of a Marketing Associate
Salesforce Updates and Customization
What is Pathstream?
Additional Careers in Salesforce
Lead Management in Salesforce Course Syllabus
How to Be Successful in this Course
How to Use Discussion Forums
Get to Know Your Classmates
Why Importing Data and Working With Leads Matter
Sales Process Review
Marketing Associate Overview
Video Recap
How Does Salesforce Support a Marketing Associate's Responsibilities?
Using Salesforce to Organize Lead Data
Database Tables
Objects, Fields and Records in Salesforce
Create a Trailhead Account and Playground
A Note About Software Updates
Guided Project Navigation Tips
Salesforce Review
Week 1 Recap
The Role of a Marketing Associate
Saleforce for the Marketing Associate
Managing Leads in Salesforce

Organizing Leads, Campaigns, and Tasks
Week 2 Introduction
Why Organizing Leads, Campaigns and Tasks Matters
Why is it Important to Have All Your Data in One Place?
Guided Project Pre-Reading
Salesforce Review
Understanding Campaigns
Guided Project Pre-Reading
Salesforce Review
Week 2 Recap
Project Summary and Requirements
Set Up Your Developer Edition Org and Connect to Trailhead
Project Instructions
Organizing Lead Data Using Salesforce
Campaigns in Salesforce
Working with Campaigns in Salesforce

Managing and Qualifying Leads
Week 3 Introduction
The Everyday Tasks of an SDR
What Can SDRs Use Salesforce For?
Why Managing and Qualifying Leads Matter
Sales Development Representative (SDR) Review
Leads vs. Prospects
Video Recap
But How do SDRs Actually Generate and Qualify Leads?
How Does Salesforce Support an SDR's Work?
Why is Using Salesforce So Important for SDR?
Guided Project Pre-Reading
Salesforce Review
Guided Project Pre-Reading
Salesforce Review
Week 3 Recap
The Life of an SDR
Salesforce for SDRs
Logging Communications and Actions
Tracking Leads in Salesforce
Managing and Qualifying Leads

Enhancing Sales Productivity and Converting Leads
Week 4 Introduction
Lead Conversion
Course Recap
Congratulations!
Why Enhancing Sales Productivity Matters
Guided Project Pre-Reading
Salesforce Review
Sales Productivity
Why Lead Conversion Matters
Handing Off Prospects
Lead Conversion Overview
What Happens in Conversion?
Guided Project Pre-Reading
Salesforce Review
Week 4 Recap
Project Summary and Requirements
Project Instructions
Career Support Information
Preparing for the Job Search
Craft Your Personal Story
Want to Become a Salesforce Administrator?
Enhancing Email with Salesforce
Boosting Sales Productivity in Salesforce
Converting Leads
Enhancing Sales Productivity and Converting Leads

Summary of User Reviews

Read reviews from past students about Lead Management in Salesforce course on Coursera. Students have praised the course's practicality and usefulness in their day-to-day work. The course has an overall high rating from students.

Key Aspect Users Liked About This Course

Students found the course to be practical and useful for their job in lead management.

Pros from User Reviews

Great practical exercises that are applicable to real-world scenarios
Easy to follow and understand lessons
Instructors are knowledgeable and provide helpful insights

Cons from User Reviews

Some students found the pace to be too slow
The course may be too basic for those with more experience in Salesforce
The quizzes could be more challenging

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