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: March 19, 2024
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 .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction and Objectives2:59
  Calculating Goals7:30
  Setting Up a CRM5:25
  Using a CRM15:30
  Understanding the Metrics8:41
CONTINUOUS PLAY
  Building and Managing a Pipeline39:57
SUPPORTING MATERIAL
  Slides: Building and Managing a PipelinePDF
  Building and Managing a Pipeline Glossary/ IndexPDF
  Workbook: Building and Managing a PipelinePDF
REVIEW AND TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam