Develop Lead Tracking

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Develop Lead Tracking

This course is part of B2B Sales Foundations: Pipeline, Process & Communication Specialization

Instructor: ansrsource instructors

2 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

2 hours to complete

Flexible schedule

Learn at your own pace

2 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

2 hours to complete

Flexible schedule

Learn at your own pace

What you'll learn

Track leads through standard CRM stages and understand their impact on sales alignment, prioritization, and timing
Create leads, document sales context, and assign follow-up tasks in a sandbox CRM using real-world workflows
Maintain clean, consistent lead data that supports AI-powered insights and drives smarter B2B negotiations

Details to know

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Build your subject-matter expertise

This course is part of the B2B Sales Foundations: Pipeline, Process & Communication 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 2 modules in this course

Accurate lead tracking is the foundation of effective B2B sales, reliable forecasting, and AI-driven decision-making. Yet many sales teams struggle not because they lack tools—but because lead data is inconsistent, unclear, or poorly maintained.

In this course, you will develop practical CRM lead-tracking skills used by modern B2B sales and revenue operations teams. You will begin by understanding how leads move through standard CRM stages and why those stages matter for sales alignment, prioritization, and negotiation timing. You will then apply this knowledge in a sandbox CRM by creating leads, documenting sales context, and assigning follow-up tasks that mirror real-world workflows. Designed for intermediate to advanced professionals, this course emphasizes clarity, consistency, and professional judgment—not just clicks in a tool. You are required to have basic familiarity with B2B sales processes and prior exposure to CRM tools such as Salesforce or HubSpot. By the end of the course, you can confidently track leads in a CRM, support AI-powered insights, and demonstrate day-one readiness for B2B sales environments where clean data drives smarter negotiations and stronger results.

In this lesson, you will build a clear mental model of how leads progress through a CRM—from initial capture to sales qualification. Through short videos, focused readings, and guided reflection, you will examine why accurate lead stages matter for sales execution, forecasting, and AI-supported decision-making. By the end of the lesson, you will understand lead tracking as a structured system that drives visibility, timing, and credibility in B2B sales workflows.

What's included

1 video1 reading1 assignment

In this lesson, you will move from conceptual understanding to hands-on execution. Through demonstrations, guided reflection, and applied practice, you will create and manage lead records in a sandbox CRM—entering leads, documenting sales context, and scheduling follow-ups that mirror real B2B sales workflows. The focus is on disciplined CRM habits that signal ownership, support negotiation readiness engagement readiness, and maintain clean data for forecasting and AI-driven insights.

What's included

3 videos1 reading2 assignments

3 videos Total 18 minutes

From Theory to Action: Working Inside a CRM 8 minutes
Entering a Lead, Adding Notes, and Scheduling Follow-Ups 5 minutes
Congratulations & Confident Lead Tracking 4 minutes

1 reading Total 7 minutes

Creating and Managing Leads in a Sandbox CRM 7 minutes

2 assignments Total 35 minutes

Hands-On Learning: Build and Track Two Leads 15 minutes
Graded Assessment: Lead Tracking in Practice 20 minutes

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Instructor

ansrsource instructors

Coursera

140 Courses 6,657 learners

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