How to Generate and Maintain a Healthy Sales Pipeline

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How to Generate and Maintain a Healthy Sales Pipeline

This course is part of Sales Excellence Specialization

Instructor: Jean Barnard

4,325 already enrolled

Included with

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3 modules

Gain insight into a topic and learn the fundamentals.

34 reviews

Beginner level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

3 modules

Gain insight into a topic and learn the fundamentals.

34 reviews

Beginner level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

What you'll learn

Develop strategies for generating leads and nurturing them through the sales pipeline.
Master techniques for effective sales prospecting, including social selling and cold calling.
Analyze the importance of CRM and sales automation tools in managing the sales pipeline.
Understand and use key metrics to maintain the health of their sales pipeline.

Skills you'll gain

Tools you'll learn

Customer Relationship Management (CRM) Software

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

4 assignments

Taught in English

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This course is part of the Sales Excellence Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

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There are 3 modules in this course

Did you know that 68% of companies identify sales pipeline management as a critical component of their sales process success? Dive into the world of sales with our course designed to transform your approach to generating and nurturing leads. This short course was created to help sales professionals, business owners, and anyone interested in mastering sales strategies accomplish the art of building and managing a healthy sales pipeline for improved lead generation, deal closure rates, and customer retention.

By completing this course, you'll be able to develop and implement strategies to nurture leads effectively, utilize CRM and sales automation tools to streamline your sales processes, and maintain a robust sales pipeline to ensure continuous growth and success in your sales endeavors. More specifically, in this 3-hour-long course, you will learn how to: - develop strategies for nurturing leads through the pipeline, - analyze the importance of CRM and sales automation tools in managing the sales pipeline - use strategies to maintain the health of the pipeline. This project is unique because it offers practical insights and strategies, drawn from successful case studies and the latest sales technologies, to help you stay ahead in the competitive sales landscape. In order to be successful in this project, you will need no prior knowledge, making it accessible to anyone interested in improving their sales skills.

This course focuses on the critical skills required to manage sales pipelines effectively. Under the guidance of seasoned sales expert Jean Barnard, you will learn to develop strategies for nurturing leads and utilizing CRM and sales automation tools. By the end of the course, you will be equipped with actionable strategies to improve lead generation, deal closure, and overall sales performance. This module provides techniques for engaging with prospects consistently to maintain a healthy sales pipeline. Learn how to keep leads warm and move them through the sales process effectively.

What's included

3 videos3 readings1 assignment

3 videos Total 20 minutes

Introduction to the Course and Instructor 3 minutes
Everyone Wants to Buy – No-one Wants to be Sold 8 minutes
Unlocking Sales Prospecting: The Power of Social Selling 9 minutes

3 readings Total 30 minutes

Course Overview 10 minutes
How to Use Email and Telephone 10 minutes
Planning to Succeed 10 minutes

1 assignment Total 9 minutes

Practice Quiz 1 9 minutes

Learn strategies for nurturing leads and maintaining the health of your sales pipeline. This lesson emphasizes the importance of the initial input into the sales funnel and how it impacts overall sales success.

What's included

3 videos2 readings1 assignment

3 videos Total 17 minutes

From Cold to Gold: Research Techniques for Warmer Calls 5 minutes
Own Your Success: Boosting Your Lead Generation Game 6 minutes
The High Cost of Unqualified Deals: Time and Money Lost 6 minutes

2 readings Total 20 minutes

Finding Leads 10 minutes
How Many Sales Folk Fall at the First Hurdle? 10 minutes

1 assignment Total 9 minutes

Practice Quiz 2 9 minutes

This lesson introduces CRM systems and their role in enhancing efficiency in managing customer interactions and sales data. Learn how to utilize CRM tools to streamline your sales processes, automate routine tasks, and focus more on closing deals.

What's included

3 videos3 readings2 assignments

3 videos Total 14 minutes

CRM = Customer Relations Management 5 minutes
CRM Tools Unveiled: Boosting Efficiency and Engagement 5 minutes
Forecasting the Future: Tools for Management and Finance 5 minutes

3 readings Total 30 minutes

Nurturing a Client 10 minutes
CRM Tips and Traps 10 minutes
CRM Tools and Their Value 10 minutes

2 assignments Total 27 minutes

Practice Quiz 3 9 minutes
Graded Quiz 18 minutes

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Instructor

Instructor ratings

(9 ratings)

Jean Barnard

Coursera

3 Courses 31,437 learners

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Reviewed on Feb 25, 2025

The instructor was so easy to follow. I loved this

Reviewed on May 12, 2025

Such a great course to take. Very interesting! I learnt a lot of things I wish I had learnt before.

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Frequently asked questions

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.