Develop Lead Tracking

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

• 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

• Basic familiarity with the topic and its common terminology
• Readiness to practice through applied exercises or case-based work