Salesforce for Prospecting and Lead Management

Course Overview

Learn how to use Salesforce to manage prospects, organize lead information, and build a consistent process for moving potential customers toward a sales opportunity. This hands-on workshop focuses on lead management, qualification, follow-up, and converting qualified leads into accounts, contacts, and opportunities.

What You’ll Learn

• Understand the role of Leads in Salesforce.

• Create and maintain accurate lead records.

• Capture and organize prospect information.

• Identify and prioritize promising leads.

• Use lead statuses to track prospecting progress.

• Manage lead follow-up activities.

• Qualify leads using consistent criteria.

• Convert qualified leads into accounts, contacts, and opportunities.

• Avoid common lead-management mistakes.

• Use Salesforce to support a more organized prospecting process.

What’s Included

• Three hours of live, instructor-led training.

• Hands-on exercises in a dedicated Salesforce practice environment.

• Realistic prospecting and lead-management scenarios.

• Opportunities to apply the concepts directly in Salesforce.

• Time for questions and instructor feedback.

Who Should Attend?

This course is designed for sales representatives, business development representatives, account executives, and other sales professionals who are responsible for prospecting, qualifying leads, and developing new business.

Prerequisites

Participants should have a basic understanding of Salesforce navigation and familiarity with the general purpose of leads, accounts, contacts, and opportunities.

Course Details

• Class Code: SFT-SR-105

• Duration: 3 hours

• Format: Live, instructor-led workshop

• Practice Environment: Participants may use either a dedicated Salesforce practice environment or their own Salesforce environment.

• Course Focus: Lead management, prospecting, lead qualification, follow-up, and lead conversion.

Important: The instructor will deliver the workshop using a dedicated Salesforce practice environment. If you choose to use your own Salesforce environment, your configuration, available features, page layouts, fields, reports, dashboards, and overall experience may differ from those demonstrated by the instructor. We cannot guarantee that every exercise or demonstration will work identically in your organization’s environment.

If your Salesforce environment is highly customized, you may wish to consider private training tailored specifically to your organization’s configuration, sales process, and lead-management practices.

Delivery

For individuals and small groups: Virtual, live instructor-led training.

For private groups of five or more: Please inquire about arranging a private class. Depending on needs and location, private training may be virtual, in person, or on-site.

Course Provider

This course is developed and delivered by The Salesforce Trainers, a team of experienced sales and Salesforce professionals specializing in Salesforce adoption, sales leadership, training, and change management.