Sales and Customer Success
B2B Sales Strategy
Win complex business deals. Master account planning, stakeholder mapping, and long-cycle strategies for B2B selling.
USD 59
Customer Relationship Management (CRM)
Set up and run a CRM that tracks every lead and deal, keeps follow-ups on time and produces reports you can trust.
About this course
Manage customers like a pro. Learn to use CRM systems to track leads, automate follow-ups, and grow customer relationships.
What you will learn
- Choose a CRM platform using clear requirements and a structured trial
- Design contacts, companies, deals and pipeline stages with clear exit criteria
- Apply data standards that keep CRM records clean and compliant with data protection rules
- Log activities, notes and tasks so that no follow-up is missed
- Build automations, a lead scoring model, dashboards and a weighted forecast
- Plan team adoption and write sales playbooks that make the CRM part of daily work
Curriculum
Module 1CRM Fundamentals4 lessons
- 1What a CRM Does for Your Business Free preview
- 2Choosing the Right CRM Platform
- 3Contacts, Deals and Pipelines Explained
- 4Data Hygiene from Day One
- QModule quiz (4 questions)
Module 2Working the System4 lessons
- 5Logging Activities and Notes That Matter
- 6Pipeline Management Best Practices
- 7Tasks, Reminders and Follow-Up Discipline
- 8Email Integration and Templates
- QModule quiz (4 questions)
Module 3Automation and Reporting4 lessons
- 9Automating Repetitive Sales Steps
- 10Lead Scoring Basics
- 11Dashboards and Sales Reports
- 12Forecasting from CRM Data
- QModule quiz (4 questions)
Module 4CRM as a Growth Engine3 lessons
- 13Customer Segmentation for Upsells
- 14Team Adoption and Playbooks
- 15Course Project: Design Your CRM Workflow
- QModule quiz (4 questions)
PFinal project: Design Your CRM Workflow
Who this course is for
- Sales reps and account managers who want to work more effectively in a CRM
- Sales managers and business owners setting up or rescuing a CRM
- Administrators and operations staff responsible for sales data and reporting
Requirements
- A computer with an internet connection and a spreadsheet program
- Optional access to a CRM, or a free CRM plan or trial, to practise on
- A basic understanding of how your business finds and sells to customers
What is included
Written lessons
15 lessons, each with a practical exercise and key points to remember.
Module quizzes
A short quiz at the end of each module. Pass mark 70%, and you can retake it.
Final project
Design Your CRM Workflow. A practical brief with steps and a way to check your own work.
Certificate
A certificate of completion from EMFAD Courses with a unique code anyone can verify.
How the certificate works
Complete every lesson and pass every module quiz with 70% or more. Your certificate then appears in your learner area, ready to print or save as PDF. It shows your name, the course title, the completion date and a unique code. It is a certificate of completion from EMFAD Courses, not an accredited qualification.
More in Sales and Customer Success
All →Sales and Customer Success
Building a High-Performing Sales Team
Lead a winning sales team. Learn hiring, coaching, targets, and incentives to build and manage top-performing salespeople.
USD 69
Sales and Customer Success
Cold Calling and Outreach Mastery
Turn cold contacts into warm leads. Master scripts, tone, and follow-up to book meetings through calls, email, and social.
USD 59