Lead Generation and Sales Pipeline Training Course

Name: Lead Generation and Sales Pipeline Management Training Course
Availability: InStock

Build a controlled B2B lead lifecycle from target-account research through qualification, routing, pipeline review, and forecasting.

Lead Generation and Sales Pipeline Training Course

At a glance

Duration: 1 Week
Format: Classroom
Cities: Nairobi, Dubai, Tokyo, Cairo, Barcelona, Tashkent and more
Next session: 8 – 12 November 2026, Nairobi
Average fee: 5,750 €

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Lead Generation and Sales Pipeline Management Training Course

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Overview

Lead Generation and Sales Pipeline Management Training Course is a one-week intermediate course for B2B sales, marketing, business development, and revenue operations teams who leave with a Lead Generation and Pipeline Operating Playbook. Participants connect ideal customer profile design, permission-based sales prospecting, lead qualification and scoring, CRM pipeline stage governance, and sales pipeline forecasting to controlled revenue decisions. The course replaces fragmented handoffs and inconsistent records with a shared operating cadence. Agile Leaders Training Center presents lead lifecycle management practice.

Who Should Attend

Functions responsible for defining target accounts and researching buying organizations
Teams responsible for inbound and outbound lead capture, enrichment, and nurture
Functions responsible for qualification, scoring, routing, and sales acceptance
Teams responsible for CRM opportunity stages, pipeline hygiene, and forecasting
Functions responsible for sales-marketing alignment, conversion analysis, and revenue operations

The course assumes participants manage prospects, campaigns, opportunities, or CRM records at work, and it leaves out basic selling skills, paid-media execution, and software administration.

Departments and Industries

The course supports departments and industries that generate, qualify, convert, and forecast business demand.

B2B technology, professional services, industrial, and energy sales organizations
Marketing, demand generation, growth, and campaign operations departments
Sales, business development, account development, and channel teams
Revenue operations, CRM governance, analytics, and commercial planning functions
Customer success and service teams that identify expansion opportunities

Learning Objectives

By the end of this course, participants will be able to:

Build ideal customer profiles and target-account criteria
Apply permission-based prospecting and lead-capture controls
Analyze fit, intent, qualification, and scoring evidence
Design routing, acceptance, and sales-marketing handoff rules
Evaluate pipeline quality, aging, conversion, and coverage
Use stage evidence to build a sales forecast

Course Agenda

Day 1: Define the Target Market

Ideal Customer Profile Design Canvas
Buying Committee and Influence Map
Total Addressable Account Selection Matrix
Firmographic, Technographic, and Intent Data Plan
Target-Account Research and Data-Quality Checklist

Day 2: Generate and Capture Leads

Permission-Based Prospecting Workflow
Inbound and Outbound Source Portfolio Map
Lead Capture and Consent Record Standard
Account and Contact Enrichment Procedure
Prospecting Sequence and Touchpoint Log

Day 3: Qualify, Score, and Route

Fit, Need, Authority, and Timing Qualification Matrix
Behavioral Intent and Engagement Scoring Model
Marketing-Qualified and Sales-Accepted Lead Criteria
Territory, Capacity, and Account-Ownership Routing Rules
Lead Recycle, Disqualification, and Audit-Trail Method

Day 4: Govern the Sales Pipeline

Opportunity Stage Entry and Exit Criteria
CRM Pipeline Hygiene and Required-Field Checklist
Pipeline Aging, Velocity, and Conversion Dashboard
Coverage, Weighted Value, and Forecast Calculation Sheet
Sales-Marketing Handoff and Review Cadence

Day 5: Practice Pipeline Decisions

Suggested Exercise: Rank Target Accounts and Buying Roles
Suggested Exercise: Qualify and Score a Mixed Lead Queue
Suggested Exercise: Route, Accept, and Recycle Lead Records
Suggested Exercise: Diagnose Pipeline Leakage and Forecast Risk
Capstone Exercise: Complete the Lead Generation and Pipeline Operating Playbook

Practical Exercises

The course uses suggested activities to turn prospect and opportunity evidence into controlled revenue decisions.

Suggested activity: build an ideal customer profile and rank accounts against fit and intent criteria.
Suggested activity: apply qualification, scoring, routing, and recycle rules to a mixed lead queue.
Suggested activity: audit opportunity records against stage evidence, aging, and required fields.
Suggested activity: defend a forecast using conversion, coverage, velocity, and deal-level evidence.

FAQs

Who suits lead generation and sales pipeline management training, and what does it assume?

B2B sales, marketing, business development, account development, and revenue operations teams suit the course. It assumes participants work with prospects, campaigns, opportunities, or CRM data.

How does sales pipeline management differ from general selling skills training?

Sales pipeline management governs records, stages, qualification, routing, conversion, aging, coverage, and forecasting. General selling skills training concentrates on conversations, discovery, presenting value, objection handling, negotiation, and closing behavior.

What makes an effective lead qualification model?

An effective lead qualification model combines account fit, business need, buyer authority, timing, engagement, and evidence quality. It also defines acceptance, disqualification, recycle, ownership, and audit rules.

How should sales pipeline stages be governed?

Sales pipeline stages should use observable entry and exit criteria, required evidence, ownership, next actions, aging limits, and review routines. Stage movement should reflect buyer progress rather than seller optimism.

How is a sales pipeline forecast built?

A sales pipeline forecast combines stage evidence, deal value, probability, timing, historical conversion, aging, coverage, risks, and committed next steps. Teams challenge unsupported assumptions and keep forecast categories consistent.

Conclusion

Participants take back a Lead Generation and Pipeline Operating Playbook linking target accounts, prospecting, qualification, scoring, routing, stages, measures, and forecasts. It changes disconnected lead activity into one traceable commercial workflow. Teams can update the playbook as markets, channels, capacity, and conversion evidence change.

credits: 5 credit per day

Course Mode: full-time

Provider: Agile Leaders Training Center

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Showing 41-60 of 76 events

Location	Dates	Duration	Mode	Price
Paris	Week 20, 2027 17 – 21 May 2027	1 Week	Onsite	€5,700
San Diego	Week 20, 2027 17 – 21 May 2027	1 Week	Onsite	€14,000
Madrid	Week 21, 2027 24 – 28 May 2027	1 Week	Onsite	€5,700
London	Week 22, 2027 31 May – 4 June 2027	1 Week	Onsite	€5,700
Vienna	Week 22, 2027 31 May – 4 June 2027	1 Week	Onsite	€5,700
Zoom	Week 23, 2027 7 – 11 June 2027	1 Week	Online	€1,500
Manama	Week 23, 2027 13 – 17 June 2027	1 Week	Onsite	€4,700
Istanbul	Week 25, 2027 21 – 25 June 2027	1 Week	Onsite	€4,500
Jakarta	Week 25, 2027 21 – 25 June 2027	1 Week	Onsite	€5,700
Berlin	Week 26, 2027 28 June – 2 July 2027	1 Week	Onsite	€5,700
Abu Dhabi	Week 27, 2027 5 – 9 July 2027	1 Week	Onsite	€4,700
Kuwait	Week 27, 2027 11 – 15 July 2027	1 Week	Onsite	€5,500
Prague	Week 29, 2027 19 – 23 July 2027	1 Week	Onsite	€6,000
Doha	Week 29, 2027 25 – 29 July 2027	1 Week	Onsite	€5,500
Bangkok	Week 30, 2027 1 – 5 August 2027	1 Week	Onsite	€6,000
Toronto	Week 31, 2027 8 – 12 August 2027	1 Week	Onsite	€12,000
Dubai	Week 32, 2027 9 – 13 August 2027	1 Week	Onsite	€4,500
Tbilisi	Week 32, 2027 9 – 13 August 2027	1 Week	Onsite	€5,000
Milan	Week 33, 2027 16 – 20 August 2027	1 Week	Onsite	€5,700
Accra	Week 33, 2027 22 – 26 August 2027	1 Week	Onsite	€4,100

Frequently asked questions

What does this course cover?

OverviewLead Generation and Sales Pipeline Management Training Course is a one-week intermediate course for B2B sales, marketing, business development, and revenue operations teams who leave with a Lead Generation and Pipeline Operating Playbook. Participants connect ideal customer profile design, permission-based sales prospecting, lead qualification and…

Are training dates available?

Yes. Available dates and destinations are listed in the course dates section on this page.

How can I register?

Choose an available date on this page and complete the registration form, or send a programme enquiry.

Can I download the course brochure?

Yes. Use the brochure download link provided on this page.

Lead Generation and Sales Pipeline Training Course