Effective Pipeline Generation | Global Sales University

Foundation of Revenue

Build a Predictable Sales Pipeline

A strong pipeline is the foundation of revenue. Learn to generate high-quality leads, define your ICP, and maintain a healthy funnel that supports consistent growth.

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Why Pipeline Management Matters

Without a steady flow of qualified opportunities, even the best sales strategies fail. This course gives you the structure to win.

Precision Targeting

Stop wasting time on bad leads. Learn to define a clear Ideal Customer Profile (ICP) and focus only on prospects with high buying intent.

Forecasting Discipline

Prevent bloated pipelines. Master the weekly review process to identify drop-off points and keep your revenue forecasts accurate.

Consistent Growth

Move from "feast or famine" to predictable revenue. Apply proven methods to generate qualified top-of-funnel opportunities consistently.

What You Will Learn

By the end of this course, you will be able to manage your leads as they move from one stage to another with confidence.

Distinguish between a general Sales Process and a healthy Sales Pipeline.

Generate qualified opportunities at the top of the funnel consistently.

Define and refine your Ideal Customer Profile (ICP) for better targeting.

Conduct structured weekly pipeline reviews to improve decision-making.

Identify fake or bloated opportunities and recalibrate funnel stages.

Use sales enablement content to move deals forward effectively.

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Program Details

Course Structure

1 How to Find High-Quality Leads

Practical ways to identify and attract leads that are more likely to convert. You will learn where to find them, how to qualify them early, and what signals indicate strong buying potential.

2 Lead vs. Prospect: Understanding the Difference

Understand the key distinction between someone who shows general interest (a lead) and someone who fits your ICP with real intent to buy (a prospect). This helps you focus your time where it matters.

3 What Is a Sales Pipeline?

A simple breakdown of the stages buyers pass through from first contact to closing. Understand how a pipeline organizes your opportunities and gives you full visibility into your sales process.

4 How to Build a Sales Pipeline

A step-by-step guide to creating a structured pipeline: defining stages, setting criteria, adding opportunities, and aligning your team around a predictable flow of deals.

5 What Is Sales Pipeline Management?

Learn how to track, measure, update, and maintain your pipeline daily or weekly. Pipeline management drives consistency, accuracy, and better forecasting.

6 Best Practices for Pipeline Management

Master the habits that keep your pipeline healthy: regular reviews, clear stage definitions, proper qualification, removing dead deals, and using insights to improve conversions.

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About Global Sales University

Founded by Africa's leading sales training company, SalesRuby Limited, GSU is designed to close the skills gap in modern selling.

Our Mission

To provide world-class, structured sales training that helps businesses approach revenue growth strategically.

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"Our programs blend self-paced online workshops with interactive features like role-plays and assignments."

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Join thousands of sales professionals mastering the art of pipeline generation.

Effective Pipeline Generation

6 Comprehensive Modules
Pipeline Templates
Mobile & Desktop Access
Certificate of Completion

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