Course Code: SM-04
Goal: Develop a systematic approach to lead management, nurturing, and conversion into qualified sales projects within CUBE.

Session Overview

Duration: 1 Hour
Format: Instructor-led (via Microsoft Teams or in-person)
Level: Introductory to Intermediate (Ideal for sales representatives, SDRs, and marketing support roles)

Resources Provided:

• Lead Management Quick Start Guide
• Lead Import Template
• Lead Nurturing and Tracking Cheat Sheet
• Lead-to-Project Conversion Checklist

Learning Objectives

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

• Create, edit, import, and delete sales leads within CUBE.
• Apply best practices for nurturing leads through engagement stages.
• Convert qualified leads into formal Sales Projects ready for estimating and opportunity management.

Session Agenda

SM4.1 Creating, Editing, Importing, and Deleting Leads

• Manually creating a new lead record.
• Updating lead status, interest levels, and touchpoint notes.
• Mass importing leads from marketing or event lists.
• Deleting or archiving cold or disqualified leads responsibly.

SM4.2 Best Practices for Lead Nurturing

• Defining lead statuses:
• New
• Contacted
• Qualified
• Nurturing
• Disqualified
• Building consistent communication cadences.
• Capturing notes, meeting logs, and next steps.
• Setting reminders and follow-up tasks in CUBE.

SM4.3 Converting a Qualified Lead into a Sales Project

• Identifying the qualification triggers (budget, timeline, decision-maker alignment).
• Converting lead records directly into opportunities/sales projects.
• Automatically linking contacts, sites, and notes to the new opportunity.
• Updating lead conversion reporting for pipeline forecasting.

Hands-On Preview (Optional if time allows)

• Create and update a sample lead.
• Simulate nurturing touchpoints.
• Convert the lead into a Sales Project.

Post-Session Action Items

• Review open leads and update statuses for accurate pipeline forecasting.
• Identify top 5 nurture priority leads.
• Standardize lead-to-project conversion practices across the team.

Note: When scheduling, make sure to include this session code: SM-04

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