The Optimal Flowlearn
GTM & sales
Pipedrive

Pipedrive for everyday sales work

Learn to organise contacts, opportunities and activities in Pipedrive to follow your sales process while keeping the context and next action clear.

Introductory8 h · 4 × 2 hSpanish & English
Contact

Find your starting point

A good fit when you want to keep the Pipedrive pipeline current and turn follow-up on each deal into a clear activity.

Another option to consider

CRM administrationIf you need to define CRM stages, fields and data quality agreements, choose the administration programme.
Hours and sessions
8 hours live · 4 sessions of 2 h.
Group size
Up to 12 participants per trainer as a reference, adjusted to the practice and feedback.

What you will learn

  1. 01

    Create and update contacts and deals with the necessary context and data.

  2. 02

    Review the pipeline and update a deal's stage within the agreed sales process.

  3. 03

    Schedule the next activity with an owner and date, and record the follow-up outcome.

A proposed programme

You will work on a fictional B2B opportunity, from recording it to following up on a proposal. The aim is for someone else on the team to find the context, understand the deal's stage and know which action comes next.

We adapt the selection and depth of the modules to the group's starting point and goals.

01

Record sales context

Contacts, organisations and deals with shared data quality criteria.

You will work on

  • Search for the contact and company before creating records; link the person to their organisation.
  • Record a deal for a qualified opportunity, with an owner and a brief note on the need and context.
Practice
Prepare the Norte Demo opportunity: link Ana Martín to her company and record which service they need and who owns the deal.
How you will check it
The deal brings together the person, company, owner and need. Someone else can find the correct contact and understand the opportunity.
02

Work with the pipeline

Stages, filters and opportunity reviews aligned with your sales process.

You will work on

  • Explore the prepared pipeline stages and justify the stage using what has actually happened.
  • Move the deal to “Proposal sent” after recording that event, keeping it open.
  • Use a filter for the owner's open deals and review which opportunities need follow-up.
Practice
Place the Norte Demo deal at the proposal stage and find it again in the exercise's follow-up view.
How you will check it
The stage matches the sales situation and the deal remains open: sending a proposal does not mean winning the sale.
03

Manage activities

Next actions, notes and information updates after each interaction.

You will work on

  • Schedule an activity linked to the deal with an owner, date and clear objective.
  • Record the outcome of an interaction, mark the activity as done and prepare the next action.
  • Review an open opportunity with no pending activity and decide how to resume follow-up.
Practice
Prepare a call to review the proposal, simulate its outcome and document the next step.
How you will check it
The history and next action are distinct. Whoever continues knows what to do, with whom and when, and can find the activity in the correct deal.

A sent proposal needs a next step.

Teaching example

Suggested practice: document a sample deal, simulate a change in its situation and review its next activity. We check what information is missing and whether the team's next step is clear; we use your pipeline or a prepared one.

Fictional classroom case. Norte Demo has received a proposal for a B2B service. Ana Martín is the contact and Marina owns the deal. The pipeline and practice records are already prepared.

Starting point
The proposal is recorded and the deal is still open, but there is no pending activity. A note saying “Follow up” does not say who will call or when.
First attempt
The previous call is marked as done and “Proposal sent” is added. The history improves, but the opportunity still has no next activity.
What we review
The trainer asks participants to separate what has happened from what remains. They agree on a call with Ana to address questions and check that it is linked to the deal, with Marina as the owner and a date.
Result
The deal stays open at “Proposal sent”, with updated context and a pending call for Friday at 10:00. Someone else can find the opportunity and understand the next step.
Pipedrive

Classroom illustration with a prepared pipeline.

DealOpen

B2B service · Norte Demo

Person
Ana Martín
Organisation
Norte Demo

Practice pipeline

  1. Need confirmed
  2. Proposal sent
  3. Decision

Before review

Proposal recorded, follow-up still undefined.

Last activity
Previous call · done
Next activity
Not scheduled

After review

Next action prepared in the same deal.

Next activity
Call Ana to address questions about the proposal
Owner
Marina
Date
Friday · 10:00

Before calling it complete

  • The person and company are linked to the correct deal.
  • The stage reflects the sent proposal and the deal remains open.
  • The next activity has an objective, owner and date; the previous call appears in the history.

Four sessions to put it into practice.

Reference edition · 8 h live

Reference edition: 8 live hours across 4 sessions of 2 hours. We adapt the order and examples to the group's sales process. Practice takes place during the sessions; any additional preparation is agreed before starting.

  1. Session 12 h

    Record an opportunity with context

    Find the contacts, link person and company and document the need behind a qualified opportunity.

    By the end

    A deal with a contact, organisation, owner and a useful note for the team.

  2. Session 22 h

    Place it in the pipeline

    Work with existing stages, distinguish progress from closure and find deals using filters.

    By the end

    An open opportunity at the stage justified by the proposal being sent.

  3. Session 32 h

    Prepare the follow-up

    Schedule activities linked to the deal, record outcomes and review opportunities with no next action.

    By the end

    A call with an objective, owner and date, alongside the conversation history.

  4. Session 42 h

    Complete and review the whole case

    Simulate a change in circumstances, update the deal and hand over the follow-up using the trainer's feedback.

    By the end

    A deal someone else can pick up with its context and next step checked.

If your team needs to go further

  • Designing pipelines, defining fields and permissions or migrating data requires a separate scope; this edition uses a prepared setup.
  • Automating processes, connecting other tools or building custom reports is quoted as a separate extension.

Learn with someone who works with Pipedrive.

Juan Pedro Belmonte

Juan Pedro Belmonte

GTM consultant

Over four years of experience developing sales strategies, CRM and lead generation. He has worked with companies across sizes and industries.

Juan Pedro is the planned trainer for this programme. Dates, language and his availability are confirmed when the edition is agreed.

Once you have a foundation, go further.

Extensions with their own scope, agreed separately from the initial training.

Continuation · 12 h

From opportunity to a B2B proposal

Go deeper into customer fit, discovery, proposals and the marketing–sales handoff. One shared case file connects the practice, adapted to the sales working medium and tools your team uses.

View programme →

With guidance, practice and support.

Each delivery includes working materials, feedback on practical work and assessment against the agreed objectives.

See materials, support and terms

Materials you can keep

Downloadable, versioned guides, exercises and review criteria for internal use.

To prepare and complete the delivery

A short recommendation, an editable communications kit and a group learning report.

TOF’s own certificate

A certificate of achievement after the agreed assessment. It is not a vendor certification.

A month of email support

On the content covered, up to two accumulated hours for the whole group.

Your team carries out the practice. Implementation services are agreed separately. See the scope →

Pipedrive Authorized Partner

Pipedrive Authorized Partner

We are a Pipedrive Authorized Partner. Our experience with sales stages, ownership and data brings practical context to using the CRM.

Our experience with Pipedrive ↗

The partnership belongs to The Optimal Flow. Learn’s certificate is issued by TOF; it is not a vendor certification.

Keep learning

Other options for the task you want to work on. Each link explains what that programme adds.

GTM & sales

Sales with technology and AI

To prepare meetings and follow-ups with AI while retaining the agreements and context of each deal.

View course

What does your
team need to learn?

Tell us what you want to work on, how many people would take part and where you are based. We will prepare a proposal with scope, sessions and a budget.

Contact

Would you like to ask about FUNDAE?

We check eligibility for each company and edition, subject to requirements and available training credit in Spain. Funding is neither automatic nor guaranteed. Official FUNDAE information ↗

Discuss eligibility
The Optimal FlowlearnPipedrive

Pipedrive for everyday sales work

Learn to organise contacts, opportunities and activities in Pipedrive to follow your sales process while keeping the context and next action clear.

8 live hours4 sessions of 2 hoursIn Spanish or English

Reference edition: 8 live hours across 4 sessions of 2 hours. We adapt the order and examples to the group's sales process. Practice takes place during the sessions; any additional preparation is agreed before starting.

Who it is for

Sales teams and people managing opportunities in Pipedrive who want consistent everyday use, from preparation through to sales follow-up.

By the end you will be able to

  • Create and update contacts and deals with the necessary context and data.
  • Review the pipeline and update a deal's stage within the agreed sales process.
  • Schedule the next activity with an owner and date, and record the follow-up outcome.

Four sessions to put it into practice

  1. Session 1 · 2 h

    Record an opportunity with context

    Result: A deal with a contact, organisation, owner and a useful note for the team.

  2. Session 2 · 2 h

    Place it in the pipeline

    Result: An open opportunity at the stage justified by the proposal being sent.

  3. Session 3 · 2 h

    Prepare the follow-up

    Result: A call with an objective, owner and date, alongside the conversation history.

  4. Session 4 · 2 h

    Complete and review the whole case

    Result: A deal someone else can pick up with its context and next step checked.

Before we begin

A Pipedrive account and access to the practice environment, with a sales process as a reference. Exercises use the available permissions and features; administering stages or fields is not required.

We will use fictional contacts and a preconfigured pipeline. Before starting, we check that each participant can view and update the contacts, deals and activities used in the exercise.

Your trainer

Juan Pedro Belmonte
GTM consultant

Over four years of experience developing sales strategies, CRM and lead generation. He has worked with companies across sizes and industries.

Juan Pedro is the planned trainer for this programme. Dates, language and his availability are confirmed when the edition is agreed.

Course online · theoptimalflow.com/en/learn/courses/pipedrive-sales-workinfo@theoptimalflow.comVersion 1 · Document reviewed: 13 October 2026
The Optimal FlowlearnPipedrive for everyday sales work

What we will work on

Record sales context

  • Search for the contact and company before creating records; link the person to their organisation.
  • Record a deal for a qualified opportunity, with an owner and a brief note on the need and context.

Practice: Prepare the Norte Demo opportunity: link Ana Martín to her company and record which service they need and who owns the deal.

Work with the pipeline

  • Explore the prepared pipeline stages and justify the stage using what has actually happened.
  • Move the deal to “Proposal sent” after recording that event, keeping it open.
  • Use a filter for the owner's open deals and review which opportunities need follow-up.

Practice: Place the Norte Demo deal at the proposal stage and find it again in the exercise's follow-up view.

Manage activities

  • Schedule an activity linked to the deal with an owner, date and clear objective.
  • Record the outcome of an interaction, mark the activity as done and prepare the next action.
  • Review an open opportunity with no pending activity and decide how to resume follow-up.

Practice: Prepare a call to review the proposal, simulate its outcome and document the next step.

A fictional classroom case

A sent proposal needs a next step.

Fictional classroom case. Norte Demo has received a proposal for a B2B service. Ana Martín is the contact and Marina owns the deal. The pipeline and practice records are already prepared.

By the end of the exercise: The deal stays open at “Proposal sent”, with updated context and a pending call for Friday at 10:00. Someone else can find the opportunity and understand the next step.

Extensions agreed separately. Designing pipelines, defining fields and permissions or migrating data requires a separate scope; this edition uses a prepared setup. Automating processes, connecting other tools or building custom reports is quoted as a separate extension.

What accompanies the programme

  • A downloadable, versioned guide, exercises and review criteria; keep a copy for internal use.
  • A short recommendation, editable kit and group learning report. Responsibilities, a prior access check, handover and recipients are agreed for each delivery.
  • TOF’s own certificate of achievement after passing the agreed assessment. It is not a vendor certification.
  • Email support on the content covered for one calendar month after the last session. A maximum of two accumulated hours for the whole group, with a response time of up to two working days.

Clients provide licences unless expressly agreed otherwise. Recordings are agreed in advance. Implementation, work carried out independently by TOF, production deployment and ongoing maintenance are quoted separately. Delivery link access is agreed per delivery. Later updates and specific support require agreement. Structured documents and text alternatives; participation needs reviewed before starting.

Full format and terms → theoptimalflow.com/en/learn/how-we-teach
Course online · theoptimalflow.com/en/learn/courses/pipedrive-sales-workinfo@theoptimalflow.comVersion 1 · Document reviewed: 13 October 2026