Role-Based Programme
RB0799

Make.com for Sales & Business Development

Integrated Lead Automation, Opportunity Workflows & AI-Assisted Sales Operations

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Duration
16 Hours
Level
Intermediate
Delivery
Instructor-Led
Format
Capability Training

Programme Objectives

  • Develop functional proficiency in designing Make.com workflows for prospecting, lead management, opportunity coordination, follow-ups, and sales operations.
  • Integrate forms, CRM, email, collaboration, enrichment, and business applications to reduce repetitive sales administration.
  • Build automated workflows for lead qualification, assignment, pipeline updates, meeting follow-through, and opportunity monitoring.
  • Apply AI-assisted processing for prospect research, lead summarisation, communication preparation, and opportunity intelligence.
  • Implement human review, data-quality controls, exception handling, privacy, and responsible automation across sales workflows.

Tools covered

Make.com Scenario BuilderTriggers & ActionsRoutersFiltersWebhooksSchedulingIteratorsAggregatorsData StoresHTTP/API IntegrationCRM & Communication IntegrationsMake AI AgentsError Handlers

Who should attend

  • Sales Managers
  • Business Development Managers
  • Sales Executives
  • Business Development Executives
  • Account Managers
  • Key Account Managers
  • Enterprise Sales Professionals
  • Inside Sales Professionals
  • Sales Development Representatives
  • Business Development Representatives
  • Sales Operations Professionals
  • Revenue Operations Professionals
  • Pre-Sales Professionals
  • Sales Team Leads

Prerequisites & Participant Readiness

  • Basic understanding of sales, prospecting, lead management, or business-development activities
  • Familiarity with CRM, pipeline stages, opportunities, and follow-up processes
  • Basic awareness of email, forms, spreadsheets, CRM, or collaboration applications
  • Basic understanding of workflow logic is helpful
  • No advanced programming expertise required
  • No previous Make.com course attendance required

TOC Modules

Concepts
  • Understanding scenarios, modules, triggers, actions, connections, and scenario executions
  • Identifying repetitive sales activities suitable for workflow automation
  • Understanding scheduled, event-driven, and on-demand sales workflows
Practical activities
  • Mapping a manual sales process into a Make.com scenario
  • Building and executing a multi-step lead-management workflow

Scenarios

Prospect Signal to Qualified Sales Opportunity

Lead / Account Signal → Make.com → Data Validation & Enrichment → AI-Assisted Account Brief → Qualification & Priority → CRM → Sales Owner → Outreach Preparation → Follow-Up

Participants build an integrated prospecting workflow that turns incoming lead or account information into structured, prioritised sales opportunities while keeping final prospect judgement and outreach with the sales professional.

Discovery Meeting to Proposal & Pipeline Action

Customer Discovery → Meeting Inputs → Make.com → AI-Assisted Summary → Needs & Actions → CRM Update → Proposal Tasks → Internal Approvals → Opportunity Stage → Follow-Up

Participants automate the administrative journey from discovery through proposal coordination, CRM updates, approvals, and next actions while preserving human ownership of solution, pricing, negotiation, and customer decisions.

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