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Finding and Qualifying Leads
Prospective customers come from personal connections, interested parties viewing your website, imported data from external resources, marketing campaigns, and anywhere in between. It can take time for an interested party to become a purchasing customer. Focus your efforts on the prospects who have a genuine interest and need for what you sell.
Generate Leads
Keep your sales pipeline full of potential deals. While sales leaders help to define the overall strategy to generate leads, sales reps can actively find and pursue new leads within that strategy. Sales managers help to organize and monitor progress.
| Key things to do | Areas to Explore |
|---|---|
| Nurture prospects 24/7 with the help of agents | Agentforce SDR |
| Capture leads from website traffic | |
| Import leads from external sources | Lead Import |
| Generate leads from internal accounts and data | Prospecting Center |
| Keep lead details up to date | Manage Leads |
Assess Each Lead’s Fit
Sales reps gather information about the needs of each lead, the budget, buying authority, and whether the lead is a good fit for the product and services that you sell. Qualifying each lead ensures that your sales team focuses on the leads that are most likely to turn into winning deals for your business.
| Key things to do | Areas to Explore |
|---|---|
| Prioritize which leads to reach out to first | |
| Assess leads with desk research |
Turn Leads into Business Deals
Keep the sales process moving after qualifying the lead and continue your outreach. If you determine that the lead has promise, convert the lead into a contact or an account, and continue pursuing a potential deal.
| Key things to do | Areas to Explore |
|---|---|
| Personalize your introductions | |
| Develop the perfect sales pitch | Feedback Requests in Einstein Coach |
| Follow a repeatable outreach process | |
| Identify deal champions and detractors | Buyer Relationship Map |
| Convert leads into opportunities | Convert Leads |
