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“When you're good at something, you'll tell everyone. When you're great at something, they'll tell you.” quote by Walter Payton, the American football player.

As businesses and their sales teams are recovering slowly from the COVID-19 scenario, this is time to strategize on steps to be taken to get hot/qualified leads, which will prove beneficial for turning things around. As we all know, a focused approach is an enabler. Staying ahead of the competition is the only way to stay afloat. There is no point shooting in the dark and getting no leads or customers.

Let’s look at some tips/suggestions on how your business can generate some solid leads for Sales:

Sync your sales and marketing teams. One of the biggest challenges is getting all concerned departments (in this case, the sales and marketing teams) on the same page, and working in tandem. In most companies, they work in silos/isolation. One department does not know what the other is doing. It's time it ended. Salesforce products like Pardot bring everyone together, so they can collaborate and everyone knows what the other is doing. Lead generation and hot leads are zipped to the concerned team members for action. Another suggestion is to have regular meetings of all teams, say, once a week, to get synchronization.

Identify your customers. The engagement with prospects or clients has to be personalized and curated. Knowing them is a sure-shot way to get qualified leads. Identify segments that are the right customers for your company as well as note their requirements, and how your product helps them.  Use firmographic data. It is defined as types of information that can be used to categorize organizations, such as geographic area, the number of clients, type of organization, industry, and technologies used, and helps companies determine which buyers are a good fit.

Relevant content – Content, content, and content! The emphasis on engaging, relevant, crisp, and honest content can never be overemphasized. It plays an important role in obtaining hot leads. Put out content that is informative, educative, detailed, and inspirational. You can even churn out content for specific segments of the client base for targeted engagement.  Enable your company to be the first and foremost port of call for all seeking information on your industry. This is the power of content and sales.

Review the metrics – It’s always good to review and learn from data. Select the right metrics and measure the important ones. Choose metrics wisely and communicate. The conversion rate shows how the percentage of leads converts into clients. Lead scoring gives businesses an edge to correctly identify which leads are becoming qualified as they go through the nurturing process.

With these tips, businesses can look forward to an increase in hot/qualified leads, leading to sales and thus a win-win for all. Let us know if these tips are of any use to you or if you have any suggestions to share with our Codleo community. For more information on Pardot, get in touch.


About the Author

RS Maan

Maan joined Salesforce Ecosystem in 2008 with entry of Salesforce in APAC region. He worked on many of the underlying Salesforce Products & it’s functionality, including Heroku, Chatbots, and Einstein before leading Codleo Consulting - Leading Partner of & In his spare time, he immerses himself in travel, books and spirituality.

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