The Do’s And Don’ts Of Lead Management - Pardot Life Hacks

The Do’s and Don’ts of Lead Management - Pardot Life Hacks - #35

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Leads leads leads! They can be great when they meet the qualifying criteria and lost when they are not managed properly. How can organizations best manage net new leads? A Salesforce 2021 Marketing Champion, 14x Salesforce Certified Ohana Member, Speaker, Creator of the series, #SalesforceResponsibly, and Enterprise Solutions Architect at fullOpp, Erick Mahle, discusses lead management, everything from statuses to queues, and shares how in some cases when the Lead Object may not be necessary.

Takeaways

Erick Mahle’s favorite Pardot Life Hack: The ability to skip sending a prospect over as a Lead in Salesforce and sending them from Pardot as a Contact instead. This helps simplify the process for smaller organizations that may not need to use the Leads Object.
Lead statuses are best served when they are aligned with where the buyer is in the funnel and how it aligns to your lead management process.
For a lead to succeed in a lead conversion process, it needs a well defined step of WHEN it goes to sales. Look at the score to see if they have shown interest or are ready to talk to sales, and check the grade to see how they fit with your qualifying criteria.
“Each team is responsible for different stages of the buyer’s journey. Without knowing who is responsible for what, then leads will continue to fall through the cracks.” ~Christina
“Success is an alignment of people, process, and platform.” - Erick Mahle
Advice: The people who have succeeded best in this community are those who are always curious and hungry for more. Don’t be afraid to tinker, experiment, and make mistakes!

Useful Links

LinkedIn: https://www.linkedin.com/in/erickmahle/
FullOpp: https://fullopp.com
Salesforce Stories: https://www.youtube.com/user/rwdrift

Shout Outs

39:05 Warren Walters
39:49 Andrea Terrel
40:23 Marc Benioff

Social

#MarketingChampions
#WhySalesforceAdmin
#TrailblazerTalk
#Salesforce
#LeadStatus
#PardotLifeHackers
#SalesforceResponsibly

Ways to Tune In

61 episodes