Leads in Salesforce: And Why You May Be Doing It Wrong

Salesforce Admin Group, Buffalo, United States
Fri, Apr 2, 9:00 AM (EDT)

In this session, we're going to go over the proper definition for the Leads object in Salesforce, what it's there for, and discuss how it aligns with Pardot and a Lead Nurturing Process (including Marketing Qualified Leads and Sales Qualified Leads).

About this event

It's common place for a consultant to be sought for help with Leads, and this always comes well after the implementation. The fact is that defining the Leads object as "a place where you put people you want to do business with", or simply "a place to put your Leads in" is misleading, if not borderline wrong. 

In this session, we're going to go over the proper definition for the Leads object in Salesforce, what it's there for, and discuss how it aligns with Pardot and a Lead Nurturing Process (including Marketing Qualified Leads and Sales Qualified Leads).

We're also going to help validate if the Leads object is right for you and your organization (you may be surprised with the answer).

In the session, key takeaways include:

- Learn how to properly leverage the Leads object (and the Accounts/Contacts object) in Salesforce

- Align the Salesforce objects and Pardot to a Lead Nurturing Process

- Discover some best practices in how Pardot Prospects can be best set up to map over to Salesforce

- Get a quick dive into MQL and SQL leads

- Learn one simple trick for implementing MQL leads if you have not yet implemented it, and fear you may spend too much time in whiteboard sessions re-inventing the wheel to qualify your leads.

Speakers

  • Erick Mahle

    Erick Mahle

    fullOpp

    Founder

  • Peter Lyons

    Peter Lyons

    Huron Consulting

    Senior Associate, Salesforce.com Practice

    See Bio

  • Group Leaders

  • David Longhini

    David Longhini

    Leader

  • Peter Lyons

    Peter Lyons

    Leader

  • Jeff Eveland

    Jeff Eveland

    Leader

  • Alex Scalzo

    Alex Scalzo

    Leader

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