Need to take action based on your database checks? • How to Export Data from Salesforce CRM Here are some blogs and resources to help: • Everything You Need to Know About Salesforce Data Loader • Best Practice Pardot Tutorials: Managing Data With Pardot & Salesforce • How to Use Marketing Data Sharing in Pardot & Salesforce Lead qualification Achieving positive ROI depends on quality leads. High-quality leads are those that fit the profile of an ideal customer for your business, and who demonstrate clear interest in your products or services. Qualifying leads is how we ensure only those who are likely to convert and deliver revenue are assigned to sales reps. Using Pardot features like Scoring and Grading, we can not only see the volume of leads that are qualified and ready for a direct sales approach but also forecast future ROI. First and foremost, you’ll need an agreed criteria for qualified leads. Once you have this documented, you can configure Pardot to show how many leads fit your criteria. Go ahead and check you’re meeting all of these lead qualification best practices in order to best achieve and predict future return on marketing investment: • Marketing and Sales agree on a shared definition of a • Scoring and Grading has been set up within Pardot. qualified lead. • Scoring Categories are being used for additional insights. • Lead qualification criteria is documented outside of Pardot. • Only qualified leads are being assigned for sales outreach. • A lead Scoring and Grading matrix has been developed. 9 marcloudconsulting.com