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That engenders trust, which makes it easier to close. <a href=\"https://www.mckinsey.com/featured-insights/mckinsey-explainers/what-is-personalization\" target=\"_blank\">Research from McKinsey</a> shows when people feel understood, the likelihood they’ll make a purchase increases by 40%.</p>\n<p>Another big lead management benefit: sales cycle speed. When you hook the right leads and nurture them correctly, you move them through the pipeline quickly. That means you waste less time and fewer resources. You can also focus on the leads that are most likely to convert.</p>\n<p>If you neglect to manage leads, it’s easy to overlook potential customers who might be interested in what you offer. That means missed sales opportunities. You might also find yourself spending too much time on leads that are unlikely to result in sales, which can be inefficient and frustrating. Worse still, it can lead to missed quotas and <a href=\"https://www.salesforce.com/blog/sales-targets/\" target=\"_blank\">sales targets</a>.</p>\n","anchor_id":"wilmi"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1715297037137_ut1_476756","name":"sf/promotion","attributes":{"blade_layout":"full_height","audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"Join the Salesblazer community.","description":"<p>Learn new skills, connect with peers, and grow your career with thousands of sales professionals from around the world.</p>\n","image":{"src":"https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg?w=1024","alt":"Two Salesblazers in blue sweatshirts, smiling and standing next to Salesforce mascot Zig the Zebra.","title":"2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg","sizes":[{"src":"https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg?resize=150,150","width":150,"height":150},{"src":"https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg?resize=300,300","width":300,"height":300},{"src":"https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg?resize=768,768","width":768,"height":768},{"src":"https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg?resize=1024,1024","width":1024,"height":1024}],"width":1024,"height":1024,"image_background_gradient_color":"251, 243, 224"},"link_1":{"variant":"primary","label":"Sign up on Slack","source":"standard-link","url":"https://sforce.co/3Q2Dt5C","target":"_blank"}},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1717796258154_ehs","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"Stages of lead management","headline_size":"h2","description":"<p>Lead management unfolds in stages, starting with lead capture and moving through a series of steps to convert leads into customers. This structured process ensures that each potential customer is guided efficiently through the sales journey.</p>\n","anchor_id":"solm"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1717796454563_15r4","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"Lead capture","headline_size":"h3","description":"<p>This is the first step, where you collect information about potential leads. You can do this through various channels such as email, social media, webinars, and other marketing activities.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049310590_12an","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"Lead qualification","headline_size":"h3","description":"<p>In this stage, you assess your leads to determine how likely they are to make a purchase. This can include holding <a href=\"https://www.salesforce.com/blog/what-is-a-discovery-call/\" target=\"_blank\">discovery calls</a> to understand their needs and matching them to your ideal <a href=\"https://www.salesforce.com/blog/buyer-persona/\" target=\"_blank\">customer profile</a>.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049354282_n35","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"Lead distribution","headline_size":"h3","description":"<p>Once leads are qualified, you must assign them to the appropriate sales team based on factors like lead type, industry, or product interest. This ensures that the right team handles each lead for the best possible outcome.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049384213_4gv","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"Lead nurturing","headline_size":"h3","description":"<p>Not all leads will be ready to make a purchase right away. <a href=\"https://www.salesforce.com/blog/what-is-lead-nurturing/\" target=\"_blank\">Lead nurturing</a> involves maintaining a relationship with these leads through regular communication and marketing efforts, addressing needs, and keeping them engaged until they are ready to buy.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049406736_uoc","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"Lead tracking","headline_size":"h3","description":"<p>Throughout the lead management process, you can use a <a href=\"https://www.salesforce.com/crm/\" target=\"_self\">customer relationship management (CRM)</a> tool to track lead activities and interactions with your company. This helps you understand common lead behaviors, interests, and needs, which gives you the data necessary to improve training and guide <a href=\"https://www.salesforce.com/sales/analytics/sales-forecasting-guide/\" target=\"_self\">forecasting</a>.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1717796473733_12ue","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"9 best practices for lead management","headline_size":"h2","description":"<p>Effective lead management is a delicate balance of efficiency and personal touch. Finding the right mix of <a href=\"https://www.salesforce.com/sales/cloud/\" target=\"_self\">automation</a> and one-on-one touchpoints to smoothly move prospects from initial contact to successful deal closure is key. Here are nine practical tips to fine-tune your approach:</p>\n","anchor_id":"9bpflm"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049460211_qpr","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"1. Develop a systematic approach","headline_size":"h3","description":"<p>Start by thoroughly understanding your current <a href=\"https://www.salesforce.com/blog/sales-cycle/\" target=\"_blank\">sales cycle</a>. Break down each stage, from initial contact to closing the deal. Identify key actions, decision points, and criteria for advancing leads to the next stage. <a href=\"https://www.salesforce.com/blog/sales-process/\" target=\"_blank\">This process</a> should be consistently reviewed and refined based on <a href=\"https://www.salesforce.com/sales/analytics/\" target=\"_self\">performance data</a> and team feedback, ensuring it remains efficient and effective.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049526298_18r1","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"2. Prequalify leads early","headline_size":"h3","description":"<p>Start by thoroughly understanding your current <a href=\"https://www.salesforce.com/blog/sales-cycle/\" target=\"_blank\">sales cycle</a>. Break down each stage, from initial contact to closing the deal. Identify key actions, decision points, and criteria for advancing leads to the next stage. <a href=\"https://www.salesforce.com/blog/sales-process/\" target=\"_blank\">This process</a> should be consistently reviewed and refined based on <a href=\"https://www.salesforce.com/products/sales-analytics/\" target=\"_self\">performance data</a> and team feedback, ensuring it remains efficient and effective.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049565284_h9t","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"3. Align your sales process and sales cycle","headline_size":"h3","description":"<p>Tailoring your lead management to fit your typical sales cycle is crucial. If you have a longer sales cycle, your focus might be on nurturing leads over time. Conversely, with a shorter cycle, your approach may be more direct and action-oriented, ensuring the greatest impact early on in the prospect-rep relationship. Work closely with your sales team to understand the nuances of your sales cycle and integrate these insights into your lead management strategies.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049610990_mbs","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"4. Tailor strategies to different stages","headline_size":"h3","description":"<p>Recognize that a one-size-fits-all approach doesn’t work in lead management. For early-stage leads, your focus should be on building a relationship and understanding their needs. As the lead matures, your strategy should shift toward addressing specific objections, providing tailored solutions, and reinforcing your value proposition.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049633266_1am1","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"5. Use clean data","headline_size":"h3","description":"<p>Quality data gives you accurate insights into what leads want and how they tend to behave, giving you the information you need to nurture effectively. Prioritize collecting first-party data directly from your customers and leads. This data is not only more accurate but also ensures compliance with data privacy laws. Regularly audit your data for accuracy and relevance, and avoid the temptation to rely on large, potentially outdated third-party data sets.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049884584_o24","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"6. Pre-frame interactions","headline_size":"h3","description":"<p>Before engaging with a prospect, set the right tone. This can be done through personalized emails or messages that reflect your brand’s voice and values. To put it another way, you can use these communications to provide insights into what the prospect can expect, including when demos will be shared, what kind of communication is possible, and how you move from sales call to close. This approach helps to build trust and comfort, making the initial conversations more productive.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049907120_kqc","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"7. Follow up consistently but not intrusively","headline_size":"h3","description":"<p>A robust <a href=\"https://www.salesforce.com/sales/engagement-platform/\" target=\"_self\">Sales Engagement</a> system is key to maintaining potential opportunities. This could involve automated reminders, scheduled calls, or personalized emails at strategic intervals. The goal is to keep your brand at the top of the prospect’s mind without being pushy.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049947886_z5r","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"8. Foster collaboration between marketing and sales","headline_size":"h3","description":"<p>Use lead management software to define what constitutes a qualified lead and ensure both teams have a <a href=\"https://www.salesforce.com/resources/articles/improve-customer-relationships-sales-marketing-alignment/\" target=\"_self\">shared understanding</a>. Integrating marketing automation with your <a href=\"https://www.salesforce.com/crm/\" target=\"_self\">CRM</a> allows for a more holistic view of the customer journey, helping to improve lead handling and conversion.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049973471_686","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"9. Avoid common pitfalls","headline_size":"h3","description":"<p>Be mindful of stopping follow-ups prematurely or rushing to close deals inappropriately. But if a lead just isn’t the right fit, don’t hesitate to direct them elsewhere. At the end of the day, it upholds the integrity of your sales process and respects the prospect’s time — and yours. Properly managing these pitfalls ensures a more effective lead management strategy.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720049999679_o0r","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"6 lead management tools and technologies","headline_size":"h2","description":"<p>To effectively handle lead management, it’s crucial to have tools that make the process smoother and more efficient. These tools are not just about organizing data; they’re about making the most of your interactions with potential customers. By automating and simplifying lead management, sales teams can concentrate on building relationships and closing deals rather than getting bogged down in manual tasks.</p>\n","anchor_id":"6lmtat"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720050015538_pof","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"1. Customer relationship management (CRM) software","headline_size":"h3","description":"<p>This software acts as the central hub for all your customer information. It’s designed to automatically integrate data from various channels of prospect Sales Engagement such as emails, calls, and chats. This centralization helps to efficiently manage customer interactions and sales processes, and provides a comprehensive view of each customer’s journey.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720050046320_mdy","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"2. Real-time sales data and analytics tools","headline_size":"h3","description":"<p>Use <a href=\"https://www.salesforce.com/sales/analytics/\" target=\"_self\">sales analytics tools & software</a> to track how leads are generated and how/when they move through the pipeline. Common metrics to track include cost per lead, Sales Engagement rates, and win rates. These insights, which can be quickly served up with AI, help you understand how to effectively move customers through the <a href=\"https://www.salesforce.com/blog/what-is-a-sales-funnel/\" target=\"_blank\">sales funnel</a>. With this data, you can continuously refine your approach and focus more on tactics that yield the best results.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720050094273_l3c","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"3. Sales enablement tools","headline_size":"h3","description":"<p>These tools provide your sales team with the necessary resources, knowledge, and strategies to effectively engage with prospects at different stages of the sales funnel. They include customer training, coaching modules, and content that help reps address customer queries and overcome obstacles in the sales process.</p>\n<p>Learn more about <a href=\"https://www.salesforce.com/sales/enablement/\" target=\"_self\">sales enablement</a> tools.</p>\n"},"path":"/sales/what-is-lead-management","urlLoc":"us","curHref":"/sales/what-is-lead-management/","cdnEnvTag":"stable","pageAttrs":{"livechat":{"enabled":true},"content_type":"page"},"wpTemplate":"resources-template","curLocale":"en-us"},{"id":"1720050142767_c4x","name":"sf/textmainbody","attributes":{"audience_segment":["customer","prospect"],"minimize_blade_spacing_bottom":true,"minimize_blade_spacing":true,"experiment_type":"content","headline":"4. 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They attract likeminded people looking for connection. With each conversation, an exciting and memorable interaction might evolve into a lasting relationship. In these settings, the aim isn’t to meet everyone; it’s about finding the ones whom you resonate with, where the connection feels just right.</p> <p>Sellers are also on a mission to find the right match. According<br>to <a href="https://convolo.ai/blog/harvard-business-review-best-practices-for-lead-management" target="_blank" class="link__new-tab">Harvard Business Review<img class="link__new-tab-icon" alt="Opens in a new window"></a>, the first five minutes of prospect contact are make-or-break for hooking leads, much like landing that second date. However, effective lead management is not all about the first impression. It’s about building and continuously nurturing connections in order to build a strong customer relationship that wins you deals.</p> </div> </article> </div> </section> </div><div data-blade-id="1715295883855_1r8_476751" data-blade-position="4" data-blade-name="sf/promotion" data-blade-variant="promotion" data-blade-source="www" data-blade-type="blade"> <section id="1715295883855_1r8_476751" class="relative promotion--blade promotion--left-image" > <div class="container pb-shadow pb-large-corner container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main promotion_layout--full_height" data-module-id="1715295883855_1r8_476751" data-module-name="Grow revenue faster with a single source of truth." data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <div class="image__wrapper mobile-pt-0 promotion_layout--full_height-image_wrapper relative promotion-image--background-circle brand_teal-90" > <img loading="lazy" src="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sc-product-promoblade.png?w=1024" class="image__asset" alt="Screenshot of a Sales Dashboard showing sales opportunities next to Salesforce mascot, Zig the Zebra." sizes="100vw" srcset="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sc-product-promoblade.png?resize=150,150 150w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sc-product-promoblade.png?resize=300,300 300w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sc-product-promoblade.png?resize=768,768 768w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sc-product-promoblade.png?resize=1024,1024 1024w" height="1024" width="1024"/> </div> <div class="content__wrapper pt-64 mobile-pb-8 mobile-pt-40 mobile-ml-32 mobile-mr-32 pb-64 promotion_layout---image-content_wrapper"> <header class="promotion__blade-heading"> <h2 class="pbc-g-text-display-4 mt-0 mb-24 mobile-mb-16" style=" "> Grow revenue faster with a single source of truth. </h2> <div class="blade__description pbc-g-text-body-1-2 mb-48 mobile-mb-32"> <p>Discover how Sales Cloud uses data and AI to help you build relationships and close deals fast.</p> </div> </header> <div class="cta_container flex flex--full_height ctas__1"> <pbc-button class="cta_button__wrapper" data-link-text="Learn more" data-link-url="https://www.salesforce.com/sales/" data-link-type="primary cta" > <a class="cta_button" data-size="" data-variant="primary" data-stacking="default" aria-label="Learn more: Grow revenue faster with a single source of truth." href="https://www.salesforce.com/sales/" > Learn more </a> </pbc-button> </div> </div> </article> </div> </section> </div><div data-blade-id="1715379956022_vu9" data-blade-position="5" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1715379956022_vu9" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1715379956022_vu9" data-module-name="" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> </header> <div class="blade__description"> <h2><strong>What you’ll learn</strong>:</h2> <ul> <li><a href="#wislm" target="_self">What is lead management?</a></li> <li><a href="#wilmi" target="_self">Why is lead management important?</a></li> <li><a href="#solm" target="_self">Stages of lead management</a></li> <li><a href="#9bpflm" target="_self">9 best practices for lead management</a></li> <li><a href="#6lmtat" target="_self">6 lead management tools and technologies</a></li> </ul> </div> </article> </div> </section> </div><div data-blade-id="1715617265356_ehk" data-blade-position="6" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="wilm" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1715617265356_ehk" data-module-name="What is lead management?" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h2 class="headline text__headline--large" style=" "> What is lead management? </h2> </header> <div class="blade__description"> <p>Lead management is the process of managing prospective customers, known as leads, from their first interaction with your company to when they purchase. Successful lead management focuses on delivering value, addressing needs, and meeting expectations so you can close quickly while ensuring customer satisfaction.</p> </div> </article> </div> </section> </div><div data-blade-id="1715898341148_1a6f_476754" data-blade-position="7" data-blade-name="sf/promotion" data-blade-variant="promotion" data-blade-source="www" data-blade-type="blade"> <section id="1715898341148_1a6f_476754" class="relative promotion--blade promotion--right-image" > <div class="container pb-shadow pb-large-corner container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main promotion_layout--full_height" data-module-id="1715898341148_1a6f_476754" data-module-name="Get the latest sales tips delivered to your inbox." data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <div class="image__wrapper mobile-pt-0 promotion_layout--full_height-image_wrapper relative " > <img loading="lazy" src="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sales-productpages-success-ecosystem.jpg?w=1024" class="image__asset" alt="Salesforce user smiling while on a laptop." sizes="100vw" srcset="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sales-productpages-success-ecosystem.jpg?resize=150,150 150w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sales-productpages-success-ecosystem.jpg?resize=300,300 300w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sales-productpages-success-ecosystem.jpg?resize=768,768 768w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sales-productpages-success-ecosystem.jpg?resize=1024,1024 1024w" height="1024" width="1024"/> </div> <div class="content__wrapper pt-64 mobile-pb-8 mobile-pt-40 mobile-ml-32 mobile-mr-32 pb-64 promotion_layout---image-content_wrapper"> <header class="promotion__blade-heading"> <h2 class="pbc-g-text-display-4 mt-0 mb-24 mobile-mb-16" style=" "> Get the latest sales tips delivered to your inbox. </h2> <div class="blade__description pbc-g-text-body-1-2 mb-48 mobile-mb-32"> <p>Sign up for the Salesblazer Highlights newsletter to get the latest sales news, insights, and best practices selected just for you.</p> </div> </header> <div class="cta_container flex flex--full_height ctas__1"> <pbc-button class="cta_button__wrapper" data-link-text="Sign up today" data-link-url="https://www.salesforce.com/form/other/salesblazer-newsletter/?d=pb" data-link-type="primary cta" > <a class="cta_button" data-size="" data-variant="primary" data-stacking="default" aria-label="Sign up today: Get the latest sales tips delivered to your inbox." href="https://www.salesforce.com/form/other/salesblazer-newsletter/?d=pb" target="_blank" rel="noopener" > Sign up today </a> </pbc-button> </div> </div> </article> </div> </section> </div><div data-blade-id="1715380369670_b22" data-blade-position="8" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="wilmi" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1715380369670_b22" data-module-name="Why is lead management important?" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h2 class="headline text__headline--large" style=" "> Why is lead management important? </h2> </header> <div class="blade__description"> <p>Good lead management means you’re giving each potential customer a personalized experience that addresses unique pain points and needs. That engenders trust, which makes it easier to close. <a href="https://www.mckinsey.com/featured-insights/mckinsey-explainers/what-is-personalization" target="_blank" class="link__new-tab">Research from McKinsey<img class="link__new-tab-icon" alt="Opens in a new window"></a> shows when people feel understood, the likelihood they’ll make a purchase increases by 40%.</p> <p>Another big lead management benefit: sales cycle speed. When you hook the right leads and nurture them correctly, you move them through the pipeline quickly. That means you waste less time and fewer resources. You can also focus on the leads that are most likely to convert.</p> <p>If you neglect to manage leads, it’s easy to overlook potential customers who might be interested in what you offer. That means missed sales opportunities. You might also find yourself spending too much time on leads that are unlikely to result in sales, which can be inefficient and frustrating. Worse still, it can lead to missed quotas and <a href="https://www.salesforce.com/blog/sales-targets/" target="_blank" class="link__new-tab">sales targets<img class="link__new-tab-icon" alt="Opens in a new window"></a>.</p> </div> </article> </div> </section> </div><div data-blade-id="1715297037137_ut1_476756" data-blade-position="9" data-blade-name="sf/promotion" data-blade-variant="promotion" data-blade-source="www" data-blade-type="blade"> <section id="1715297037137_ut1_476756" class="relative promotion--blade promotion--left-image" > <div class="container pb-shadow pb-large-corner container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main promotion_layout--full_height" data-module-id="1715297037137_ut1_476756" data-module-name="Join the Salesblazer community." data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <div class="image__wrapper mobile-pt-0 promotion_layout--full_height-image_wrapper relative " > <img loading="lazy" src="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg?w=1024" class="image__asset" alt="Two Salesblazers in blue sweatshirts, smiling and standing next to Salesforce mascot Zig the Zebra." sizes="100vw" srcset="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg?resize=150,150 150w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg?resize=300,300 300w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg?resize=768,768 768w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/04/promo-salesblazer-slack-launch-2_4ba80c.jpg?resize=1024,1024 1024w" height="1024" width="1024"/> </div> <div class="content__wrapper pt-64 mobile-pb-8 mobile-pt-40 mobile-ml-32 mobile-mr-32"> <header class="promotion__blade-heading"> <h2 class="pbc-g-text-display-4 mt-0 mb-24 mobile-mb-16" style=" "> Join the Salesblazer community. </h2> <div class="blade__description pbc-g-text-body-1-2 mb-48 mobile-mb-32"> <p>Learn new skills, connect with peers, and grow your career with thousands of sales professionals from around the world.</p> </div> </header> <div class="cta_container flex flex--full_height ctas__1"> <pbc-button class="cta_button__wrapper" data-link-text="Sign up on Slack" data-link-url="https://sforce.co/3Q2Dt5C" data-link-type="primary cta" > <a class="cta_button" data-size="" data-variant="primary" data-stacking="default" aria-label="Sign up on Slack: Join the Salesblazer community." href="https://sforce.co/3Q2Dt5C" target="_blank" rel="noopener" > Sign up on Slack <svg width="18" height="18" viewBox="0 0 18 18" xmlns="http://www.w3.org/2000/svg" fill="currentColor"> <path fill-rule="evenodd" clip-rule="evenodd" d="M10.0977 2.16345H14.5237L6.8804 9.80671C6.69002 9.99709 6.69002 10.3058 6.8804 10.4961L7.34002 10.9558C7.5304 11.1461 7.83906 11.1461 8.02945 10.9558L15.6717 3.31348V7.73848C15.6717 8.00772 15.89 8.22598 16.1592 8.22598H16.8092C17.0785 8.22598 17.2967 8.00772 17.2967 7.73848V1.47595C17.2967 0.958186 16.877 0.538452 16.3592 0.538452H10.0977C9.82847 0.538452 9.61021 0.756713 9.61021 1.02595V1.67595C9.61021 1.94519 9.82847 2.16345 10.0977 2.16345ZM2.97559 4.03905C1.62939 4.03905 0.538086 5.13036 0.538086 6.47655V14.8516C0.538086 16.1977 1.62939 17.2891 2.97559 17.2891H11.3506C12.6968 17.2891 13.7881 16.1977 13.7881 14.8516L13.7881 8.88513C13.7881 8.59574 13.4383 8.45066 13.2335 8.65509L12.4493 9.43768C12.2661 9.62059 12.1631 9.86888 12.1631 10.1278V14.8516C12.1631 15.3003 11.7993 15.6641 11.3506 15.6641H2.97559C2.52686 15.6641 2.16309 15.3003 2.16309 14.8516V6.47655C2.16309 6.02782 2.52685 5.66405 2.97559 5.66405H7.79909C8.07127 5.66405 8.33106 5.55029 8.51564 5.35026L9.2223 4.58446C9.41442 4.37626 9.26675 4.03905 8.98345 4.03905H2.97559Z"/> </svg> </a> </pbc-button> </div> </div> </article> </div> </section> </div><div data-blade-id="1717796258154_ehs" data-blade-position="10" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="solm" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1717796258154_ehs" data-module-name="Stages of lead management" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h2 class="headline text__headline--large" style=" "> Stages of lead management </h2> </header> <div class="blade__description"> <p>Lead management unfolds in stages, starting with lead capture and moving through a series of steps to convert leads into customers. This structured process ensures that each potential customer is guided efficiently through the sales journey.</p> </div> </article> </div> </section> </div><div data-blade-id="1717796454563_15r4" data-blade-position="11" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1717796454563_15r4" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1717796454563_15r4" data-module-name="Lead capture" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> Lead capture </h3> </header> <div class="blade__description"> <p>This is the first step, where you collect information about potential leads. You can do this through various channels such as email, social media, webinars, and other marketing activities.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049310590_12an" data-blade-position="12" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049310590_12an" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049310590_12an" data-module-name="Lead qualification" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> Lead qualification </h3> </header> <div class="blade__description"> <p>In this stage, you assess your leads to determine how likely they are to make a purchase. This can include holding <a href="https://www.salesforce.com/blog/what-is-a-discovery-call/" target="_blank" class="link__new-tab">discovery calls<img class="link__new-tab-icon" alt="Opens in a new window"></a> to understand their needs and matching them to your ideal <a href="https://www.salesforce.com/blog/buyer-persona/" target="_blank" class="link__new-tab">customer profile<img class="link__new-tab-icon" alt="Opens in a new window"></a>.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049354282_n35" data-blade-position="13" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049354282_n35" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049354282_n35" data-module-name="Lead distribution" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> Lead distribution </h3> </header> <div class="blade__description"> <p>Once leads are qualified, you must assign them to the appropriate sales team based on factors like lead type, industry, or product interest. This ensures that the right team handles each lead for the best possible outcome.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049384213_4gv" data-blade-position="14" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049384213_4gv" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049384213_4gv" data-module-name="Lead nurturing" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> Lead nurturing </h3> </header> <div class="blade__description"> <p>Not all leads will be ready to make a purchase right away. <a href="https://www.salesforce.com/blog/what-is-lead-nurturing/" target="_blank" class="link__new-tab">Lead nurturing<img class="link__new-tab-icon" alt="Opens in a new window"></a> involves maintaining a relationship with these leads through regular communication and marketing efforts, addressing needs, and keeping them engaged until they are ready to buy.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049406736_uoc" data-blade-position="15" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049406736_uoc" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049406736_uoc" data-module-name="Lead tracking" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> Lead tracking </h3> </header> <div class="blade__description"> <p>Throughout the lead management process, you can use a <a href="https://www.salesforce.com/crm/" target="_self">customer relationship management (CRM)</a> tool to track lead activities and interactions with your company. This helps you understand common lead behaviors, interests, and needs, which gives you the data necessary to improve training and guide <a href="https://www.salesforce.com/sales/analytics/sales-forecasting-guide/" target="_self">forecasting</a>.</p> </div> </article> </div> </section> </div><div data-blade-id="1717796473733_12ue" data-blade-position="16" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="9bpflm" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1717796473733_12ue" data-module-name="9 best practices for lead management" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h2 class="headline text__headline--large" style=" "> 9 best practices for lead management </h2> </header> <div class="blade__description"> <p>Effective lead management is a delicate balance of efficiency and personal touch. Finding the right mix of <a href="https://www.salesforce.com/sales/cloud/" target="_self">automation</a> and one-on-one touchpoints to smoothly move prospects from initial contact to successful deal closure is key. Here are nine practical tips to fine-tune your approach:</p> </div> </article> </div> </section> </div><div data-blade-id="1720049460211_qpr" data-blade-position="17" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049460211_qpr" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049460211_qpr" data-module-name="1. Develop a systematic approach" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 1. Develop a systematic approach </h3> </header> <div class="blade__description"> <p>Start by thoroughly understanding your current <a href="https://www.salesforce.com/blog/sales-cycle/" target="_blank" class="link__new-tab">sales cycle<img class="link__new-tab-icon" alt="Opens in a new window"></a>. Break down each stage, from initial contact to closing the deal. Identify key actions, decision points, and criteria for advancing leads to the next stage. <a href="https://www.salesforce.com/blog/sales-process/" target="_blank" class="link__new-tab">This process<img class="link__new-tab-icon" alt="Opens in a new window"></a> should be consistently reviewed and refined based on <a href="https://www.salesforce.com/sales/analytics/" target="_self">performance data</a> and team feedback, ensuring it remains efficient and effective.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049526298_18r1" data-blade-position="18" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049526298_18r1" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049526298_18r1" data-module-name="2. Prequalify leads early" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 2. Prequalify leads early </h3> </header> <div class="blade__description"> <p>Start by thoroughly understanding your current <a href="https://www.salesforce.com/blog/sales-cycle/" target="_blank" class="link__new-tab">sales cycle<img class="link__new-tab-icon" alt="Opens in a new window"></a>. Break down each stage, from initial contact to closing the deal. Identify key actions, decision points, and criteria for advancing leads to the next stage. <a href="https://www.salesforce.com/blog/sales-process/" target="_blank" class="link__new-tab">This process<img class="link__new-tab-icon" alt="Opens in a new window"></a> should be consistently reviewed and refined based on <a href="https://www.salesforce.com/products/sales-analytics/" target="_self">performance data</a> and team feedback, ensuring it remains efficient and effective.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049565284_h9t" data-blade-position="19" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049565284_h9t" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049565284_h9t" data-module-name="3. Align your sales process and sales cycle" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 3. Align your sales process and sales cycle </h3> </header> <div class="blade__description"> <p>Tailoring your lead management to fit your typical sales cycle is crucial. If you have a longer sales cycle, your focus might be on nurturing leads over time. Conversely, with a shorter cycle, your approach may be more direct and action-oriented, ensuring the greatest impact early on in the prospect-rep relationship. Work closely with your sales team to understand the nuances of your sales cycle and integrate these insights into your lead management strategies.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049610990_mbs" data-blade-position="20" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049610990_mbs" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049610990_mbs" data-module-name="4. Tailor strategies to different stages" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 4. Tailor strategies to different stages </h3> </header> <div class="blade__description"> <p>Recognize that a one-size-fits-all approach doesn’t work in lead management. For early-stage leads, your focus should be on building a relationship and understanding their needs. As the lead matures, your strategy should shift toward addressing specific objections, providing tailored solutions, and reinforcing your value proposition.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049633266_1am1" data-blade-position="21" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049633266_1am1" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049633266_1am1" data-module-name="5. Use clean data" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 5. Use clean data </h3> </header> <div class="blade__description"> <p>Quality data gives you accurate insights into what leads want and how they tend to behave, giving you the information you need to nurture effectively. Prioritize collecting first-party data directly from your customers and leads. This data is not only more accurate but also ensures compliance with data privacy laws. Regularly audit your data for accuracy and relevance, and avoid the temptation to rely on large, potentially outdated third-party data sets.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049884584_o24" data-blade-position="22" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049884584_o24" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049884584_o24" data-module-name="6. Pre-frame interactions" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 6. Pre-frame interactions </h3> </header> <div class="blade__description"> <p>Before engaging with a prospect, set the right tone. This can be done through personalized emails or messages that reflect your brand’s voice and values. To put it another way, you can use these communications to provide insights into what the prospect can expect, including when demos will be shared, what kind of communication is possible, and how you move from sales call to close. This approach helps to build trust and comfort, making the initial conversations more productive.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049907120_kqc" data-blade-position="23" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049907120_kqc" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049907120_kqc" data-module-name="7. Follow up consistently but not intrusively" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 7. Follow up consistently but not intrusively </h3> </header> <div class="blade__description"> <p>A robust <a href="https://www.salesforce.com/sales/engagement-platform/" target="_self">Sales Engagement</a> system is key to maintaining potential opportunities. This could involve automated reminders, scheduled calls, or personalized emails at strategic intervals. The goal is to keep your brand at the top of the prospect’s mind without being pushy.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049947886_z5r" data-blade-position="24" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049947886_z5r" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049947886_z5r" data-module-name="8. Foster collaboration between marketing and sales" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 8. Foster collaboration between marketing and sales </h3> </header> <div class="blade__description"> <p>Use lead management software to define what constitutes a qualified lead and ensure both teams have a <a href="https://www.salesforce.com/resources/articles/improve-customer-relationships-sales-marketing-alignment/" target="_self">shared understanding</a>. Integrating marketing automation with your <a href="https://www.salesforce.com/crm/" target="_self">CRM</a> allows for a more holistic view of the customer journey, helping to improve lead handling and conversion.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049973471_686" data-blade-position="25" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720049973471_686" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049973471_686" data-module-name="9. Avoid common pitfalls" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 9. Avoid common pitfalls </h3> </header> <div class="blade__description"> <p>Be mindful of stopping follow-ups prematurely or rushing to close deals inappropriately. But if a lead just isn’t the right fit, don’t hesitate to direct them elsewhere. At the end of the day, it upholds the integrity of your sales process and respects the prospect’s time — and yours. Properly managing these pitfalls ensures a more effective lead management strategy.</p> </div> </article> </div> </section> </div><div data-blade-id="1720049999679_o0r" data-blade-position="26" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="6lmtat" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720049999679_o0r" data-module-name="6 lead management tools and technologies" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h2 class="headline text__headline--large" style=" "> 6 lead management tools and technologies </h2> </header> <div class="blade__description"> <p>To effectively handle lead management, it’s crucial to have tools that make the process smoother and more efficient. These tools are not just about organizing data; they’re about making the most of your interactions with potential customers. By automating and simplifying lead management, sales teams can concentrate on building relationships and closing deals rather than getting bogged down in manual tasks.</p> </div> </article> </div> </section> </div><div data-blade-id="1720050015538_pof" data-blade-position="27" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720050015538_pof" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720050015538_pof" data-module-name="1. Customer relationship management (CRM) software" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 1. Customer relationship management (CRM) software </h3> </header> <div class="blade__description"> <p>This software acts as the central hub for all your customer information. It’s designed to automatically integrate data from various channels of prospect Sales Engagement such as emails, calls, and chats. This centralization helps to efficiently manage customer interactions and sales processes, and provides a comprehensive view of each customer’s journey.</p> </div> </article> </div> </section> </div><div data-blade-id="1720050046320_mdy" data-blade-position="28" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720050046320_mdy" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720050046320_mdy" data-module-name="2. Real-time sales data and analytics tools" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 2. Real-time sales data and analytics tools </h3> </header> <div class="blade__description"> <p>Use <a href="https://www.salesforce.com/sales/analytics/" target="_self">sales analytics tools & software</a> to track how leads are generated and how/when they move through the pipeline. Common metrics to track include cost per lead, Sales Engagement rates, and win rates. These insights, which can be quickly served up with AI, help you understand how to effectively move customers through the <a href="https://www.salesforce.com/blog/what-is-a-sales-funnel/" target="_blank" class="link__new-tab">sales funnel<img class="link__new-tab-icon" alt="Opens in a new window"></a>. With this data, you can continuously refine your approach and focus more on tactics that yield the best results.</p> </div> </article> </div> </section> </div><div data-blade-id="1720050094273_l3c" data-blade-position="29" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720050094273_l3c" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720050094273_l3c" data-module-name="3. Sales enablement tools" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 3. Sales enablement tools </h3> </header> <div class="blade__description"> <p>These tools provide your sales team with the necessary resources, knowledge, and strategies to effectively engage with prospects at different stages of the sales funnel. They include customer training, coaching modules, and content that help reps address customer queries and overcome obstacles in the sales process.</p> <p>Learn more about <a href="https://www.salesforce.com/sales/enablement/" target="_self">sales enablement</a> tools.</p> </div> </article> </div> </section> </div><div data-blade-id="1720050142767_c4x" data-blade-position="30" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720050142767_c4x" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720050142767_c4x" data-module-name="4. Engagement tools" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 4. Engagement tools </h3> </header> <div class="blade__description"> <p>Essential for building and maintaining relationships with prospects, these tools facilitate communication across channels — think chat, social, phone, and email. They track all interactions for a richer understanding of each prospect and often use AI to automate tasks like updating deal records and customizing emails.</p> <p>Learn more about <a href="https://www.salesforce.com/sales/engagement-platform/" target="_self">sales engagement</a> tools.</p> </div> </article> </div> </section> </div><div data-blade-id="1720050166759_1avs" data-blade-position="31" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="1720050166759_1avs" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720050166759_1avs" data-module-name="5. Lead nurturing tools" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h3 class="headline text__headline--medium" style=" "> 5. Lead nurturing tools </h3> </header> <div class="blade__description"> <p>For leads that aren’t ready to make a purchase, these tools are vital. They automate the distribution of content, personalized email campaigns, and other resources designed to advance leads through the pipeline.</p> </div> </article> </div> </section> </div><div data-blade-id="1720050724791_73a" data-blade-position="32" data-blade-name="sf/textmainbody" data-blade-variant="textmainbody" data-blade-source="www" data-blade-type="blade"> <section id="ltwtlcr" class="relative textmainbody--blade" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <article class="grid grid_main text--left" data-module-id="1720050724791_73a" data-module-name="Lead the way to lasting customer relationships" data-module-position="1" data-module-type="headline" data-module-track-impressions=""> <header class="textmainbody__blade-heading grid grid_sub"> <h2 class="headline text__headline--large" style=" "> Lead the way to lasting customer relationships </h2> </header> <div class="blade__description"> <p>Just like finding the right connection at a networking event or speed dating, lead management is about more than making a great first impression. You’ll need to continuously nurture leads in a meaningful way, delivering value and addressing need while keeping communication personalized. This turns initial interest into done deals and builds lasting customer relationships.</p> </div> </article> </div> </section> </div><div data-blade-id="1670279296854_1353_4767530" data-blade-position="33" data-blade-name="sf/nup" data-blade-variant="nup" data-blade-source="www" data-blade-type="blade"> <section id="1670279296854_1353_4767530" class="relative nup--blade nup--link_below layout--4 nup--card_resource" > <div class="container container--min-spacing-bottom container--min-spacing-top"> <div class="grid grid_main nup nup__4 nup__gridFour"> <header class="nup__blade-heading text--center"> <h2 class="headline" style=" "> Get more sales tips, tricks, and trends. </h2> </header> <div class="cards"> <article class="card card__1 card__wrapper " data-module-track-impressions="" data-module-id="1680632066824_bin" data-module-name="7 Ways AI Can Help You Close More Deals" data-module-position="1" data-module-type="card_resource" > <div class="card--card_resource card--generic_card pbc-g-elevation-2 flex border-rad-16 "> <div class="card__image__wrapper"> <a href="https://www.salesforce.com/form/sales/sales-ai-playbook/?d=pb" tabindex="-1" aria-label="7 Ways AI Can Help You Close More Deals" data-link-url="https://www.salesforce.com/form/sales/sales-ai-playbook/?d=pb" data-link-type="image" target="_blank"> <img loading="lazy" src="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/02/7-ways-ai-can-help-you-close-more-deals.jpg?w=1024" class="card__image" alt="Sales AI Playbook" sizes="100vw" srcset="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/02/7-ways-ai-can-help-you-close-more-deals.jpg?resize=150,150 150w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/02/7-ways-ai-can-help-you-close-more-deals.jpg?resize=300,169 300w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/02/7-ways-ai-can-help-you-close-more-deals.jpg?resize=768,432 768w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/02/7-ways-ai-can-help-you-close-more-deals.jpg?resize=1024,577 1024w" height="auto" width="auto"/> </a> </div> <div class="card__content__wrapper"> <div class="card__copy__wrapper"> <span class="badge blue95 pl-12 pr-12">Playbook</span> <h3 class="card__headline mb-16" style=" "> <a href="https://www.salesforce.com/form/sales/sales-ai-playbook/?d=pb" data-link-text="7 Ways AI Can Help You Close More Deals" data-link-url="https://www.salesforce.com/form/sales/sales-ai-playbook/?d=pb" data-link-type="header" target="_blank"> 7 Ways AI Can Help You Close More Deals </a> </h3> </div> <div class="cta_container flex flex--center"> <pbc-button class="cta_button__wrapper" data-link-text="Read the playbook" data-link-url="https://www.salesforce.com/form/sales/sales-ai-playbook/?d=pb" data-link-type="primary cta" > <a class="cta_button" data-size="" data-variant="cardText" data-stacking="wideM" aria-label="Read the Sales AI Playbook" href="https://www.salesforce.com/form/sales/sales-ai-playbook/?d=pb" target="_blank" rel="noopener" > Read the playbook </a> </pbc-button> </div> </div> </div> </article> <article class="card card__2 card__wrapper " data-module-track-impressions="" data-module-id="1671493589475_u0a" data-module-name="Get the latest insights from thousands of sales professionals." data-module-position="2" data-module-type="card_resource" > <div class="card--card_resource card--generic_card pbc-g-elevation-2 flex border-rad-16 "> <div class="card__image__wrapper"> <a href="https://www.salesforce.com/resources/research-reports/state-of-sales/" tabindex="-1" aria-label="Get the latest insights from thousands of sales professionals." data-link-url="https://www.salesforce.com/resources/research-reports/state-of-sales/" data-link-type="image" target="_self"> <img loading="lazy" src="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/09/Product-Page_1400x810_F2.png?w=1024" class="card__image" alt="State of Sales report" sizes="100vw" srcset="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/09/Product-Page_1400x810_F2.png?resize=150,150 150w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/09/Product-Page_1400x810_F2.png?resize=300,174 300w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/09/Product-Page_1400x810_F2.png?resize=768,444 768w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/09/Product-Page_1400x810_F2.png?resize=1024,592 1024w" height="auto" width="auto"/> </a> </div> <div class="card__content__wrapper"> <div class="card__copy__wrapper"> <span class="badge blue95 pl-12 pr-12">Report</span> <h3 class="card__headline mb-16" style=" "> <a href="https://www.salesforce.com/resources/research-reports/state-of-sales/" data-link-text="Get the latest insights from thousands of sales professionals." data-link-url="https://www.salesforce.com/resources/research-reports/state-of-sales/" data-link-type="header" target="_self"> Get the latest insights from thousands of sales professionals. </a> </h3> </div> <div class="cta_container flex flex--center"> <pbc-button class="cta_button__wrapper" data-link-text="Get the report" data-link-url="https://www.salesforce.com/resources/research-reports/state-of-sales/" data-link-type="primary cta" > <a class="cta_button" data-size="" data-variant="cardText" data-stacking="wideM" aria-label="Get the State of Sales report" href="https://www.salesforce.com/resources/research-reports/state-of-sales/" target="_self" rel="noopener" > Get the report </a> </pbc-button> </div> </div> </div> </article> <article class="card card__3 card__wrapper " data-module-track-impressions="" data-module-id="1670279612010_uu1" data-module-name="Discover how Sales Cloud uses data and AI to help you close deals fast." data-module-position="3" data-module-type="card_resource" > <div class="card--card_resource card--generic_card pbc-g-elevation-2 flex border-rad-16 "> <div class="card__image__wrapper"> <a href="https://www.salesforce.com/sales/" tabindex="-1" aria-label="Discover how Sales Cloud uses data and AI to help you close deals fast." data-link-url="https://www.salesforce.com/sales/" data-link-type="image" target="_self"> <img loading="lazy" src="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sc-product-promoblade.png?w=1024" class="card__image" alt="Sales Cloud" sizes="100vw" srcset="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sc-product-promoblade.png?resize=150,150 150w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sc-product-promoblade.png?resize=300,300 300w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sc-product-promoblade.png?resize=768,768 768w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/03/sc-product-promoblade.png?resize=1024,1024 1024w" height="auto" width="auto"/> </a> </div> <div class="card__content__wrapper"> <div class="card__copy__wrapper"> <span class="badge blue95 pl-12 pr-12">Product</span> <h3 class="card__headline mb-16" style=" "> <a href="https://www.salesforce.com/sales/" data-link-text="Discover how Sales Cloud uses data and AI to help you close deals fast." data-link-url="https://www.salesforce.com/sales/" data-link-type="header" target="_self"> Discover how Sales Cloud uses data and AI to help you close deals fast. </a> </h3> </div> <div class="cta_container flex flex--center"> <pbc-button class="cta_button__wrapper" data-link-text="Learn more" data-link-url="https://www.salesforce.com/sales/" data-link-type="primary cta" > <a class="cta_button" data-size="" data-variant="cardText" data-stacking="wideM" aria-label="Learn more about Sales Cloud" href="https://www.salesforce.com/sales/" target="_self" rel="noopener" > Learn more </a> </pbc-button> </div> </div> </div> </article> <article class="card card__4 card__wrapper " data-module-track-impressions="" data-module-id="1670279296923_19hw" data-module-name="Try Sales Cloud for free." data-module-position="4" data-module-type="card_resource" > <div class="card--card_resource card--generic_card pbc-g-elevation-2 flex border-rad-16 "> <div class="card__image__wrapper"> <a href="https://www.salesforce.com/form/signup/sales/?d=pb" tabindex="-1" aria-label="Try Sales Cloud for free." data-link-url="https://www.salesforce.com/form/signup/sales/?d=pb" data-link-type="image" target="_blank"> <img loading="lazy" src="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/06/form-free-trial-elf-b.png?w=1024" class="card__image" alt="Sales Cloud trial" sizes="100vw" srcset="https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/06/form-free-trial-elf-b.png?resize=150,150 150w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/06/form-free-trial-elf-b.png?resize=300,169 300w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/06/form-free-trial-elf-b.png?resize=768,432 768w,https://wp.sfdcdigital.com/en-us/wp-content/uploads/sites/4/2024/06/form-free-trial-elf-b.png?resize=1024,577 1024w" height="auto" width="auto"/> </a> </div> <div class="card__content__wrapper"> <div class="card__copy__wrapper"> <span class="badge blue95 pl-12 pr-12">Free Trial</span> <h3 class="card__headline mb-16" style=" "> <a href="https://www.salesforce.com/form/signup/sales/?d=pb" data-link-text="Try Sales Cloud for free." data-link-url="https://www.salesforce.com/form/signup/sales/?d=pb" data-link-type="header" target="_blank"> Try Sales Cloud for free. </a> </h3> </div> <div class="cta_container flex flex--center"> <pbc-button class="cta_button__wrapper" data-link-text="Start your trial" data-link-url="https://www.salesforce.com/form/signup/sales/?d=pb" data-link-type="primary cta" > <a class="cta_button" data-size="" data-variant="cardText" data-stacking="wideM" aria-label="Start your Sales Cloud trial" href="https://www.salesforce.com/form/signup/sales/?d=pb" target="_blank" rel="noopener" > Start your trial </a> </pbc-button> </div> </div> </div> </article> </div> <div class="nup_cta" data-module-name="Get more sales tips, tricks, and trends." data-module-position="5" data-module-id="0" data-module-type="cta"> <div class="cta_container flex flex--center ctas__1"> <pbc-button class="cta_button__wrapper" data-link-text="See all resources" data-link-url="https://www.salesforce.com/blog/sales/" data-link-type="primary cta" > <a class="cta_button" data-size="" data-variant="secondary" data-stacking="default" aria-label="See all resources: Get more sales tips, tricks, and trends." href="https://www.salesforce.com/blog/sales/" > See all resources </a> </pbc-button> </div> </div> </div> </div> </section> </div><div data-blade-id="1668731671593_17ln_4767531" data-blade-position="34" data-blade-name="sf/contactus" data-blade-variant="contactus" data-blade-source="www" data-blade-type="blade"> <section id="1668731671593_17ln_4767531" class="relative contactus--blade contactus--link_below layout--3 contactus--card_contactus" > <div class="container container--min-spacing-bottom container--min-spacing-top background__present"> <div class="grid grid_main contactus contactus__3 contactus__gridThree"> <header class="contactus__blade-heading text--center"> <h2 class="headline" style=" "> Ready to take the next step with the world’s #1 CRM for Sales? </h2> </header> <div class="cards"> <article class="card card__1 card__wrapper" data-module-id="1670344843552_5tw" data-module-type="card_contactus" data-module-name="Start your trial." data-module-position="1" data-module-track-impressions="" > <div class="card--card_contactus pbc-g-elevation-2 flex border-rad-16"> <div class="card__image__wrapper"> <div class="card__icon__wrapper"> <img class="card__brand__image" src="https://wp.salesforce.com/en-us/wp-content/uploads/sites/4/2024/08/screen.svg" loading="lazy" aria-hidden="true" aria-label="" /> </div> </div> <div class="card__content__wrapper"> <div class="card__copy__wrapper"> <h3 class="card__headline mt-8 mb-8 mobile-mt-8 mobile-mb-8 pbc-g-text-display-6" style=" "> Start your trial. </h3> <div class="card__description pbc-g-text-body-2 mobile-mb-20 mb-32 mt-8"> <p>Try Sales Cloud free for 30 days. No credit card, no installations.</p> </div> </div> <div class="cta_container flex"> <pbc-button class="cta_button__wrapper" data-link-text="Try for free" data-link-url="https://www.salesforce.com/form/signup/freetrial-elf-v2/?d=pb&ProductInterest=Sales&nc=70130000000m5ahAAA" data-link-type="primary cta" > <a class="cta_button" data-size="" data-variant="cardText" data-stacking="default" aria-label="Try for free: Start your trial." href="https://www.salesforce.com/form/signup/freetrial-elf-v2/?d=pb&ProductInterest=Sales&nc=70130000000m5ahAAA" target="_blank" rel="noopener" > Try for free </a> </pbc-button> </div> </div> </div> </article> <article class="card card__2 card__wrapper" data-module-id="1668731671714_1524" data-module-type="card_contactus" data-module-name="Talk to an expert." data-module-position="2" data-module-track-impressions="" > <div class="card--card_contactus pbc-g-elevation-2 flex border-rad-16"> <div class="card__image__wrapper"> <div class="card__icon__wrapper"> <img class="card__brand__image" src="https://wp.salesforce.com/en-us/wp-content/uploads/sites/4/2024/08/call.svg" loading="lazy" aria-hidden="true" aria-label="" /> </div> </div> <div class="card__content__wrapper"> <div class="card__copy__wrapper"> <h3 class="card__headline mt-8 mb-8 mobile-mt-8 mobile-mb-8 pbc-g-text-display-6" style=" "> Talk to an expert. </h3> <div class="card__description pbc-g-text-body-2 mobile-mb-20 mb-32 mt-8"> Tell us a bit more so the right person can reach out faster. </div> </div> <div class="cta_container flex"> <pbc-button class="cta_button__wrapper" data-link-text="Request a call" data-link-url="https://www.salesforce.com/form/contact/contactme-sales/?d=pb" data-link-type="primary cta" > <a class="cta_button" data-size="" data-variant="cardText" data-stacking="default" aria-label="Request a call: Talk to an expert." href="https://www.salesforce.com/form/contact/contactme-sales/?d=pb" target="_blank" rel="noopener" > Request a call </a> </pbc-button> </div> </div> </div> </article> <article class="card card__3 card__wrapper" data-module-id="1670344843553_10si" data-module-type="card_contactus" data-module-name="Stay up to date." data-module-position="3" data-module-track-impressions="" > <div class="card--card_contactus pbc-g-elevation-2 flex border-rad-16"> <div class="card__image__wrapper"> <div class="card__icon__wrapper"> <img class="card__brand__image" src="https://wp.salesforce.com/en-us/wp-content/uploads/sites/4/2024/08/email.svg" loading="lazy" aria-hidden="true" aria-label="" /> </div> </div> <div class="card__content__wrapper"> <div class="card__copy__wrapper"> <h3 class="card__headline mt-8 mb-8 mobile-mt-8 mobile-mb-8 pbc-g-text-display-6" style=" "> Stay up to date. </h3> <div class="card__description pbc-g-text-body-2 mobile-mb-20 mb-32 mt-8"> Get the latest research, industry insights, and product news delivered straight to your inbox. </div> </div> <div class="cta_container flex"> <pbc-button 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