---
schema_version: "1"
id: 16515458863b6d2184ab16b92b4a719589ed4f138febd3d8a3e76c70ec00c359
title: Finding and Qualifying Leads
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/sales/264-0-0/sales_job_landing_find_and_qualify_leads.md
canonical_url: https://help.salesforce.com/s/articleView?id=sales.sales_job_landing_find_and_qualify_leads.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: fa6c32b3fd15ce5efdae4911f94da473b6efc8b8b4855dc2bf6d54904951fe98
description: Prospective customers come from personal connections, interested parties viewing your website, imported data from external resources, marketing campaigns, and anywhere in between. It can take time for an interested party to become a purchasing customer. Focus your efforts on the prospects who have a genuine interest and need for what you sell.
products:
  - Sales Cloud
release: "264"
---
# Finding and Qualifying Leads

Prospective customers come from personal connections, interested parties viewing your website, imported data from external resources, marketing campaigns, and anywhere in between. It can take time for an interested party to become a purchasing customer. Focus your efforts on the prospects who have a genuine interest and need for what you sell.

## Generate Leads

Keep your sales pipeline full of potential deals. While sales leaders help to define the overall strategy to generate leads, sales reps can actively find and pursue new leads within that strategy. Sales managers help to organize and monitor progress.

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small ">
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            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d661e44">Key things to do</th>
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d661e47">Areas to Explore</th>
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        </thead>
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            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e44 ">Nurture prospects 24/7 with the help of agents </td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e47 "><a href="https://help.salesforce.com/s/articleView?id=sales.sales_agent_sdr_parent.htm&amp;type=5&amp;language=en_US" target="_blank">Agentforce
                SDR</a></td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e44 ">Capture leads from website traffic</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e47 ">
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.leads_sales_bots_lead_gen.htm&amp;language=en_US" target="_blank">Buyer Assistant</a>
              </p>
              <p style="margin-bottom:0;">
                <a href="https://help.salesforce.com/s/articleView?id=sales.setting_up_web-to-lead.htm&amp;language=en_US" target="_blank">Web to Lead</a>
              </p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e44 ">Import leads from external sources</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e47 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.sales_core_import_csv.htm&amp;language=en_US" target="_blank">Lead Import</a>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e44 ">Generate leads from internal accounts and data</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e47 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.pc_parent.htm&amp;language=en_US" target="_blank">Prospecting
                Center</a>
            </td>

          </tr>
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            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e44 ">Keep lead details up to date</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e47 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.leads_manage_parent.htm&amp;language=en_US" target="_blank">Manage Leads</a>
            </td>

          </tr>
        </tbody>
      </table>

## Assess Each Lead’s Fit

Sales reps gather information about the needs of each lead, the budget, buying authority, and whether the lead is a good fit for the product and services that you sell. Qualifying each lead ensures that your sales team focuses on the leads that are most likely to turn into winning deals for your business.

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small ">
        <colgroup>
          <col style="width:50%">
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        </colgroup>
        <thead class="slds-text-title_caps ">
          <tr class="">
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d661e147">Key things to do</th>
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d661e150">Areas to Explore</th>
          </tr>
        </thead>
        <tbody>
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            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e147 ">Prioritize which leads to reach out to first</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e150 ">
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.leads_intelligence_view.htm&amp;language=en_US" target="_blank">Lead Intelligence View</a>
              </p>
              <p style="margin-bottom:0;">
                <a href="https://help.salesforce.com/s/articleView?id=sales.einstein_sales_lead_insights.htm&amp;language=en_US" target="_blank">Einstein Lead Scoring</a>
              </p>
            </td>

          </tr>
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            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e147 ">Assess leads with desk research</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e150 ">
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.sf_chrome_extension.htm&amp;language=en_US" target="_blank">Sales Cloud Everywhere</a>
              </p>
              <p style="margin-bottom:0;">
                <a href="https://help.salesforce.com/s/articleView?id=sales.sc_linkedin_sales_navigator.htm&amp;language=en_US" target="_blank">LinkedIn Sales Navigator</a>
              </p>
            </td>

          </tr>
        </tbody>
      </table>

## Turn Leads into Business Deals

Keep the sales process moving after qualifying the lead and continue your outreach. If you determine that the lead has promise, convert the lead into a contact or an account, and continue pursuing a potential deal.

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small ">
        <colgroup>
          <col style="width:50%">
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        </colgroup>
        <thead class="slds-text-title_caps ">
          <tr class="">
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d661e219">Key things to do</th>
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d661e222">Areas to Explore</th>
          </tr>
        </thead>
        <tbody>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e219 ">Personalize your introductions</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e222 ">
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.hvs_create_call_scripts.htm&amp;language=en_US" target="_blank">Call Scripts</a>
              </p>
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.email_templates_landing_page.htm&amp;language=en_US" target="_blank">Email Templates</a>
              </p>
              <p style="margin-bottom:0;">
                <a href="https://help.salesforce.com/s/articleView?id=sales.einstein_sales_emails_draft.htm&amp;language=en_US" target="_blank">Sales Emails</a>
              </p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e219 ">Develop the perfect sales pitch</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e222 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.enablement_take_einstein_coach_exercise.htm&amp;language=en_US" target="_blank">Feedback Requests in Einstein Coach</a>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e219 ">Follow a repeatable outreach process</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e222 ">
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.high_velocity_sales_cadences.htm&amp;language=en_US" target="_blank">Cadences</a>
              </p>
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.tasks.htm&amp;language=en_US" target="_blank">Tasks</a>
              </p>
              <p style="margin-bottom:0;">
                <a href="https://help.salesforce.com/s/articleView?id=sales.to_do_list.htm&amp;language=en_US" target="_blank">To Do List</a>
              </p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e219 ">Identify deal champions and detractors</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e222 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.buyer_relationship_map.htm&amp;language=en_US" target="_blank">Buyer
                Relationship Map</a>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e219 ">Convert leads into opportunities</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d661e222 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.leads_convert_parent.htm&amp;language=en_US" target="_blank">Convert Leads</a>
            </td>

          </tr>
        </tbody>
      </table>