Timing to Sync New Leads from Marketo to Salesforce

 

When to initially sync leads over to Salesforce is an important decision to make. It’s a good idea to keep nurturing leads through scoring campaigns until they reach a scoring threshold, before giving them to the Sales team.

To do this, you can set the Sync to Salesforce flow step on the MQL stage of the Lead Lifecycle. This way, when the Person hits the score threshold, they will sync to Salesforce and routed to the correct Sales person.

There may be times that you want to sync leads over before they hit the scoring threshold, for example, if they fill out a certain field or select a certain field value. They may select a Contact Me Now checkbox or select a value indicating that their demographic profile is a profitable target for you. In these situations, I recommend that you keep these campaigns in a folder under an SFDC Sync Folder within your operational programs section, so that they are easy to find and edit.

Check out Marketo’s Guide to Lead Scoring for a deep dive into lead lifecycle and scoring tips!

Campaign Member Syncing Process

If you decide to sync your Marketo Programs with your Salesforce Campaigns, members will sync to Salesforce as soon as they are added. In this case, you should discuss how to manage these leads and keep them under the Marketo sync user until they are nurtures and ready for
Sales.

TIP: Create a custom MQL field to indicate when a lead has reached the scoring threshold.You can then add that field as a flow step on the MQL lead lifecycle stage. It would look something like this.

Smart List: if the custom MQL field is empty; Flow Step: use the Change Data Value step to attribute the custom MQL as TRUE. Once your MQL field is populated, then you can automate routing rules to your Sales team, from within Marketo or Salesforce.

While syncing Campaigns take a shorter time, campaign members typically take around 10 minutes to sync. For more on Salesforce Campaign Reporting, navigate here.

Continue to Syncing Marketo Fields with Salesforce Fields

 

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