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Lead Generation: Sales Navigator, HubSpot, Salesforce & Funnels

⏱ 30 min read · 🃏 flashcards · 📝 8-question quiz

A lead is a person who raised their hand — shared their name/email/phone because they're interested. Lead generation is the bridge between marketing and sales, and it's where B2B money is made.

The lead magnet funnel

Offer something genuinely valuable in exchange for contact details: a checklist, free audit, webinar, template or mini-course. Flow: Ad/Content → Landing page → Form → Thank-you page → Email/WhatsApp nurture → Sales conversation. (Notice: this academy itself runs this exact model — free classes and a free audit tool are the lead magnets!)

LinkedIn Sales Navigator (B2B prospecting)

• Advanced filters: find people by title, industry, company size, geography ("Marketing Managers, 11–50 employee companies, Chennai").
• Save leads & accounts — get alerts on job changes and posts, which are perfect conversation openers.
• The right sequence: engage with their content first → personalised connection note → give value (insight, audit, resource) → then propose a call. Pitch-first messages get ignored.

CRM: HubSpot & Salesforce

• A CRM stores every lead, conversation and deal stage so nothing falls through the cracks.
• HubSpot — generous free tier: contacts, deal pipeline, forms, email tracking, live chat. Ideal for solo trainers & SMBs.
• Salesforce — the enterprise standard: deeply customisable objects, automation and reporting; common in larger sales teams.
• Core practice in both: capture every lead automatically (forms → CRM), score leads (hot/warm/cold), move deals through pipeline stages, and follow up on time with tasks/sequences.

Qualify before you sell

Use simple BANT: Budget, Authority, Need, Timeline. Your form can pre-qualify — asking "What are your expectations?" and "Preferred learning mode?" (exactly like this site's training form) filters serious prospects before you spend a minute on a call.