Automate Sales lead follow-up

1. Proactive Sales Follow-Up: AI Suggestions for Untouched Qualified Leads

This automation recipe is designed to help sales teams stay proactive and consistent in their outreach to qualified leads. It triggers specifically when a person in SalesLoft is marked as a Qualified Lead and has not been contacted in the last two weeks. Once this condition is met, the recipe searches for past call records related to the person and sends them to an AI service using Workato’s AI connector. The AI analyzes these interactions and returns suggestions for the next best follow-up call. Based on these insights, the recipe automatically enrolls the person into a dedicated follow-up cadence. If any part of the process fails, a Slack message is immediately sent to a job failure channel with detailed error information.

How the automation works:

The workflow begins by continuously monitoring SalesLoft for person records that meet two conditions: the person is marked as a Qualified Lead, and there has been no recorded contact in the past 14 days. For such leads, the recipe searches their associated call records to gather relevant interaction history. These records are then analyzed using Workato’s AI connector, which processes the data and returns smart suggestions for how to approach the next follow-up—such as key talking points or optimal timing. With these insights, the person is enrolled into a follow-up cadence in SalesLoft, ensuring the outreach is timely and personalized. Throughout the process, error handling is built in—any failure triggers a Slack notification to the designated job failure channel for immediate visibility and resolution.

Why this automation is impactful:

This automation is valuable for sales teams aiming to improve engagement with qualified leads who may otherwise go cold. By targeting Qualified Leads with no recent contact, it ensures timely follow-ups and maximizes the chances of conversion. The integration with AI allows for smarter, more relevant interactions based on actual conversation history, moving beyond generic scripts. Automated cadence assignment removes the burden of manual tracking while ensuring continuity in engagement. Moreover, the built-in error alerts via Slack help maintain workflow reliability and enable quick troubleshooting, making the automation not just intelligent but also operationally sound.

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Feel free to check out the recipe here for a ready-to-use version that you can easily duplicate and implement.

2. Accelerate Sales Outreach: Seamless MQL Sync Between Marketo and SalesLoft

This automation recipe streamlines the lead management process between Marketo and SalesLoft. It is designed to trigger whenever a lead’s status is updated in Marketo, specifically targeting leads that are marked as “MQL” (Marketing Qualified Lead) and have a lead score greater than 4. Once triggered, the recipe checks whether the lead already exists in SalesLoft. If the lead is found, it updates the person’s record with the new lead status. If the lead does not exist, the recipe creates a new person record in SalesLoft using the lead’s information from Marketo and enrolls them in a specified outreach cadence. In the event of any processing errors, a notification with detailed information is automatically sent to a designated Slack channel.

How the automation works:

The automation works by continuously monitoring lead status updates in Marketo. When a lead qualifies as an MQL with a score above 4, the recipe takes action based on the lead’s presence in SalesLoft. For existing leads, it ensures their records remain current by updating the relevant fields. For new leads, it ensures they are not missed by creating a complete profile in SalesLoft and initiating a follow-up process via an outreach cadence. This ensures every qualified lead receives timely attention from the sales team. Furthermore, any issues encountered during the automation are communicated immediately through Slack, enabling rapid response and resolution.

Why this automation is impactful:

This automation is highly beneficial for marketing and sales teams. It eliminates manual data entry and reduces the risk of oversight or outdated information across systems. By automatically tagging and enrolling qualified leads, it ensures that high-potential prospects are promptly pursued, increasing the chances of conversion. Additionally, the integration with Slack for error alerts provides operational transparency and helps maintain a smooth workflow. Overall, this recipe improves efficiency, accuracy, and responsiveness in lead handling, making it a valuable asset for any organization using Marketo and SalesLoft.

Start building in Workato

Feel free to check out the recipe here for a ready-to-use version that you can easily duplicate and implement.