Your marketing and your sales are one pipeline. Most businesses run them as two.
A lead your marketing earns should reach your salesperson while it’s still warm — scored, graded and ready. Instead it usually lands in a gap between two disconnected tools and goes cold. We set up Salesforce and Account Engagement (Pardot) as one system, so the handoff stops leaking and your team works the leads actually worth working.
Take the Reality Check →The leak almost nobody owns
Between “marketing got a lead” and “sales closed it” sits a handoff that almost nobody owns — and it’s where the money quietly goes.
Marketing captures
A form, a campaign, a download — a prospect raises their hand. Real interest, now sitting in the system.
The seam
No shared definition of “ready”, no automatic routing. Leads get re-keyed by hand, or sit in a list. Across B2B, only about 27% of leads passed to sales are genuinely sales-ready, and MQL-to-SQL conversion now runs under 10%. The good ones cool while no one’s watching.
Sales works it — late
By the time a rep follows up, the moment has gone. 35–50% of deals go to whoever responds first, and a five-minute follow-up converts up to 9× better than an hour later — speed you don’t have when the handoff is manual.
None of this is a people problem. It’s an infrastructure problem — and infrastructure can be fixed.
Figures: B2B funnel benchmarks (share of passed leads that are sales-ready; MQL→SQL conversion) and lead-response research (first-responder win rate; five-minute follow-up effect).
What you actually get when the two halves join
Your marketing already earns the interest and your sales team already closes the deals. The value is in the handoff between them — and that is exactly what most setups leave to chance. When Account Engagement and Salesforce run as one system, an interested prospect is promoted the moment the fit and the intent line up, and lands in front of the right person while that intent is still live. No one re-keys a list; no one works a lead that went cold three days ago.
Every pound becomes accountable
You see which campaigns turned into pipeline and revenue — not just opens and clicks — so budget follows what genuinely books meetings, and the leads you pass are the ones sales actually works.
Warm leads, with the full story
Your reps open a record that is already scored and graded, and can see what the prospect read and which campaign brought them in — so the first call starts from context, not a cold name on a list.
Kept apart, the two quietly work against each other and you pay to fill a bucket with a hole in it. Joined, the same effort compounds: marketing sharpens on what converts, sales spends its time on leads that are ready, and the deals that go to whoever moves first start going to you.
How Salesforce actually closes the gap
This is what “set up together” really means. Account Engagement qualifies the lead; Salesforce receives it the moment it’s real.
Grading — the fit question
Account Engagement scores how well a prospect matches your ideal customer — industry, size, role — with a simple A–F grade. It answers “is this even our kind of buyer?”
Scoring — the interest question
Every action adds points — email opens, page views, form fills — so behaviour becomes a number. It answers “how warm are they right now?”
The threshold & routing
When grade and score cross the line you and your team agree on, the lead is promoted and routed straight into Salesforce, assigned to the right person, the moment it’s real — not re-keyed a week later.
The full view for sales
Your rep opens the record and sees what the lead read, what it clicked and which campaign brought it in — context before the first call.
The loop back to marketing
Because it’s one system, marketing finally sees which leads became pipeline and revenue — so budget follows what actually works, not what looks busy.
That’s the difference between two tools you own and one system that runs.
Why we’re the ones to build it
We come at this as operators, not just implementers. We grew a real cross-border business through the exact problem this page describes — the scattered data, the leads lost in the seam, the handoff quietly costing money — and we built the join to fix it for ourselves before we ever built it for anyone else.
That’s the combination most consultancies are missing. Plenty of firms know Salesforce; plenty of people understand business. Few bring both — the commercial eye to see how your pipeline actually runs, and the technical depth to wire Salesforce and Account Engagement into one flow that fits your business, not a template dropped on top of it.
A decade running a live B2B business through these problems. British-based, internationally experienced, outcome-first.
A clear path, no open-ended drift
Take the Reality Check
A short, honest read on where your sales-and-marketing setup actually stands today. No pitch.
We scope the right first phase
Fixed scope, fixed price, a clear finish line — no open-ended drift.
We build the join and set you up to run it
You own it, your licences stay yours, and we leave you a system that runs without us hovering.
Not sure whether your systems are actually connected — or just sitting next to each other?
That’s exactly what the Reality Check tells you: a short, honest read on where your Salesforce and marketing stand today, and the first fix that would stop the leak.
Take the Reality Check →