For Salesforce consulting and implementation firms, consistently attracting new business is critical to meeting revenue goals and sustaining momentum. In a competitive landscape where more than half of marketers cite lead generation as their biggest obstacle, ensuring a steady flow of qualified opportunities is essential. So how do you build a pipeline that delivers meaningful connections with potential clients?
Leverage Satisfied Clients for Referrals
People trust recommendations from those they know. After delivering excellent service, your happy clients can become powerful advocates. Asking for referrals after showcasing real value—rather than immediately after a contract closes—can lead to more genuine introductions and new business opportunities.
Monitor Hiring Trends on Job Boards
Companies advertising for Salesforce-related roles often indicate active or upcoming CRM initiatives. Platforms like Indeed, Glassdoor, Mason Frank, and others provide useful signals. Once identified, research these businesses, understand their challenges, and reach out with personalized offers showing how your services align with their needs.
Build Relationships with Salesforce Account Executives
Salesforce AEs are on the front lines with potential buyers. By developing strong relationships with AEs in your target industries or regions, you can position your firm as a trusted resource for smaller, implementation-focused deals. Stay proactive and offer to support overflow or niche client needs.
Focus on a Clear Niche
Defining your specialization—whether it’s a particular Salesforce product, industry, or solution type—helps you differentiate and gain recognition as an expert. A clear niche makes your positioning stronger, messaging sharper, and sales efforts more effective.
Attend Salesforce Events and User Groups
Participating in Salesforce-hosted and community-led events is a great way to meet businesses exploring CRM transformation. Events like Dreamforce, Trailhead gatherings, world tours, and local meetups provide valuable networking opportunities and access to real-time client needs.
Build Content That Establishes Expertise
Authoring articles and guides that speak to common Salesforce implementation challenges in your target vertical helps establish your authority and attract inbound leads. Perform keyword research to discover what your audience is searching for and tailor content to address those needs directly.
Run B2B Digital Advertising Campaigns
Paid ads on platforms like Google and LinkedIn are ideal for targeting business audiences. These channels allow you to zero in on specific roles, industries, and geographies, making them excellent tools for scalable lead generation with measurable ROI.
Let’s Build Your Salesforce Pipeline Together
At iJanta we specialize in helping Salesforce consultants grow their client base through smart outreach, targeted strategies, and visibility tools. Want to learn more about how we can help? Reach out to schedule a consultation or explore our custom lead generation and membership plans.
