Hi Mike,
As with many things in Marketo, there are many different ways to solve for something like this. In this case, I'm going to give you some best practices and then talk through one approach that I would recommend.
A best practice is to have mirrored databases... meaning that if a lead exists in Marketo, it exists in SFDC, and vice versa. There are some situations where this isn't ideal, but those are the exceptions, rather than the rule. So, I would not recommend segregating these records from SFDC. So, how do you ensure that your sales reps don't see them and start calling?
This is a function of both your lead lifecycle and lead scoring. In a typical sales funnel, a lead doesn't reach MQL--and therefore is passed on to sales--until it reaches a minimum lead score threshold. We usually recommend a threshold of 100 points. This means that just attending a webinar would rarely qualify a lead to be sent to sales. So, in a situation where a lead hasn't qualified, and been passed to sales, and we have mirrored databases, how do we prevent sales from seeing the leads that haven't qualified yet?
We use SFDC lead assignment rules to assign these leads to a lead queue that your sales reps can't see. They could see the leads if they performed a search for that specific lead (this is needed to prevent duplicates), but the leads won't appear in the sales reps' lead views/queues and they won't be prompted to get in touch with the leads through any activities.
This is a very general recommendation and requires some serious setup in both Marketo and SFDC. There may be elements of this recommendation that may not be ideal for your organization, but the kind of discovery we would need to conduct to really customize this recommendation for your business isn't really conducive to this medium.
If you have any questions, or would like to discuss in more detail, give me a shout at drew@leadmd.com.
Thanks!
Drew
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