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Question 267 - Certified Sales Cloud Consultant discussion

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Universal Containers has implemented a lead qualification process that uses a lead scoring formul a. Upon review, many of the converted leads with the highest scores had little interest in making a purchase.

Which modification to the current lead qualification process should a consultant recommend?

A.
Include a measure for the number of marketing touches.
Answers
A.
Include a measure for the number of marketing touches.
B.
Increase points for actions that Indicate intent.
Answers
B.
Increase points for actions that Indicate intent.
C.
Evaluate each record against the target marketing persona.
Answers
C.
Evaluate each record against the target marketing persona.
Suggested answer: C

Explanation:

When converted leads with high scores show little interest in purchasing, it indicates that the lead scoring model may not be accurately reflecting true purchase intent. Evaluating each record against the target marketing persona involves comparing the characteristics of the lead to an ideal customer profile, which helps in ensuring that the scoring is more aligned with actual buying intent. By refining the lead qualification process to better match the target persona, sales teams can prioritize leads that are more likely to convert into customers.

Improving Lead Scoring with Personas

Lead Management Best Practices

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asked 23/09/2024
Srikrushna Patro
34 questions
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