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Sales Cloud > Lead Management > Flashcards

Lead Management Flashcards

1
Q

What are Salesforce’s Sales Process and Marketing Capabilities?

A

Campaign Management, Lead Management, Other

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2
Q

What is Salesforce’s Campaign Management?

A

Campaigns can be created in Salesforce to track information about online and offline marketing campaigns. Influential campaigns can also be tracked.

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3
Q

What is Salesforce’s Lead Management?

A

Leads can be imported or generated automatically or manually, and can then be managed, qualified, and converted to accounts, contacts, and opportunities.

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4
Q

What are Salesforce’s Other Marketing Capabilities?

A

Marketing Cloud studios for email, mobile, social, advertising, and the Web can be utilized to execute campaigns.

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5
Q

What is Campaign Management?

A

Campaigns are used to track marketing activities such as online and print advertising, direct mail, and conferences.

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6
Q

What is the mass email limit in Salesforce?

A

5000 per day. An AppExchange app can be used to send more mass emails..

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7
Q

What functionality is enabled through the “Marketing User” checkbox?

A
  • Manage Campaigns (Create, Edit, Delete, Clone)
  • Manage Campaign Members
  • Use Data Import Wizard to import Campaign Members (and update status)
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8
Q

What are 4 components of an effective campaign?

A

Goal Setting, Execution, Categorization, Tracking and Analysis.

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9
Q

What are 3 steps to create a campaign?

A
  1. Set security for the Campaign object.
  2. Create or clone a campaign
  3. Add campaign members (contacts, leads, person accounts)
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10
Q

Where are campaigns executed?

A

Outside of Salesforce - either online or offline.

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11
Q

What is Campaign Member Status?

A

A value that provides information on the responses of campaign members. I.e. Sent, attending, declined, (up to 50 values)

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12
Q

How is campaign member status changed?

A

Data Import Wizard, Campaign Member Status related list on the Campaign Page (individual or mass updates), individually on the campaign member record, automatically via web-to-Lead form.

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13
Q

How are campaign members added?

A
  • Data import Wizard, Data loader
  • List views of lead or contacts,
  • Reports for Leads
  • “Campaign Members” related list on the campaign for accounts (adds contacts)
  • “Campaign History” related list (via button) for Lead, Contact or Person Accounts
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14
Q

How can emails be sent directly to campaign members?

A

With the “Send List Email” Limit 5000 unless 3rd party app is involved.

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15
Q

What is Campaign Influence?

A

A way to track the effectiveness of a campaign through the number of won opportunities.

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16
Q

What are the two types of Campaign Influence?

A

Campaign Influence 1.0 - helps record a campaign’s influence on an opportunity. It is available only for Salesforce Classic.

Customizable Campaign Influence - helps associate percentages of influence to multiple campaigns or 100% to a single campaign. It is available for both Classic and Lightning Experience.

17
Q

Which type of Campaign Influence is better?

A

Customizable Campaign Influence is more advantageous as it is supported for Lightning Experience, can be used with multiple attribution models, locked models, API access and reporting

18
Q

How are Opportunities linked to Campaign influence?

A
  • they are added to the ‘Campaign Influence’ related list on an Opportunity either automatically or manually
  • An additional campaign can be associated with an opportunity by adding a contact with a contact role on the opportunity to the campaign members related list.
19
Q

Does campaign influence have to be enabled?

A

Yes, and a special permission set is assigned to users to allow them to edit campaign influence.

20
Q

Customizable Campaign Influence

A

Needs to be enabled
Adds “Campaign Influence” related list to opportunities
Sdds “Influenced Opportunities” rl to Campaign
Records can be manually added or automatically with triggers or process builder
Manual entry can be blocked by “locking” the model

21
Q

What is a Campaign Influence Model?

A

A configurable model that sets:
Time frame for Campaign influence
Auto-Association rules based on field criteria
- Scans contact roles on open opportunities and creates campaign influence record based on auto-association rules.

22
Q

What is Campaign Hierarchy?

A

A way to relate campaigns that helps users understand the influence each campaign has on the other.

23
Q

What are Campaign hierarchy limits?

A

Single parents (unlimited siblings)
5 generations

24
Q

What is lead management?

A

Efforts to qualify leads so they can be converted.

25
Q

What is Lead Scoring?

A

Lead scoring refers to calculating and assigning a score to a lead based on various factors.

26
Q

What are 5 inputs for lead scoring?

A

Lead Scoring Criteria
Lead Activity Score
Lead Qualification Score
Lead Data Quality Score
Lead Score Calculation

27
Q

What is BANT Methodology?

A

A method to generate a lead qualification score based on Budget, Authority, Need, and Timeline of prospects.

28
Q

What are 4 factors used in generating a Lead Data Quality Score?

A

Age, Accuracy, Completeness, Relevance

29
Q

How is Lead Score Calculation accomplished?

A

Custom formula fields accrue points and calculate the score. The score can be visualized with an IMAGE formula.

30
Q

What are the 5 lead data quality management practices and some of the tools used to support them?

A
  • Reduce dups: Duplicate management and Data merge
  • Data updates: Data enrichment and mass-update addresses
  • No Garbage in: Clean imports, required fields, and validation rules, reCAPTCHA
  • Control the process: Automated flows
  • Monitor the data: Dashboards
31
Q

What is good lead data quality?

A

Complete, accurate, consistent, no dups, use all available data.

32
Q

What are some key fields for routing, scoring, tracking and converting leads?

A

Name and contact info (email, phone, address)
Company info: name, # empl, revenue, industry
Lead info: source, status, owner, next steps

Sales Cloud (4 decks)

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