Lead Qualification

Question 1

When scoring a prospect, it measures a prospect’s ______ & _______.

Answer 1

intent and interest

Question 2

Complete the default scoring system:

Custom redirect =
Email open =
Event checked in =
Event registered =
File access =

Answer 2

Custom redirect = +3
Email open = 0
Event checked in = 0
Event registered = 0
File access = +3

Question 3

Complete the default scoring system:

Form error =
Form handler error =
Form handler submission =
Form submission =
Landing page error =
Landing page success =

Answer 3

Form error = - 5
Form handler error = - 5
Form handler submission = +50
Form submission = +50
Landing page error = -5
Landing page success = +50

Question 4

Complete the default scoring system:

Olark chat =
Opportunity created =
Opportunity lost =
Opportunity won =
Page view =

Answer 4

Olark chat = +10
Opportunity created = +50
Opportunity lost = -100
Opportunity won = 0
Page view = +1

Question 5

Complete the default scoring system:

Site search query =
Social message link click =
Third party click =
Tracker link click =
Video Conversion =

Answer 5

Site search query = +3
Social message link click = 0
Third party click = +3
Tracker link click = +3
Video Conversion = +50

Question 6

Complete the default scoring system:

Video play =
Video watch 75% =
Visitor =
Webinar Attended =
Webinar Invited =
Webinar Registered =

Answer 6

Video play = 0
Video watch 75% = +25
Visitor = +3
Webinar Attended = 0
Webinar Invited = 0
Webinar Registered = 0

Question 7

True or False:

Editing and rescoring causes prospects to resync with the CRM and can affect score-based automations.

Answer 7

True

Question 8

True or False:

It is not possible to have negative scores.

Answer 8

False.

When prospects are rescored after editing scoring rules, its possible for a prospect’s score to be negative.

Question 9

A score category is incremented when a prospect performs the following actions on an asset in a folder with an assigned scoring category. What are the actions?

Answer 9

1. Submit a form/form handler
2. Downloads a file
3. Clicks a custom redirect
4. Clicks an email or opens an email

Question 10

True or False:

You can manually edit category scores on prospect records

Answer 10

False. You can not edit prospect category scores manually.

You can manually edit prospect score

Question 11

Prospects are graded based on ____ and those use criteria that you choose to determine how good of a fit the prospect is for your company.

Answer 11

Profiles

Question 12

When a prospect matches a profile criterion, the grade _______ by the amount specified in the prospect’s assigned profile.

When a prospect doesn’t match a profile criterion, the grade ________ by the amount specified in the prospect’s assigned profile.

Answer 12

Increases

Decreases

Question 13

True or False.

You can manually change profile criteria on a prospect record to match or not match.

Answer 13

True

Question 14

Using profiles has to grade prospects has 2 stages. What are they?

Answer 14

assigning the profile and then matching the criteria

Question 15

How can you assign profiles to a prospect? 4 ways

Answer 15

1. Manually
2. Use the set profile completion action on forms/form handlers
3. Use an automation rule triggered by an event
4. Adding the profile’s JavaScript to the page

Question 16

Once a profile is assigned, the prospect must match or unmatch the criteria. What 2 ways can this be done?

Answer 16

Manually or automation rules