PDX101-EN-L09

What types of actions are used to impact a prospect’s score?

• Facebook actions

• Implicit actions - Activities they complete: email, form, file, page view, interactions, etc,

• Explicit actions

• Visitor actions

What comes out-of-the-box and defines point values for types of activities?

• Overall scoring

• Scoring categories

• Baseline scoring rules

• Grade scoring

Name two ways scoring can be customized.

• CRM Visible Lists

• Add to Salesforce Campaigns

• Automation Rules

• During Imports

What’s the difference between an overall score and a category score?

• Overall score is the sum of all your prospect’s total scores. Category score is the sum of a prospect’s scores for one product line.

• Overall score is the sum of all your prospect’s activities. Category score is the sum of a prospect’s activities within a specific category.

• Overall score is the sum of all actions from all business units. Category score is the sum of scores for an individual business unit.

• Overall score is available in both Account Engagement and Salesforce. Category score is only available in Salesforce.

What are the two ways a prospect’s category score can be adjusted?

• Folder assignments

• Marketing assets

• Page Actions

• Tags

What types of factors is a prospect’s grade based on?

• Explicit factors - What we know about them (Not what they do)

• Social media factors

• Implicit factors

• Visitor factors

What grade do prospects begin with?

• A

• B

• C

• D

What feature controls how a prospect is graded?

• Scoring Categories

• Profiles

• Overall Score

• Custom Roles