Salesforce Certified Sales Cloud Consultant — Question 209

The Cloud Kicks marketing team purchased a marketing automation tool and is implementing a lead qualification process. The sales director provided key attributes and activity history of the ideal lead.

What should marketing do to improve the current process?

Answer options

• A. Create reports based on the sales metrics provided in the marketing automation tool and train marketing users to identify and qualify leads.
• B. Develop the Lead score and grade based on the information provided automatically and manually determine when a lead should become qualified.
• C. Develop the Lead score and grade based on the information provided to automatically determine when a lead should become qualified.
• D. Set up the marketing automation tool to send prospects to the sales director and ask sales reps to assist in the qualification process.

Correct answer: B

Explanation

Option B is correct because it emphasizes the importance of using both automated and manual evaluation to determine the qualification of leads, allowing for a more nuanced approach. Options A and D do not fully leverage the lead scoring process and rely too much on manual intervention, while Option C suggests a purely automated approach, which may overlook important qualitative factors.