Einstein Lead Management

Question 1

What identifies prospects whose behavior suggests that they’re ready to buy and scores them based on Einstein’s engagement model?

Answer 1

Einstein behavior scoring

Question 2

Where do you turn on Einstein Behavior Scoring in SF?

Answer 2

Marketing setup

Question 3

What needs to be set up first and what optional dashboard needs to be added to get a picture of how Einstein creates your scoring model?

Answer 3

1. Set up B2B Marketing Analytics
2. Include the Einstein Behavior Scoring dashboard

Question 4

How must time does Pardot recommend to have of prospect engagement data and the recommended minimum number of prospects linked to opportunities?

Answer 4

6 months of prospect engagement data and at least 20 prospects linked to opprotunities

Question 5

Einstein behavior scoring is available for prospects linked to what 2 objects?

Answer 5

Leads and contacts

Question 6

True or False

A prospect must have engagement activity from the past year to be scored.

Answer 6

True

Question 7

True or False

If there are duplicate prospects, the scores are combined.

Answer 7

False.

A behavior score is linked to the unique prospect ID

Question 8

What happens to the Influence by Asset widget when there is less data than the Einstein Behavior Scoring dashboard requires?

Answer 8

The widget is empty. When there is enough data, the widget shows a bar chart.

Question 9

On the Einstein Behavior Scoring dashboard, how many influencing factors are shown on the dashboard?

Answer 9

top 4

visible on the Prospect via the behavior scoring dashboard

Question 10

How often is the Einstein Behavior Scoring model retrained and updated?

Answer 10

10 days

Question 11

Einstein Behavior Scoring uses __________ to uncover the most influential ___________ across past and current prospect engagement.

Answer 11

machine learning

behavior signals

Question 12

An evolving Einstein scoring model weights each activity and assigns a score from ___ to ___.

Answer 12

0 to 100

Question 13

True or False

Prospects associated with opprotunities that are created before you enable Behavior Scoring or that occur during the initial training period aren’t scored.

Answer 13

True

Question 14

What are the 2 most important factors in the Einstein Behavior Scoring for the prospect’s engagement pattern data?

Answer 14

Frequency and recency

Question 15

What is a conversion for the Einstein Behavior Scoring model?

Answer 15

A prospect is linked to an opportunity and is no longer scored or prospect lifecycle stage becomes Sales Qualified Lead

Question 16

True or False

Einstein Behavior Scoring is only available in Salesforce on the lead or contact objects.

Answer 16

False.

It is also available in Pardot

Question 17

What does the Einstein Behavior Scoring Dashboard do?

Answer 17

It shows how each type of engagement activity impacts your Einstein Behavior Scoring model

In SF, the dashboard is available in the Analytics Studio and shows you how Einstein calculates the scores.

Question 18

What is a rationale in regards to the Einstein Behavior Scoring?

Answer 18

A rational is a positive or negative statement that tells you more about why the prospect scored the way they did

Question 19

What are the steps to enable Einstein Behavior Scoring in SF?

Answer 19

1. First enable Einstein Behavior Scoring for Pardot
2. Go to Marketing setup in SF, select the Einstein Behavior Scoring and turn on the feature then can bring the data into the lead and contact list views in SF

Question 20

How do you see the Einstein Behavior Scores in Pardot?

Answer 20

Assign the CRM User/Sales user/Services user permission set to the connector user

Question 21

What is Einstein Lead Scoring?

Answer 21

Artificial intelligence in SF that scores your leads by how well they fit your company’s successful conversion patterns

Question 22

What is false about Einstein Lead Scoring?

A. Einstein predicts which current leads to prioritize
B. If not enough lead conversion data to build your own predictive model, no score is shown until there is enough data
C. Einstein Lead Scoring adds a Lead Score field to leads and leads with higher scores have more in common with leads that have converted in the past
D. Einstein analyzes your past leads to determine which current leads have the most in common with leads that have previously converted

Answer 22

B is false

If not enough data, Einstein will use a global model (anonymous data from many SF customers)

Question 23

True or False

Completion actions apply only to existing prospects. They don’t apply to visitors who convert to prospects after clicking a custom redirect.

Answer 23

True

Question 24

What are custom redirects used for?

4.

Answer 24

Track banner ad clicks
Links to a 3rd party sites
Links on social media
Access to files hosted outside Pardot

Question 25

What are the 4 tools in Pardot Einstein?

Answer 25

Behavior Scoring Lead Scoring Campaign insights Einstein Attribution

Question 26

Before you enable Pardot Einsten features, what all needs to be enabled?

Answer 26

- Pardot Advanced edition - Sales cloud or Service Cloud Enterprise or Unlimited editions - Verified Salesforce Connector in Pardot - Lightning experience - Prospects are syncing to Leads, Contacts, or both (Behavior scoring) - Connected campaigns (Campaign insights and attribution) - Customizable campaign influence (Attribution)

Question 27

Einstein Behvaior Score is available in the following areas: Name the 5

Answer 27

1. Lead and contact records in Lightning SF 2. Lead and contact list views in Lightning SF 3. Salesforce API 4. SF reports 5. Pardot Prospect Pages, Engagement Studio and Automation rules

Question 28

What are the steps to Einstein Behavior Scoring?

Answer 28

1. Calculates score from 0 to 100 based on activities from the past 365 days 2. Prospects are then ranked against each other 3. Einstein Behavior Scoring then highlights positive and negative insights

Question 29

What is the difference between Pardot Prospect Score and Einstein Behavior Scoring?

Answer 29

Pardot prospect score is static, rule-based model and available to all Pardot customers Einstein Behavior Scoring is dynamic model and only available in the Advanced edition

Question 30

Which is false about Pardot scoring? A. Traditional Pardot scoring is used to qualify prospects before assigning a corresponding lead/ contact to sales B. Pardot's scoring tool tells the marketing team how interested a prospect is in the marketing-tracked content C. The score can not exceed 100 D. Marketers assign a numeric value to engagement activities like form submissions, etc.

Answer 30

C Pardot scores can go up indefinitely So a score of 100 can be high or low relative to other prospect scores

Question 31

Which is false about Einstein Behavior Scoring? A. Applies to all prospects with activities in the past 2 years B. The score never exceeds 100 C. No just a summary of all-time activities but a more advanced calculation taking into account frequency and recency D. The Behavior Score can replace the Pardot prospect score

Answer 31

A and D Past one year It does not replace the Pardot prospect score

Question 32

Einstein Lead Scoring tells you how interested your business should be in a lead. How does it relate and differ from letter grading in Pardot?

Answer 32

It is similar in that it tells us if it fits our ideal customer and reflects how interested we should be in them but differs in that, it is a numeric value, unique to lead records and powered by AI tools instead of manually configured by automation tools

Question 33

What two Einstein tools work in tandem so we can prioritize the best-bet leads for sales?

Answer 33

Einstein Behavior Scoring and Lead Scoring

Question 34

What is Einstein Campaign insights?

Answer 34

It learns factors driving campaign performance to help marketers understand the factors that drive campaign performance without having to manually sift through data

Question 35

How does Einstein Campaign Insight work?

Answer 35

it analyzes engagement with your marketing assets and finds themes among your prospects

Question 36

Campaign Insights model generates what two types of insights? What is the difference between these insights?

Answer 36

Global and Segment Global tells you how well the campaign performed compared to other campaigns of the same type. (ex: This sign up outperformed other forms.) Segment tells you how well the campaign performed in regards to audience engaging (ex: one segment submitted your form less than other segments)

Question 37

What is the AI model that uses your company's AI historical data to generate an AI-driven campaign influence model that assigns conversion credit across the available marketing touchpoints?

Answer 37

Einstein Attribution