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[Music] hello everyone and welcome to pardot series it's the sixth consecutive day and this day is completely dedicated to lead qualification feature which is provided by powerdot so i am a salesforce certified paradox specialist and i'm the speaker for today that's arthi mahajan and you can follow us on hashtag salesforce apex hours and you can also look for us on .apexaverse.com so i'll just give you a short introduction from my end for myself so i am a para a very proud salesforce marketing champion as i have dedicated many of the years of my career in marketing understanding the strategies applying the strategies running many of the campaigns nextly i'm very very happy to share that i have featured on eternal solutions private limited blogs so you can go ahead and you can read those blogs also you can follow me on linkedin with the help of link that i'll be also providing you in the description so the agenda for today would be wherein will we will be covering two topics that is need for qualification and lead scoring now lead qualification is the most important step as it's the it's a it's the initial part of any buying process it's important to use your marketing efforts in a right way otherwise it would be a completely waste of your time and resources you have many leads and no function in place to check which lead is most important in your products and services which and which lead is the ideal buyer for you right so many of the businesses those are trying to capture a new opportunity takes a lot of time and efforts many times sales sales teams just you know get overwhelmed with leads which results in losing leads through cracks or focusing more on the leads which later not tend to be a potential buyer so lead qualification process helps you filter your leads and pass them to the sales team ensuring only good leads are worked upon right so in the the lead qualification part we have two very good features that pardot offers one being scoring and other being grading so what scoring does the scoring this feature it evaluates the interest of prospect in your product and services and schools are calculated ing to prospect engagement with your marketing assets which directly shows them whether the prospect is a real buyer is he really interested in your products or services or is it just something that he is being diverted to also parat offers some default scoring rules which can be customized ing to your priorities and you can also automate scores through automations and engagement studios and also some completion actions that padra provides and nextly when it comes to grading reading is a system that shakes and assigns a profile ing to defined criteria trading helps the business to evaluate and find the best prospect which makes their ideal prospect about lead scoring if we go in detail pardot score is used to define the interest of prospects and the productive services offered by your organization so this interest can be calculated by various ways like if your prospect is landing on your landing page if he is filling up a form submitting a landing page there would be a score which could be assigned to him also scoring helps to define the paradox thinking criteria as well and part our score can be positive or negative the scores will be positive for activities like pilot email opens click forms etc scores will be negative for action say unsubscribe whenever a prospect unsubscribes from your bar dot uh from your marketing assets of course he's not much interested now so let's not waste much time on it right now uh let's go to the power.org and check that how does the scoring really works so let's click on power dot settings we would find scoring rules under automation settings and scoring here we have those scoring rules which are provided by pardon by default we have a score of three whenever a prospect clicks on custom redirect links other than that whenever prospect accesses a file or he downloads the file the points will be added to three also the most important indicator that a prospect is interested in your products is the form submission right so for form submission we have kept a score of 80 because that's most important for our organization ahead of that we have the landing page success of 50 points so whenever a prospect lands on landing page he completes that landing page then his score would be added with 50 points apart from that we have opportunity lost points that is -100 if unfortunately the opportunity is lost the 100 points would be subtracted from the prospects current school going ahead we have three points uh that is third party clicks then we have webinar attended and visitors sessions so now let's go ahead and edit some scoring rule and try it out uh so as i said form submission is the most important for us so let's put that five and let's edit and save now this would reflect here the form submission points have changed from 80 to 85. now let's go ahead and check whether how is it going to apply now in the forms we have this standard form let's consider it as a webinar form click on view online and let's put a prospects details so here as you can see we have this prospect with the name and nitin salon and his score currently is 77. let's go ahead and put his details and submit 77 and now his score is 170 as it has been added to the score one seven and here also you can check that he has filled the form earlier also and he has filled the other form now so the force has been evaluated ingly now when it comes to scoring you have various automations or various engagements to you which can help you to assign a good a good scoring to your prospect uh to give a threshold that when the prospect reaches this school he is the best prospect for us in automation i'll just show you that what are the completion actions that you can apply and what can be the criteria for that so here you can check whether a prospect has spread a particular form if you want to ensure that if a particular form a webinar form has been filled then the score should be adjusted by this much not the default score that has been provided in paradise or not the org level score that we have provided there this course should be applied to a particular form then you can just select that particular form and select was completed successfully here and assign a score so for scoring you have several options here you can go ahead and adjust the prospect score by might be 90 and you can save this automation rule now this would be applied to all the prospects whosoever has filled this particular form and the score should be adjusted by 90. if the action that pardot would take automatically and this rule can run in real time ahead of this automation rule we do have the actions in engagement studio let's go ahead and try it here [Music] now here you can have a look that in the actions you have just four action also so by that your score would be adjusted by this much first you can select and an email and there you can have a trigger that if the email was open then the score should be adjusted by this much score if the prospect has filled this form or has completed this landing page then this score should be adjusted by this much that is completely possible as engagement studio very easy to use and this can be done in automation rooms also the scoring uh completion actions can be assigned on email templates too so whenever you draft an email like this one you can go to completion action and here you can specify if a prospect has opened an email then the completion action will be adjusted score plus minus newton also if you have clicked on this email then also you can see whether the score should be increased this is when it comes to the scoring part the scoring can be um it can be applied anywhere wherever the completion actions can be applied in part guys that's all uh for this session for of the current topic that i have taken up and let's meet tomorrow that's the day seven and we'll be discussing about grading in that thank you so much