A consultant configures Sales Accelerator for a team that wants leads graded Hot routed into a segment that opens with an immediate phone call, while leads graded Cool are routed into a segment that starts with a slower-paced nurture email. How should the consultant set this up?
Select an answer to reveal the explanation.
Short Explanation
The team already knows what they want: hot leads get a phone call right away, cooler ones get eased in with an email first. The way to make that happen automatically is to let the grade itself do the sorting, build one segment whose criteria pull in the Hot leads and hand them to a call-first sequence, and a second segment whose criteria pull in the Cool leads and hand them to the nurture sequence. That is the whole trick, criteria-driven segments doing the routing so sellers never have to think about it. Leaning on sellers to manually jump ahead defeats the purpose and invites inconsistency, marking a step as high priority only changes how it is flagged for the person working it rather than who gets routed there, and sorting by score just changes what order records appear in, it does not decide which sequence a lead lands in to begin with.
Full Explanation
The correct answer is B. Sales Accelerator segments are defined by query criteria, and building two segments whose criteria filter on the lead's predictive grade lets each segment automatically capture the right population, Hot leads into one segment feeding a call-first sequence and Cool leads into another feeding a nurture-email sequence, with routing happening without seller intervention. Option A is incorrect because it pushes the routing decision onto sellers manually, which defeats the purpose of segmentation and invites inconsistency as different sellers make different judgment calls. Option C is incorrect because a step's priority marking affects how a step is flagged for the seller working it, not which leads are admitted into a segment; it has no filtering effect based on grade. Option D is incorrect because sort order only changes the display sequence of records within a view or segment, it does not determine which sequence a lead is enrolled in or where in that sequence it starts.