Universal Containers (UC) uses Marketing Cloud and recently added SalesCloud to manage its business activities, as well as B2B Commerce to redesign its website. Today, a lead is created each time a customer leaves the site without finalizing their purchase. The number of leads created is increasing and representatives can no longer meet their callback deadlines.
With the new website, UC wants to increase the number of finalized sales and offer similar products to customers while reducing the Sales team's workload. Sales representatives should only call back customers if there is an upsell or cross-sell opportunity. Which three recommendations should a Solution Architect make to meet these needs?
(Choose 3 answers)
A. Create an opportunity when a customer clicks a cross-sell or upsell email link.
B. Send automated emails in Sales Cloud with discounted offers to customers who abandoned their cart.
C. Set up lead nurturing with Marketing Cloud and automate emails through journeys.
D. Stop creating leads in Sales Cloud for abandoned carts.
E. Put all leads from the abandoned carts in a queue.
A. Create an opportunity when a customer clicks a cross-sell or upsell email link. C. Set up lead nurturing with Marketing Cloud and automate emails through journeys. D. Stop creating leads in Sales Cloud for abandoned carts.
Explanation:
✅ A. Create an opportunity when a customer clicks a cross-sell or upsell email link.
✔ Indicates high buying intent
✔ Sales should follow up only when there’s value (per business requirement)
✅ C. Set up lead nurturing with Marketing Cloud and automate emails through journeys.
✔ Best-practice for cart abandonment
✔ Keeps Sales focused on high-value leads
✔ Sends targeted offers or product recommendations
✅ D. Stop creating leads in Sales Cloud for abandoned carts.
✔ Reduces noise in Sales Cloud
✔ Let Marketing Cloud qualify interest first before sending to Sales
✔ Matches the requirement to contact only if there’s upsell/cross-sell opportunity
❌ Not Recommended:
B. Send automated emails in Sales Cloud with discounted offers...
✘ Sales Cloud is not meant for marketing automation
✘ Marketing Cloud should handle this (more scalable and personalized)
E. Put all leads from the abandoned carts in a queue.
✘ Doesn’t reduce Sales workload — just delays the problem
✘ Doesn’t align with “only contact if upsell/cross-sell”