Adobe Experience Cloud Blog

NOVEMBER 15, 2012

salesforce.com, Microsoft Dynamics CRM), so why do I need marketing automation ”? Lead Scoring and Grading With lead scoring, you automatically qualify leads based on demographics and BANT criteria as well as specific prospect behaviors, including recency and frequency. No (except salesforce.com Radian6).

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Customer Experience Matrix

DECEMBER 26, 2014

Salespeople can also send through Gmail , Salesforce.com , or Microsoft Dynamics CRM. lead scoring assigns separate scores for “fit” against a target buyer profile (which LeadLiaison calls “grading”), for recency, total activity, buying signals, and specific actions the user has assigned points.

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Customer Experience Matrix

JANUARY 3, 2013

That formula fell out of favor when the most prominent CRM system became B2B-oriented Salesforce.com , whose very name reflects its origins in B2B sales automation. It is used for segmentations such as RFM (recency, frequency, monetary value) cells, age/gender/cluster cells, branch or dealer assignments, and product splits.

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