markempa

JULY 6, 2017

Sending leads to sales based on behavioral lead scoring alone and not customer profile fit. Focusing on contact leads rather than unifying leads under correct accounts in their CRM. Lead nurturing relies on one channel like email, using automated workflows or has not been implemented for specific personas.

Sales Management 326

Sales Management Lead Management Ideal Customer Profiles Lead Ranking 326

markempa

NOVEMBER 3, 2014

61% send all leads directly to Sales; however, only 27% of those leads will be qualified. 79% have not established lead scoring. 65% have not established lead nurturing. A lead nurturing program has not been implemented. Lead tracking and reporting (Closing the loop between sales and marketing).

Sales Management 120

Sales Management Lead Management Lead Ranking Marketing Qualified Leads 120

Valasys

FEBRUARY 4, 2020

BERT is a bi-directional, pre-trained unsupervised natural language processing (NLP) model that looks into words before & after entities & context pre-trained on Wikipedia to provide a better understanding of semantic. Intent data can be first-party as well as third-party.

Marketing AI 59

Marketing AI Lead Ranking Lead Scoring Personalization 59

NetLine

JULY 17, 2023

It’s within the behavioral criteria that intent data comes into play, but first marketers must determine what behaviors a prospect should display to show purchase intent. This is why working with sales to define what a quality lead looks like is so important. Example of lead scoring points based on behavioral criteria.

Intent Data 52

Intent Data Intent Lead Ranking B2B Marketing 52