Alerting Sales on Buying Signs

Michelle,
Are these interesting moments or actual emailed Sales Alerts? Are you already doing lead scoring and an MQL process? Usually a buying signal is

• Demo request
• certain case studies/testimonials
• multiple product page visits in 1 day or 1 week

Thanks for the ideas.

We are lead scoring and have an MQL process in place. We have Sales Insight and would potentially leverage these triggers for interesting moments and/or trigger an email alert.

 

Ok, so for IMs you can also include things like Registering/Attending events or webinars. Often people put in paper downloads, although I don't think that's a buying signal.

Hi Michelle,

My suggestion would be to divide your goals into Macro and Micro conversions. For example people who resigter/ fillout high value form can be macro converions and can be sent for sales rep directly while micro converions can be people downloading 2-3 assets, visiting high value pages etc. These micro converions should be bundled together to create successful qualification criteria and when that threshhold is acheived micro ones should be sent for sales work.

Thanks,
Gunjan