High-Velocity Digital Marketing by Steven Mark Kahan

Author:Steven Mark Kahan
Language: eng
Format: epub
ISBN: 9781637742174
Publisher: BenBella Books
Published: 2022-08-17T00:00:00+00:00

Implicit criteria, on the other hand, isn’t provided. Instead, it comes from the analysis of either the explicit data or the prospect’s online behavior. The implicit data reveals much more about whether a prospect is ready to buy, and if they are, it reveals what stage of the buying process they are in. It also helps the salespeople know exactly what content each lead engaged with, allowing them to tailor their follow-up based on the information in that content. Here are some examples of implicit criteria:

•Visits to your website: Number of pages visited, frequency and length of visits

•Phone calls: Both inbound and outbound

•Content interactions: Downloads of white papers, videos, podcasts, and infographics

•Subscriptions: Requests for newsletters and RSS feeds

•Webinar attendance: Number of webinars registered for and attended, and webinar topics

•Website form completions: For demos, contact, surveys, questionnaires

•Off-line events: Trade shows and seminars

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