Definition #
ML analyzing prospect data to prioritize sales efforts.
Key Characteristics #
- BANT scoring
- Intent signals
- Channel preference
- Deal size prediction
Why It Matters #
Increases conversion rates by 300% (Forrester).
Common Use Cases #
- Website visitors
- Trade show leads
- Content downloads
Examples #
- Salesforce Einstein
- HubSpot
- Leadspace
FAQs #
Q: Data enrichment?
A: Augments lead profiles with 50+ data points.
Q: GDPR compliance?
A: Auto-suppresses unsubscribed contacts.