by Daniel Mercer | Jan 19, 2026 | Conversion and Monetization
When leads go cold, engagement drops, MQL-to-SQL stalls at 12–18%, and conversions sink to 2–5%, clogging the pipeline and lengthening cycles. Teams should score fast (0–39 cold), segment by intent, and run a multi-channel reactivation: personalized emails referencing...
by Daniel Mercer | Jan 19, 2026 | Buyer Intent
The smartest teams pair both. Third-party intent spots early research surges at scale for TOFU discovery and ABM prioritization, though it’s noisier. First-party intent captures precise mid-to-late funnel actions (visits, downloads), enabling compliant, timely...
