by Daniel Mercer | Jan 19, 2026 | Conversion and Monetization
After a lead is captured, the journey becomes structured: define a true lead vs. lifecycle stage, score fit and intent, and progress from MAL and MEL to MQL. Enforce MQL-to-SQL SLAs, with persona fit and score thresholds, and engage within 5 minutes to lift conversion...
by Daniel Mercer | Jan 19, 2026 | Buyer Intent
Buyer intent is the measurable set of behaviors that signal a prospect’s readiness to buy—pricing-page visits, demo requests, repeat product research, and comparison searches. Teams identify real buyers by tracking active and passive signals across channels, scoring...
