Latest / What is Business Development? / Episode 95...BD BOK Deep Dive: Chapter 11 Understanding Intent Signals

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Episode 95...BD BOK Deep Dive: Chapter 11 Understanding Intent Signals · What is Business Development?

• 0:00
  Speaker 1: Got bad leads. It's it's the question that keeps every
• 0:04
  Speaker 1: business development pro up at night. Absolutely, we've all seen
• 0:08
  Speaker 1: that huge pipeline where I don't know ninety percent of
• 0:10
  Speaker 1: the names, just they aren't going anywhere.
• 0:12
  Speaker 2: No matter how many times you call exactly.
• 0:14
  Speaker 1: That old brute force method hold call based on just
• 0:17
  Speaker 1: sheer volume. I think we can agree it's we are
• 0:21
  Speaker 1: now in the era of intent. So our mission today
• 0:25
  Speaker 1: is pretty simple. We want to give you a shortcut
• 0:28
  Speaker 1: a guide to finding the real high value prospects, the
• 0:31
  Speaker 1: gems in that big stack of leads. This deep dive
• 0:34
  Speaker 1: is about shifting your whole strategy, moving from you know,
• 0:38
  Speaker 1: a philosophy of pure quantity to the rigorous science.
• 0:43
  Speaker 2: Of quality, efficiency and effectiveness.
• 0:45
  Speaker 1: That's the game now, which means prioritizing the people who
• 0:48
  Speaker 1: are genuinely interested.
• 0:49
  Speaker 2: And to get that efficiency, we have to become experts
• 0:52
  Speaker 2: at well mapping the buyer's minds. So this deep diet
• 0:55
  Speaker 2: is focused on two main things. First, we're dissecting the
• 0:59
  Speaker 2: prospect journey map, the path of buyer takes, and second,
• 1:02
  Speaker 2: understanding the data science behind leads scoring, which is how
• 1:08
  Speaker 2: you rate the quality of the signals they leave behind.
• 1:10
  Speaker 1: And the goal for our listeners.
• 1:12
  Speaker 2: The ultimate goal for you is to maximize the conversion
• 1:15
  Speaker 2: of those let's call them lower temperature leads, the information
• 1:18
  Speaker 2: qualified leads or iq als into the hot ones into
• 1:21
  Speaker 2: the high temperature sales accepted leads, the sls that conversion,
• 1:24
  Speaker 2: that's the only metric that really matters.
• 1:27
  Speaker 1: And if you need some hard evidence for why we
• 1:29
  Speaker 1: have to focus on the journey, on that sales interaction,
• 1:32
  Speaker 1: we've got a killer statistic to kick things off.
• 1:34
  Speaker 2: Oh, this one's a classic.
• 1:35
  Speaker 1: Back in twenty twelve, the Corporate Executive Board the CEB
• 1:38
  Speaker 1: did this huge study. They surveyed five thousand corporate buyers
• 1:43
  Speaker 1: and what they found, I mean it basically redefined modern
• 1:47
  Speaker 1: sales strategy.
• 1:48
  Speaker 2: Their big discovery was that the sales experience was the
• 1:51
  Speaker 2: single greatest factor shaping a buyer's loyalty to a company.
• 1:55
  Speaker 2: Not the product, not the product features, not the price.
• 1:58
  Speaker 2: It was the quality of the interaction, action, the efficiency
• 2:01
  Speaker 2: of the engagement.
• 2:02
  Speaker 1: And the numbers are just they're stunning. A massive fifty
• 2:07
  Speaker 1: four percent of the buyers they surveyed rated the sales
• 2:11
  Speaker 1: experience as the biggest driver of their loyalty.
• 2:13
  Speaker 2: Fifty four percent and to put them into perspective product
• 2:16
  Speaker 2: or service quality that was only nineteen percent, only nineteen
• 2:19
  Speaker 2: and price was a tiny nine percent.
• 2:21
  Speaker 1: Wow.
• 2:22
  Speaker 2: So it shows that just focusing on features or you know,
• 2:25
  Speaker 2: cutting costs, you're missing the biggest opportunity. It's the way
• 2:29
  Speaker 2: you guide the prospect that's what drives commitment.
• 2:31
  Speaker 1: And that is why the activation phase, where that whole
• 2:33
  Speaker 1: sales experience kicks off, is so critical. So let's define
• 2:37
  Speaker 1: the train. We've got three main phases of prospect moves
• 2:40
  Speaker 1: through awareness, activation, and conversion. We need to map intent
• 2:46
  Speaker 1: across all three.
• 2:47
  Speaker 2: Let's do it.
• 2:48
  Speaker 1: So let's unpack this journey really track how intent progresses.
• 2:51
  Speaker 1: Because a lead isn't just a name on a list, right,
• 2:54
  Speaker 1: it's more like a temperature reading.
• 2:56
  Speaker 2: A temperature reading, that's a great way to put it,
• 2:58
  Speaker 2: signaling how close they are to purchase. And we start
• 3:01
  Speaker 2: in the coldest zone, the awareness phase. This is characterized
• 3:04
  Speaker 2: by zero intent.
• 3:06
  Speaker 1: Zero intent, so they're not even on the radar barely.
• 3:09
  Speaker 2: They might be aware they have a problem, or maybe
• 3:11
  Speaker 2: they saw your brand name somewhere, but the moment they
• 3:14
  Speaker 2: take a direct action, a click, a download, a follow, ah, okay,
• 3:19
  Speaker 2: that is brand activation and that signals their entry into
• 3:23
  Speaker 2: the crucial activation phase. At that point they graduate, they
• 3:27
  Speaker 2: become an IQL, an information qualified lead.
• 3:30
  Speaker 1: Okay, let's get practical for the BD teams listening. If
• 3:33
  Speaker 1: the IQL is the cold lead, why should we spend
• 3:37
  Speaker 1: any time on them at all? They're just browsing right?
• 3:39
  Speaker 2: That is a critical question in IQL is a cold
• 3:42
  Speaker 2: lead because their engagement is well, it's low effort and
• 3:45
  Speaker 2: low risk for them.
• 3:46
  Speaker 1: Like what kind of signals?
• 3:47
  Speaker 2: The signals are? Things like downloading a lead magnet, an
• 3:50
  Speaker 2: ebook or a white paper, or you know, following your
• 3:53
  Speaker 2: company on social media, tending a big industry event you sponsored.
• 3:57
  Speaker 1: Got it?
• 3:57
  Speaker 2: So your BD team engages them not to sell right
• 3:59
  Speaker 2: now away, but to nurture them, to keep them warm
• 4:02
  Speaker 2: and guide them to the next.
• 4:03
  Speaker 1: Phase, which is defined by perceived intent.
• 4:06
  Speaker 2: Perceived intent, this is the middle ground. Engagement is increasing
• 4:11
  Speaker 2: and you can see trust starting to build. This is
• 4:14
  Speaker 2: where the MQL lives.
• 4:15
  Speaker 1: The MQL correct.
• 4:16
  Speaker 2: The MQL or marketing qualified lead is your warm lead.
• 4:20
  Speaker 2: They've hit a specific score threshold.
• 4:22
  Speaker 1: So they've collected enough points from.
• 4:24
  Speaker 2: Their actions exactly enough points to be considered a viable
• 4:27
  Speaker 2: target for marketing to follow up with. They aren't just
• 4:29
  Speaker 2: browsing anymore. They're interacting with deeper, more targeted content.
• 4:33
  Speaker 1: And for BD teams that are using say a freemium model,
• 4:36
  Speaker 1: there's also the PQL the product qualified yes.
• 4:39
  Speaker 2: And the PQL is a hugely valuable signal because it
• 4:42
  Speaker 2: bypasses all the content consumption. Also, this prospect is actively
• 4:47
  Speaker 2: using a free version of your product or a trial,
• 4:50
  Speaker 2: and their usage patterns, what features they're using, how often
• 4:53
  Speaker 2: they log in. That gives you unambiguous, real time intent data.
• 4:58
  Speaker 1: It's a very clean signal, super clean.
• 4:59
  Speaker 2: At they are very close to needing the paid solution.
• 5:02
  Speaker 1: So the whole point of this activation phase is to
• 5:04
  Speaker 1: get them to declared intent. This is the hot zone.
• 5:07
  Speaker 1: This is where the prospect officially becomes an sal.
• 5:10
  Speaker 2: A sales accepted lead. This is the hot lid. They
• 5:13
  Speaker 2: have officially raised their hand.
• 5:15
  Speaker 1: But there's a catch, right there is.
• 5:17
  Speaker 2: And it's a key nuance. Declared intent just means they
• 5:20
  Speaker 2: are in market. They're actively looking to buy a product
• 5:23
  Speaker 2: in your category. It does not guarantee they will buy yours.
• 5:27
  Speaker 1: So this is where that fifty four percent loyalty factor
• 5:29
  Speaker 1: comes in. Your sales experience is what wins the deal.
• 5:33
  Speaker 2: That's the moment of truth.
• 5:34
  Speaker 1: So what's the strongest, most unambiguous signal we could possibly see?
• 5:39
  Speaker 1: The one that says, okay, stop nurturing and start customizing.
• 5:42
  Speaker 2: That would be the request for information or RFI.
• 5:46
  Speaker 1: The RFI.
• 5:47
  Speaker 2: When a prospect sends an RFI, they are past general research.
• 5:51
  Speaker 2: They are formally asking very specific questions to finalize their
• 5:54
  Speaker 2: requirements or to identify a short list of vendors to
• 5:57
  Speaker 2: engage with.
• 5:57
  Speaker 1: So using your answers to narrow.
• 5:59
  Speaker 2: The field precisely, that is peak high intent behavior. It
• 6:03
  Speaker 2: means they are ready for a serious, focused sales conversation.
• 6:06
  Speaker 1: Okay, so the journey is clear, but none of it
• 6:10
  Speaker 1: matters if we can't trust the map we're using. We've
• 6:12
  Speaker 1: figured out what the prospect is doing. Moving from eikul
• 6:15
  Speaker 1: to sal. Now, speaking of trust, let's talk about where
• 6:18
  Speaker 1: we get this data. Because the rules for data collection
• 6:21
  Speaker 1: are well, they're shifting under our feet as we speak.
• 6:24
  Speaker 2: They absolutely are. Prospecting teams classify the sources of these
• 6:28
  Speaker 2: intent signals into four main categories. Zero party, first party,
• 6:32
  Speaker 2: second party, and third party data.
• 6:35
  Speaker 1: Let's zoom in on the one that really defines modern
• 6:37
  Speaker 1: business development. Zero party data. The name itself feels a
• 6:41
  Speaker 1: little counterintuitive. Why is zero and not first if it's
• 6:45
  Speaker 1: the most valuable.
• 6:46
  Speaker 2: Because it defines the highest possible level of consent. The
• 6:49
  Speaker 2: term zero party data was introduced by Fatmeg Katiblu from
• 6:52
  Speaker 2: Forced to Research back in twenty nine ten. Okay, it
• 6:55
  Speaker 2: is data. The prospect voluntarily and proactively provides you with
• 6:59
  Speaker 2: the expectation that you will use it to improve their experience.
• 7:02
  Speaker 1: So it's more than just contact info. We're talking about preferences,
• 7:05
  Speaker 1: their problems, what they want to achieve, collected through surveys
• 7:08
  Speaker 1: or preference centers exactly.
• 7:09
  Speaker 2: And that voluntary act is why it's so powerful. It
• 7:12
  Speaker 2: gives BD teams direct, clear visibility into the prospect's unambiguous intent.
• 7:18
  Speaker 2: They are literally giving you the answer key to what
• 7:20
  Speaker 2: they need. There's no guesswork.
• 7:22
  Speaker 1: And this data type is vital now, not just because
• 7:25
  Speaker 1: it's high quality, but because everything else is getting so
• 7:27
  Speaker 1: much harder to get.
• 7:28
  Speaker 2: That's the other side of the coin.
• 7:30
  Speaker 1: I mean, I remember when half of my prospect thing
• 7:31
  Speaker 1: budget was just aggregated lists and third party tracking. It
• 7:35
  Speaker 1: felt like the wild West compared to today's regulatory landscape.
• 7:39
  Speaker 2: Well, that landscape changed dramatically. You had consumer privacy concerns
• 7:42
  Speaker 2: and then very strict legislation. We saw the landmark EUS
• 7:46
  Speaker 2: GDPR in twenty.
• 7:47
  Speaker 1: Eighteen right in the California CCPA also in twenty eighteen.
• 7:50
  Speaker 2: Both heavily regulating how you collect and use personal data,
• 7:54
  Speaker 2: especially data gathered without direct incent.
• 7:57
  Speaker 1: And then there's the tech side, the shift we call
• 7:59
  Speaker 1: cookie deprecation, where the BayTech companies started blocking third party
• 8:02
  Speaker 1: tracking cookies. That started even earlier, around twenty seventeen.
• 8:06
  Speaker 2: It did so if you can't track a prospect across
• 8:08
  Speaker 2: a dozen unrelated sites anymore, you have to prioritize the consensual,
• 8:14
  Speaker 2: high quality info they give you directly makes sense, and
• 8:17
  Speaker 2: that brings us to the others. First party data is
• 8:20
  Speaker 2: what your company collects on its own media, your website,
• 8:24
  Speaker 2: your app, your social channels, using your own tools like
• 8:27
  Speaker 2: first party cookies or pixels.
• 8:29
  Speaker 1: So it's direct engagement with your brand, but you're still
• 8:32
  Speaker 1: interpreting their intent you are.
• 8:34
  Speaker 2: Second party data is pretty straightforward. It's partnered data. It's
• 8:38
  Speaker 2: zero or first party data that you share, usually under
• 8:41
  Speaker 2: a formal agreement with a strategic partner.
• 8:43
  Speaker 1: Okay.
• 8:44
  Speaker 2: And finally, third party data the source that's under the
• 8:47
  Speaker 2: most pressure. This is data collected and sold by companies
• 8:50
  Speaker 2: that have no direct relationship with the prospect at all.
• 8:53
  Speaker 1: They're just monitoring behavior across tons of channels, using those
• 8:56
  Speaker 1: third party cookies exactly.
• 8:58
  Speaker 2: And while it's still used, its accuracy and its accessibility
• 9:02
  Speaker 2: are just they're diminishing rapidly.
• 9:04
  Speaker 1: So this whole structure of data sources, it paints a
• 9:07
  Speaker 1: very neat, controllable picture. Yeah, but we both know the
• 9:10
  Speaker 1: buyer's journey is often well anything, but it's messy. The
• 9:14
  Speaker 1: reality is we miss a huge percentage of what's actually happening.
• 9:18
  Speaker 1: And that brings us to one of the most compelling
• 9:21
  Speaker 1: and frankly frustrating concepts in modern prospecting, the dark funnel.
• 9:26
  Speaker 2: The dark funnel is the ghost in the system. It's
• 9:29
  Speaker 2: why even the absolute best lead scoring systems are never
• 9:33
  Speaker 2: going to be perfect.
• 9:34
  Speaker 1: So what is it?
• 9:35
  Speaker 2: It describes all the prospect intent signals that a company
• 9:38
  Speaker 2: is simply unable to detect or collect. The activity happens
• 9:42
  Speaker 2: in private, non indexed, or untrackable spaces.
• 9:45
  Speaker 1: What are we talking about here? Where is this shadow
• 9:47
  Speaker 1: activity going on?
• 9:48
  Speaker 2: It is everywhere you're tracking pixels and cookies can't go.
• 9:52
  Speaker 2: It could be research in a private Slack community or
• 9:54
  Speaker 2: an exclusive LinkedIn.
• 9:55
  Speaker 1: Group, reading detailed product reviews.
• 9:58
  Speaker 2: Reading product review sites, open source searches, and crucially, they
• 10:02
  Speaker 2: could be engaging with media that doesn't give off a signal,
• 10:05
  Speaker 2: like listening to a specialized trade podcast, you know, like
• 10:07
  Speaker 2: this one.
• 10:08
  Speaker 1: Ah, the irony. They could be actively researching us, even
• 10:11
  Speaker 1: naming us in discussions with peers, and we would have
• 10:14
  Speaker 1: absolutely zero visibility.
• 10:16
  Speaker 2: Exactly, A late can journey entirely through the dark funnel,
• 10:19
  Speaker 2: completing the awareness and activation phases completely in the shadows,
• 10:23
  Speaker 2: and then suddenly magically show up at the conversion phase
• 10:27
  Speaker 2: seemingly out of nowhere, declaring intent with a formal RFI
• 10:31
  Speaker 2: or a demo request. Just understanding that this shadow activity
• 10:35
  Speaker 2: exists means we have to make the signals we can
• 10:37
  Speaker 2: detect as accurate as possible.
• 10:40
  Speaker 1: That's a perfect transition. Yeah, because if our goal is
• 10:44
  Speaker 1: maximizing that equal the sale conversion, and we know the
• 10:47
  Speaker 1: dark funnel means will never have total visibility, then formalizing
• 10:50
  Speaker 1: our scoring is essential. It is we have to translate
• 10:54
  Speaker 1: the signals we do see into actuabal priorities.
• 10:56
  Speaker 2: Yeah.
• 10:57
  Speaker 1: And while every company builds its own system. The score
• 10:59
  Speaker 1: mythologies fall into three primary types.
• 11:02
  Speaker 2: The underlying logic for all three is the same, though.
• 11:04
  Speaker 2: You allocate points and assign weights based on the type
• 11:06
  Speaker 2: and frequency of the intent signal. Higher score equals higher
• 11:10
  Speaker 2: priority for sales.
• 11:11
  Speaker 1: Okay, let's start with the traditional, maybe more labor intensive,
• 11:14
  Speaker 1: but statistically rigorous approach, manual lead scoring. Walk us through
• 11:18
  Speaker 1: the steps.
• 11:18
  Speaker 2: Sure. Manual lead scoring uses a retrospective, multi step statistical
• 11:23
  Speaker 2: analysis that focuses only on your converted customers.
• 11:27
  Speaker 1: Okay, so step one.
• 11:28
  Speaker 2: Step one, your team calculates the overall baseline conversion rate,
• 11:33
  Speaker 2: so the percentage of all your sales qualified leads, your
• 11:36
  Speaker 2: sequels that actually became paying customers over a set period.
• 11:39
  Speaker 1: That's your overall success rate. Yeah. Then step two, you
• 11:42
  Speaker 1: analyze every single intent signal that downloads the visits the RFIs,
• 11:47
  Speaker 1: but only for the sequels that actually converted.
• 11:49
  Speaker 2: Exactly, you're figuring out what your winners did before they
• 11:53
  Speaker 2: bought from you.
• 11:54
  Speaker 1: And step three is where the magic happens.
• 11:56
  Speaker 2: That's where the action is. You compare the actions of
• 11:58
  Speaker 2: that converted group to your overall baseline. You identify the
• 12:01
  Speaker 2: most common signals among them, and you assign a weight
• 12:04
  Speaker 2: or a score proportional to how much more likely that
• 12:07
  Speaker 2: signal is to predict success.
• 12:09
  Speaker 1: Let's make this real. Let's use the sources statistical example
• 12:11
  Speaker 1: to explain the weighting. If your company converts, say, ten
• 12:15
  Speaker 1: percent of all sequels into customers, that's your baseline.
• 12:17
  Speaker 2: Okay, ten percent, But when you look at just the
• 12:20
  Speaker 2: successful group, you discover that forty percent of your converted
• 12:24
  Speaker 2: sequels attended a specific corporate webinar.
• 12:27
  Speaker 1: Wow, okay.
• 12:28
  Speaker 2: Since forty percent is four times your overall ten percent rate,
• 12:32
  Speaker 2: that signal completing the webinar is statistically proven to be
• 12:35
  Speaker 2: highly predictive.
• 12:36
  Speaker 1: So you assign it a huge weight.
• 12:37
  Speaker 2: A huge weight, maybe a multiplier four. It becomes a
• 12:40
  Speaker 2: massive point earner in your scoring system.
• 12:43
  Speaker 1: That's powerful because it's not a gut feeling. It's based
• 12:47
  Speaker 1: on proven behavior, pure mass. Now, the second method moves
• 12:50
  Speaker 1: us into advanced analytics. Logistic regression. What's the statistical engine
• 12:55
  Speaker 1: doing here?
• 12:56
  Speaker 2: Logistic regression is a sophisticated statistical model designed to predict
• 13:00
  Speaker 2: the probability of a binary outcome.
• 13:03
  Speaker 1: So, in our case, will the lead convert yes or no?
• 13:06
  Speaker 2: Exactly? It's an analytical approach often done with powerful spreadsheet
• 13:09
  Speaker 2: software or specialized data tools.
• 13:11
  Speaker 1: So instead of manually checking a few signals like the webinar,
• 13:15
  Speaker 1: what makes this method better It's.
• 13:16
  Speaker 2: The complexity it can handle. The regression formula simultaneously compares
• 13:22
  Speaker 2: all the intense signals we could be talking hundreds, alongside
• 13:26
  Speaker 2: all the prospect attributes like demographics and firmographics across all leads,
• 13:30
  Speaker 2: both converted and not.
• 13:31
  Speaker 1: So it finds the unique statistical signature of your best customers.
• 13:35
  Speaker 2: It does, and it assigned scores with a much higher
• 13:38
  Speaker 2: degree of precision than a manual method.
• 13:40
  Speaker 1: Ever, could that rigor definitely justifies the name? Yeah okay,
• 13:43
  Speaker 1: And that brings us to the third and newest methodology,
• 13:46
  Speaker 1: the one that promises continuous improvement predictive lead scoring. This
• 13:51
  Speaker 1: is the AI.
• 13:52
  Speaker 2: Approach, right. This method uses artificial intelligence predictive analytics technology,
• 13:57
  Speaker 2: specifically machine learning, and the primary vantage here is automation
• 14:01
  Speaker 2: and adaptability.
• 14:02
  Speaker 1: So the formula isn't calculated by a person.
• 14:04
  Speaker 2: It's not. It is automatically created by the AI which
• 14:08
  Speaker 2: analyzes this massive volume of historical conversion data and intent signals.
• 14:12
  Speaker 1: And the key benefit is that it's dynamic. It doesn't
• 14:15
  Speaker 1: get stale the day after you calculate it.
• 14:17
  Speaker 2: Precisely, the formula is continually updated in real time as
• 14:21
  Speaker 2: your company converts new customers and generates new signals. The
• 14:25
  Speaker 2: AI learns from every single success and every failure, which
• 14:28
  Speaker 2: means your scoring system just gets smarter over.
• 14:31
  Speaker 1: Time without your team having to manually recalculate everything every quarter.
• 14:35
  Speaker 2: Which is a massive advantage in speed and relevance.
• 14:38
  Speaker 1: Okay, so we've walked through the journey to find the
• 14:40
  Speaker 1: data sources and detailed the three ways to score intent.
• 14:44
  Speaker 1: Let's bring this all together now and focus on three
• 14:46
  Speaker 1: actionable takeaways for the business developer listening.
• 14:49
  Speaker 2: The core value here is crystal clear. It's about maximizing
• 14:52
  Speaker 2: the efficiency of your bad team by maximizing the conversion
• 14:56
  Speaker 2: of equals to sls.
• 14:57
  Speaker 1: You have to focus your time, your most valuable asset
• 15:01
  Speaker 1: on the highest scoring, highest intent leads.
• 15:03
  Speaker 2: So our first major takeaway goes right back to that
• 15:06
  Speaker 2: foundational CEB study experience over price.
• 15:08
  Speaker 1: Right.
• 15:09
  Speaker 2: Remember that split fifty four percent of buyer loyalty is
• 15:12
  Speaker 2: driven by the sales experience the activation phase. It dwarfs
• 15:15
  Speaker 2: product quality at nineteen percent and price at nine percent.
• 15:19
  Speaker 1: Your internal process, your follow up speed, the personalization you bring,
• 15:22
  Speaker 1: that's what drives commitment.
• 15:24
  Speaker 2: It's the biggest driver. The second critical takeaway is a
• 15:27
  Speaker 2: mandate for your data strategy.
• 15:30
  Speaker 1: The data shift is now with GDPR and CCPA plus
• 15:34
  Speaker 1: the reality of cookie deprecation.
• 15:36
  Speaker 2: Exactly, relying on aggregated third party data is becoming really
• 15:40
  Speaker 2: precarious and unreliable. Business development has to proactively shift to
• 15:45
  Speaker 2: prioritizing the gathering of zero party data.
• 15:47
  Speaker 1: The data of the prospect willingly gives.
• 15:49
  Speaker 2: You because that provides the clearest, most unambiguous picture of
• 15:53
  Speaker 2: their actual intent.
• 15:54
  Speaker 1: And our final takeaway focuses on the structure you need
• 15:57
  Speaker 1: to turn those signals into action. Formalize your scoring.
• 16:01
  Speaker 2: You have to have a mathematically sound system, whether you
• 16:03
  Speaker 2: use the rigorous approach of a manual score like that
• 16:06
  Speaker 2: four x waiting for the webinar signal.
• 16:08
  Speaker 1: Or the comprehensive depth of logistic regression yeah, or the
• 16:11
  Speaker 1: self updating power of predicted AI.
• 16:13
  Speaker 2: Formalizing this process is how you stop wasting time and
• 16:16
  Speaker 2: start pinpointing success.
• 16:18
  Speaker 1: All right, and now let's leave you with one final
• 16:20
  Speaker 1: provocative thought to consider. We spend some time today on
• 16:24
  Speaker 1: the dark funnel. All that undetected research happening in private
• 16:28
  Speaker 1: forums or on podcasts. So if your best, most loyal
• 16:32
  Speaker 1: customers are often the ones who bypass your tracking and
• 16:35
  Speaker 1: just magically show up at the conversion phase, what previously
• 16:40
  Speaker 1: undetected activity are you missing that is currently creating those
• 16:43
  Speaker 1: very high value leads you haven't even budgeted for.
• 16:46
  Speaker 2: That question suggests the perfect lead might just be the
• 16:48
  Speaker 2: one you never saw coming, the one whose intent was
• 16:51
  Speaker 2: strong but silent.
• 16:52
  Speaker 1: Thank you for joining us for this deep dive into
• 16:54
  Speaker 1: decoding intent and mastering the prospect journey. Now go apply
• 16:58
  Speaker 1: what you've learned to find those high scoring gems