You’ve probably seen, heard or maybe even used the term “interesting moments” in tracking and scoring what your prospects are doing.
You may track site visits, downloads, email clickthroughs and other activities.
You may even string together some of these activities and, assuming an establishment of momentum and prospect interest, accelerate the pace of “active buyer” content and/or sales phone calls as a result.
But there’s one problem with most variables we historically have used to track and score prospect interest – they fail to account for and measure time.
So what if someone downloaded your white paper. Did they read it? How much of it? How much time did they spend in it?
So what if they clicked on your video link? How much did they watch? How far did they get?
So what if they went to your blog today? Were they at your big “middle of funnel” post for just a couple seconds? Then
