Marketing Automation Can Improve the Relationship Between Sales and Marketing

We are lucky enough to have a great data science team, so this is where we really lean on them and something that we call propensity scores. We also allow our sales rips to mark prospects as such, and we also know that they have a high propensity to buy. So we're using intelligence within that bot to look for words like pricing for products. It has taken years for us to build up that level of intelligent routing, but it is something that when you want to build trust with your sales team, an easy way to do it is to take one of those heavy hitting prospects and create a poor experience for them seem relationship with sales.