Section 12 of 21 · Decision Book p.26–27
12. Intent — Know When an Old Lead Is Heating Up
DMA's book asks the system to notice when an old lead comes back to DMA's website, weigh what they look at, combine it with their CRM history and tell the rep at once. All four are scheduled for Phase 2; the scoring, the alerts and the anonymous visitor id they build on already run.
What we built for this section
- Scores, A/B/C tiers and a one-line reason for every CRM account, which a return visit would lift.
- An anonymous visitor id and the starting page on every website chat.
- Hot-lead alert emails through the send governor, with a signed link to join the chat.
The 4 capabilities, in the book's order
| No. | Capability | Book page | Phase | Autonomy | Status |
|---|---|---|---|---|---|
| 12.1 | Website-return detectionWhen an old prospect DMA can identify comes back to DMA's website, raise their priority. | p.26 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 12.2 | High-intent page behaviorRepeat visits to enterprise pages, case studies, pricing or contact, or to several services, count as a buying signal. | p.26 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 12.3 | Combine behavior + CRM historyPut site behaviour together with CRM history: an old $15,000-a-month proposal plus three visits this week means more than either fact alone. | p.26 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 12.4 | Immediate rep alertWhen behaviour crosses the line, tell the previous or current rep straight away why the account is heating up. | p.27 | Phase 2 | L2 · Prepare, then wait for approval | Designed for Phase 2 |