That's when we move on to our third and possibly most important stage of this process. We call this the transfer phase.
During this transfer phase, we take all of this information that we've captured and we try to put it in the hands of our sales team, in the time, in the medium in which they can use it.
As you saw, we capture a lot of important information around every attendee, but when we think about how we help our sales team, we need to be thinking about, how do we help them make really good decisions. And the first decision that they need to make is how do they spend their time correctly. In so many words, how do they prioritize their time with the right people.
Sales people's time is pretty expensive. The way that you do that is, you cross-reference who is showing the most intent, which attendee actually is interested in buying, and you cross-reference that with who actually could potentially deliver the most value.
That will help your sales team decide who they should spend time with. And when they do spend time with that person, you really wanna make sure that they have an impactful, engaging, and a personal conversation. So, we try to help them personalize that interaction.
We do so by taking the information we captured during the gather phase. This is, who that person is, what they look like, and what they're interested in. When you combine those two things, we start to help our sales team prioritize the right people and personalize that experience.