CRM Marketing Automation Flashcards

What is 'progressive profiling' in CRM marketing automation?

Answer: Collecting additional prospect information incrementally across multiple form interactions

Progressive profiling adds new questions to forms for returning visitors rather than repeating fields already known, gradually building richer prospect profiles.

What is 'marketing qualified lead' (MQL) versus 'sales qualified lead' (SQL)?

Answer: MQL shows marketing engagement and meets criteria for sales handoff; SQL has been vetted by sales as worth pursuing

MQLs meet marketing's definition of sales-ready based on engagement; SQLs have been reviewed by sales and confirmed as worth pursuing.

What is 'dynamic content' in CRM email marketing?

Answer: Email content that automatically changes based on the recipient's characteristics or behaviors

Dynamic content automatically personalizes email sections for different recipients based on their CRM properties, segment, or behavior.

What is a 'landing page' in CRM marketing automation?

Answer: A standalone web page designed for a specific marketing campaign to capture lead information

Landing pages are dedicated, conversion-focused web pages connected to specific campaigns, typically featuring a form to capture lead data.

What is 'list hygiene' in CRM email marketing?

Answer: The practice of regularly cleaning email lists by removing invalid, inactive, or bounced addresses

List hygiene involves regularly removing invalid emails, hard bounces, unsubscribes, and long-term inactive contacts to maintain deliverability.

What is 'multi-channel marketing automation' in CRM?

Answer: Coordinating automated marketing messages across email, SMS, social media, and other channels from the CRM

Multi-channel marketing automation coordinates personalized messages across multiple channels — email, SMS, social ads, push notifications — from a unified CRM platform.