Thank you for your your reply to this discussion. You are 100% correct in using stages to further help with the customer journey. This particular article was only dealing with the initial phase of “qualifying” a potential lead. We indeed have gone the step further as you have suggested and created a “FollowUp” campaign that takes assists sales team on tracking the pipeline of a customer. We will be posting a blog post on the campaign and logic on this in the coming week.
Regarding a follow up I think this is based on the individual business, for example some business’s maybe to trigger an email is enough. So we could use points based on visits and then to send a contact a mailer with “Hey, it was great to see you on the site today, I noticed this is your 3rd time back and wanted to know if there is anything I can help with” (weak text but we get the idea.
We will also be blogging at the ability to use Dynamic Content to hyper-personlaize a users experience on the website.