hi this is dick mirthless again from small store sales and marketing operations partner and in this video I want to dive into finding out a person's buyer journey late last week a research analyst from serious decisions posted a topic around our buyers actually consuming your webinars and the research they had show that people not equally consume webinars across the buyers journey it's more used in for instance the education phase rather than in the consideration phase and actually when we try to figure out and look at our own numbers this kind of confirmed this however not as dramatically as their research showed but you might want to check your numbers but more importantly it is how do you know in which stage your buyer is when they just enter the first form on your website and it just entered your system your marketing automation platform brand-new how do you even know their buying journey without human intervention well this is the tip of this week create a scoring field for each of the buying stages you adhere to so if your adhere to serious decisions you might want to have the awareness the slash education phase or the solution slash consideration phase and of course the offender selection phase then you create workflows so you could create a workflow where you could say if a visitor visits the pricing page or the executive management base you might want to increase the vendor selection score and then of course you look at the different thresholds to find out in which stage so most likely is so I hope this week's video provided some value for you and if you liked it give it a thumbs up and share it and watch out for our next video and for now enjoy your day