ActiveIQ has introduced an updated workflow between Marketing Station and Sales Station to better align marketing activity with sales execution. Marketing Station remains the same, while Sales Station is now a focused workspace for active sales opportunities.
How the Workflow Works
- Marketing Station contains all accounts and contacts, including marketing-qualified leads (MQLs), activity history, intent data, and analytics.
- Sales Station includes only sales-qualified leads (SQLs), accounts and contacts that are ready for direct outreach.
Every record in the Sales Station also exists in the Marketing Station. However, not all Marketing Station records will appear in Sales Station.
Marketing Station
Marketing Station remains unchanged and continues to provide full visibility into:
- All accounts and contacts
- Marketing-qualified leads (MQLs)
- Campaign activity and engagement history
- Intent data and tracking
- Labels, tags, and analytics
This is your complete dataset and system of record.
Sale Station
Sales Station is now a curated view of qualified opportunities for your sales team. Only accounts and contacts that are ready for outreach (SQLs) appear here, allowing your team to:
- Focus on high-priority opportunities
- Reduce noise from unqualified records
- Manage outreach more efficiently
Transferring Accounts and Contacts to Sales Station
Accounts and contacts can be moved from Marketing Station to Sales Station using the transfer icon.
Transfer Rules:
- Account Transfer
- Transfers the account and all associated contacts into Sales Station
- Contact Transfer
- Transfers the selected contact and its associated account
- Other contacts under the same account are not transferred
- Transfers the selected contact and its associated account
Key Difference:
- Account transfer = full cascade (account + all contacts)
- Contact transfer = partial cascade (contact + account only)
All associated data (activity, intent, history) remains intact during transfer.
Automatic Transfer Rules
Certain actions will automatically move records into Sales Station:
- Sales Rep Assignment (account or contact)
-
Deal Creation
- With contact → account + all contacts transferred
- Without contact → account + all contacts transferred
- Tracked email (Outlook or Gmail plugin) sent → contact + associated account transferred
- EnergyIQ account creation → account + all contacts transferred
- Energy Directory transfer → account or contact level
- Form fills or file downloads → contact + associated account transferred (when tied to a Sales Rep)
Removing Records
Removing a record from Sales Station does not delete it from ActiveIQ.
Removing a Contact:
- Removed from Sales Station only
- Remains fully available in Marketing Station
- The associated account remains in the Sales Station
Removing an Account:
- Removed from Sales Station only
- Remains fully available in Marketing Station
- All associated contacts are also removed from Sales Station
- Contacts remain in Marketing Station
Importing Records
- Importing into Sales Station: Automatically creates records in Marketing Station.
- Importing into Marketing Station: Records must still be transferred to the Sales Station (either manually or through automated triggers)
This update ensures your team is always working on the right opportunities at the right time.
If you have any questions or need additional details about the ActiveIQ features, please contact us at support@activeiq.co or reach out directly to your account manager.