Sales pipeline management system for multiple independent parties

摘要

A novel system and process for managing multiple parties in a sales process for a good or service is described. The system manages three independent parties including a potential buyer, account manager, and advisor. A client attribute of whether the potential buyer is a lead, prospect or client, combined with a customizable sales campaign, is used to select a first script for use by the account manager to qualify the potential buyer. Answers received are stored into record in database associated with potential buyer in a hierarchical tree structure and used to classify potential buyer into categories representing probability that potential buyer is ready to purchase a good or service. A second script is selected based on the sales campaign and the categorization of the potential buyer. The account manager uses the second script to contact and schedule a meeting with the potential buyer. Answers are stored into the record.