SYSTEM AND METHOD FOR FULL FUNNEL MODELING FOR SALES LEAD PRIORITIZATION

摘要

A system and method for full funnel modeling for sales lead prioritization are disclosed. A particular embodiment includes two models, DQM (direct qualification model) and FFM (full funnel model), which can be used to rank sales leads based on probability of conversion to a sales opportunity, probability of successful sale, or expected revenue. These models can replace traditional, manually created lead scoring systems, which use hand-tuned scores and are therefore error-prone and non-probabilistic. The disclosed methods achieve high AUC (Area Under Curve) scores in our experiments, and we show that they can result in a substantial increase in conversion rate, a substantial increase in successful sale rate, as well as dramatic increases in total revenue. Unlike traditional lead-scoring, our methods provide an intuitive probabilistic score, and focus more on features that measure customer fit than customer behavior, meaning quality leads can be found earlier on in the sales process.