LEAD QUALIFICATION BASED ON CONTACT RELATIONSHIPS AND CUSTOMER EXPERIENCE

摘要

A lead qualification system receives from a potential customer lead information that includes an identification of the potential customer. The lead qualification system then identifies attributes of the potential customer. To qualify a lead, the lead qualification system may generate a lead score based on an experience score and a contact score. To generate the experience score, the lead qualification system may analyze sales history and other information of customers that have attributes similar to the potential customer. To generate the contact score, the lead qualification system may analyze the business relationships between people of the sales organization and the potential customer. The lead qualification system may generate the lead score by combining the contact score and the experience score.