LEAD MANAGEMENT IN BUSINESS-TO-BUSINESS SALES

摘要

Methods and systems record and analyze visitors' interactions with a website aimed at turning the visitors into qualified sales leads. Lead scoring may be used, wherein a lead score is based on interactions with content, navigation through a website, and the providing of information from the visitor. Events (e.g., above-threshold lead scores) may prompt a request for information from the visitor. Providing information may increase a profile level and allow access to previously gated website content. Visitor information and/or associated business information may be stored in a user profile. Additionally, interests of the visitor and/or an associated business area may be ascertained. The interests, lead score, and progressive profiles may be used to tailor content and organization of the website, to suggest content and business solutions to the visitor, and to determine if/when a visitor is qualified as a lead, and thus ready for contact from a sales team.