LEAD QUALIFICATION BASED ON CONTACT RELATIONSHIPS AND CUSTOMER EXPERIENCE

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. L'invention concerne un système de qualification de prospects qui reçoit d'un client potentiel des informations de prospect, notamment une identification du client potentiel. Le système de qualification de prospects identifie alors des attributs du client potentiel. Afin de qualifier un prospect, le système de qualification de prospects peut générer un score de prospect sur la base d'un score de ressenti et un score de contact. Pour générer le score de ressenti, le système de qualification de prospects peut analyser l'historique des ventes et d'autres informations relatives à des clients présentant des attributs similaires au client potentiel considéré. Pour générer le score de contact, le système de qualification de prospects peut analyser les relations commerciales entre les personnes de l'organisation de vente et le client potentiel. Le système de qualification de prospects peut générer le score de prospect en combinant le score de contact et le score de ressenti.