Method and apparatus for managing resources within an organization and in a sales & marketing pipeline
First Claim
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1. A method for optimizing the productivity of a sales force, comprising:
- assigning a base value to a lead in a sales pipeline;
assigning a stage value to the lead based upon a current stage of the lead in the sales pipeline; and
determining a pipeline stage value on the lead based upon the base and stage value.
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Abstract
A method and apparatus that includes assessing the capacity and effectiveness of sales pipelines by assigning values to a lead as it progresses through a sales pipeline. From these values, the sale forces can efficiently process, manage and regulate the flow of new leads to ensure that the leads generated are processed effectively.
16 Citations
90 Claims
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1. A method for optimizing the productivity of a sales force, comprising:
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assigning a base value to a lead in a sales pipeline;
assigning a stage value to the lead based upon a current stage of the lead in the sales pipeline; and
determining a pipeline stage value on the lead based upon the base and stage value. - View Dependent Claims (2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14, 15, 16, 17, 18, 19, 20, 21, 22, 23, 24, 25, 26)
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27. A computer readable medium containing executable code for optimizing the productivity of a sales force, comprising:
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assigning a base value to a lead in a sales pipeline;
assigning a stage value to the lead based upon a current stage of the lead in the sales pipeline; and
determining a pipeline stage value on the lead based upon the base and stage value. - View Dependent Claims (28, 29, 30, 31, 32, 33, 34, 35, 36, 37, 38, 39, 40, 41, 42, 43, 44, 45, 46, 47, 48, 49, 50, 51, 55)
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52. An apparatus for optimizing and managing sales leads, comprising:
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a base value generator that adds a base value to a lead in a sales pipeline;
a stage value generator that adds a stage value to the lead based upon a current stage of the lead in the sales pipeline; and
a pipeline stage value generator, linked to the base value generator and stage value generator, that generates a pipeline stage value on the lead based upon the base and stage value. - View Dependent Claims (53, 61)
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54. An apparatus for optimizing and managing sales leads, comprising:
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a pipeline calculator that assess a value to a lead into a sales pipeline based upon at least one factor; and
a pipeline regulator that dynamically adjusts the flow of resources into the sales pipeline based upon the value.
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56. A system for optimizing the productivity of a sales force, comprising:
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means for assigning a base value to a lead in a sales pipeline;
means for assigning a stage value to the lead based upon a current stage of the lead in the sales pipeline; and
means for determining a pipeline stage value on the lead based upon the base and stage value. - View Dependent Claims (57, 58, 59, 60, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75)
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76. A method for regulating a sales pipeline with leads, comprising:
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provisionally conveying a lead to a pipeline;
determining if the pipeline has the capacity to handle the lead; and
regulating the flow of leads into the pipeline based upon the determination. - View Dependent Claims (77, 78, 79, 80, 81)
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82. A method for assessing a sales pipeline comprising:
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determining a pipeline value for the sales pipeline; and
managing flow of a lead into the sales pipeline bases upon the pipeline value. - View Dependent Claims (83, 84, 85)
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86. A computer readable medium containing executable code for optimizing the productivity of a sales force, comprising:
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determining a pipeline value for the sales pipeline; and
managing flow of a lead into the sales pipeline bases upon the pipeline value. - View Dependent Claims (87, 88, 89)
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90. A system for assessing a sales pipeline comprising:
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means for determining a pipeline value for the sales pipeline; and
means for managing flow of a lead into the sales pipeline bases upon the pipeline value.
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Specification