SYSTEM AND METHOD FOR ADVANCING MARKETING OPPORTUNITIES TO SALES

• US 20110246255A1
• Filed: 12/09/2010
• Published: 10/06/2011
• Est. Priority Date: 12/11/2009
• Status: Abandoned Application

• Current Assignee: Connextions Incorporated (TTEC Holdings, Inc.)
• Original Assignee: Connextions Incorporated (TTEC Holdings, Inc.)
• Inventors: Prast, Albert A., Neu, Barry, Antunes, Peter, Gilbert, James
• Application Number:
  US12/964,533
• Publication Number:
  US 20110246255A1
• Time in Patent Office: Days
• US Class Current: 705/7.14
• CPC Class Codes: G06Q 10/063 Operations research, analysis or management
• CPC Class Codes: G06Q 10/063112 Skill-based matching of a person or a group to a task
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising

Abstract

A system and method for advancing marketing opportunities to sales is described. One embodiment identifies a plurality of consumer states corresponding to particular situations in a sales lifecycle, one of which corresponds to a completed sale; ascertains one or more correlations among historical sales-lead attributes, product attributes, sales-agent attributes, sales activities, and consumer state transitions; identifies a particular product having a particular set of product attributes; identifies a particular sales lead having a particular set of lead attributes; identifies a particular sales agent having a particular set of agent attributes; identifies one or more particular sales activities; and derives, based on application of the one or more correlations, an estimated probability that a consumer associated with the particular sales lead will transition from one of the plurality of consumer states to another of the plurality of consumer states in relation to the product.

Claims

1. A system for promoting conversion of sales leads into completed sales, the system comprising:

at least one processor; and

a memory connected with the at least one processor, the memory containing a plurality of program instructions configured to cause the at least one processor to;

identify a plurality of consumer states, each consumer state in the plurality of consumer states corresponding to a particular situation in a sales lifecycle, a particular one of the plurality of consumer states corresponding to a completed sale;

ascertain one or more correlations among historical sales-lead attributes, product attributes, sales-agent attributes, sales activities, and consumer state transitions;

identify a particular product having a particular set of product attributes;

identify a particular sales lead having a particular set of lead attributes;

identify a particular sales agent having a particular set of agent attributes;

identify one or more particular sales activities; and

derive, based on application of the one or more correlations to the particular set of product attributes, the particular set of agent attributes, the particular set of lead attributes, and the one or more particular sales activities, an estimated probability that a consumer associated with the particular sales lead will transition from one of the plurality of consumer states to another of the plurality of consumer states in relation to the product.

2. The system of claim 1, wherein the one or more correlations among historical sales-lead attributes, product attributes, sales-agent attributes, sales activities, and consumer state transitions are ascertained through a regression analysis.

3. The system of claim 2, wherein the consumer state transitions are dependent variables in the regression analysis.

4. The system of claim 2, wherein the validity of the regression analysis is evaluated using an R-squared goodness of fit analysis.

5. The system of claim 1, wherein the historical sales-lead attributes and the particular set of lead attributes include at least one of a lead identifier, a lead phone number, a lead gender, a lead age, a lead geographic location, a lead language preference, a lead product of interest, and a preferred lead contact time.

6. The system of claim 1, wherein the product attributes and the particular set of product attributes include at least one of a product identifier, a product price, a product price range, and a product feature.

7. The system of claim 1, wherein the sales-agent attributes and the particular set of agent attributes include at least one of an agent identifier, an agent ZIP code, an agent gender, and an agent historical consumer state transition rate.

8. The system of claim 1, wherein the sales activities and the one or more particular sales activities are associated with one or more marketing invitations for triggering a response from a consumer and one or more points of contact by which a consumer can respond to the one or more marketing invitations.

9. The system of claim 1, wherein the plurality of program instructions are further configured to cause the at least one processor to:

ascertain one or more correlations among historical sales-lead attributes, product attributes, sales-agent attributes, sales activities, consumer state transitions, and activities for engaging with sales-leads;

identify one or more activities for engaging with the particular sales lead; and

identify a particular activity for engaging with the particular sales lead that results in a higher estimated probability that a consumer associated with the particular sales lead will transition from one of the plurality of consumer states to another of the plurality of consumer states in relation to the product than another activity for engaging with the particular sales lead.

10. The system of claim 1, wherein the plurality of program instructions are further configured to cause the at least one processor to assign the particular sales lead to a particular sales agent based on the estimated probability.

11. The system of claim 1, wherein the plurality of program instructions are further configured to cause the at least one processor to derive, based on application of the one or more correlations to the particular set of product attributes, the particular set of agent attributes, the particular set of lead attributes, and the one or more particular sales activities, an estimated probability that a consumer associated with the particular sales lead will, in relation to the product, transition from one of the plurality of consumer states to the particular one of the plurality of consumer states that corresponds to a completed sale.

12. The system of claim 1, wherein at least one attribute of the particular set of lead attributes is identified by accessing a third-party database.

13. A method for promoting conversion of sales leads into completed sales, the method comprising the steps of:

identifying in a computer memory a plurality of consumer states, each consumer state in the plurality of consumer states corresponding to a particular situation in a sales lifecycle, a particular one of the plurality of consumer states corresponding to a completed sale;

using at least one processor connected with the computer memory to ascertain one or more correlations among historical sales-lead attributes, product attributes, sales-agent attributes, sales activities, and consumer state transitions;

identifying in the computer memory a particular set of product attributes for a particular product;

identifying in the computer memory a particular set of lead attributes for a particular sales lead;

identifying in the computer memory a particular set of agent attributes for a particular sales agent;

identifying in the computer memory one or more particular sales activities;

using the at least one processor to derive, based on application of the one or more correlations to the particular set of product attributes, the particular set of agent attributes, the particular set of lead attributes, and the one or more particular sales activities, an estimated probability that a consumer associated with the particular sales lead will transition from one of the plurality of consumer states to another of the plurality of consumer states in relation to the product; and

publishing the estimated probability.

14. The method of claim 13, wherein the one or more correlations among historical sales-lead attributes, product attributes, sales-agent attributes, sales activities, and consumer state transitions are ascertained through a regression analysis.

15. The method of claim 14, wherein the consumer state transitions are dependent variables in the regression analysis.

16. The method of claim 13, further comprising:

using the at least one processor connected with the computer memory to ascertain one or more correlations among historical sales-lead attributes, product attributes, sales-agent attributes, sales activities, consumer state transitions, and activities for engaging with sales-leads;

identifying in the computer memory one or more activities for engaging with the particular sales lead; and

using the at least one processor to identify a particular activity for engaging with the particular sales lead that results in a higher estimated probability that a consumer associated with the particular sales lead will transition from one of the plurality of consumer states to another of the plurality of consumer states in relation to the product than does another activity for engaging with the particular sales lead.

17. The method of claim 13, further comprising assigning the particular sales lead to a particular sales agent based on the estimated probability.

18. The method of claim 13, further comprising using the at least one processor to derive, based on application of the one or more correlations to the particular set of product attributes, the particular set of agent attributes, the particular set of lead attributes, and the one or more particular sales activities, an estimated probability that a consumer associated with the particular sales lead will, in relation to the product, transition from one of the plurality of consumer states to the particular one of the plurality of consumer states that corresponds to a completed sale.

19. The method of claim 13, wherein at least one attribute of the particular set of lead attributes is identified by accessing a third-party database.

20. A computer-readable storage medium containing a plurality of program instructions for execution by a processor, the plurality of program instructions being configured to:

identify a plurality of consumer states, each consumer state in the plurality of consumer states corresponding to a particular situation in a sales lifecycle, a particular one of the plurality of consumer states corresponding to a completed sale;

ascertain, through a regression analysis, one or more correlations among historical sales-lead attributes, product attributes, sales-agent attributes, sales activities, and consumer state transitions;

identify a particular set of product attributes for a particular product;

identify a particular set of lead attributes for a particular sales lead;

identify a particular set of agent attributes for a particular sales agent;

identify in the memory one or more particular sales activities; and

derive, based on application of the one or more correlations to the particular set of product attributes, the particular set of agent attributes, the particular set of lead attributes, and the one or more particular sales activities, an estimated probability that a consumer associated with the particular sales lead will transition from one of the plurality of consumer states to another of the plurality of consumer states in relation to the product.