LEAD MANAGEMENT IN BUSINESS-TO-BUSINESS SALES
3 Assignments
0 Petitions
Accused Products
Abstract
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.
33 Citations
21 Claims
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1. (canceled)
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2. A website data content access progression system for managing interactions of website visitors to generate qualified business leads, the system comprising:
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an interaction gathering engine configured to; monitor visitor interactions with a website, record a first interaction of a first visitor with the website, record a second interaction of a second visitor with the website, transmit the first interaction of the first visitor with the website to a lead management system, and transmit the second interaction of the second visitor with the website to the lead management system; the lead management system configured to; receive a first piece of information about the first visitor, determine a first category of visitors that the first visitor belongs to based on the first piece of information, determine a second category of visitors that the second visitor belongs to, wherein the second category of visitors is different from the first category of visitors, allocate a first user profile to the first user, wherein the first user profile comprises a first profile-level indicator and a first lead score, allocate a second user profile to the second user, wherein the second user profile comprises a second profile-level indicator and a second lead score, set a first threshold level for the first lead score based on the first category of visitors that the first visitor belongs to, set a second threshold level for the second lead score, wherein the second threshold level is different than the first threshold level, update the first lead score based on the first interaction with the website by the first visitor, update the second lead score based on the second interaction with the website by the second visitor, modify the first profile-level indicator in response to the first lead score crossing a first value, authorize the first visitor access to a first set of additional data content of the website after the first profile-level indicator is modified in response to the first lead score crossing the first value, and determine that the first visitor is a qualified lead when the first lead score crosses the first threshold level; and a first electronic data store configured to; store the first user profile, and store the second user profile. - View Dependent Claims (3, 4, 5, 6)
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7. A method for managing interactions between a website and a first visitor and a second visitor to create a qualified business lead, the method comprising:
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recording a first piece of information related to the first visitor; determining a first category of visitors that the first visitor belongs to based on the first piece of information; determining a second category of visitors that the second visitor belongs to, wherein there is at least one difference between the second category of visitors and the first category of visitors; allocating a first user profile to the first visitor, wherein the first user profile comprises; a first profile-level indicator, and a first lead score; allocating a second user profile to the second visitor, wherein the second user profile comprises; a second profile-level indicator, and a second lead score; setting a first threshold level for the first lead score based on the first visitor belonging to the first category of visitors; setting a second threshold level for the second lead score based on the second visitor belonging to the second category of visitors, wherein the second threshold level is different than the first threshold level; updating the first lead score in response to a first interaction with the website by the first visitor; updating the second lead score in response to a second interaction with the website by the second visitor; modifying the first profile-level indicator of the first user profile in response to the first lead score crossing a first value; authorizing the first visitor access to a first set of additional data content of the website after the first profile-level indicator is modified in response to the first lead score crossing the first value; and determining that the first visitor is a qualified lead when the first lead score crosses the first threshold level. - View Dependent Claims (8, 9, 10, 11, 12, 13, 14, 15)
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16. A computer-readable medium containing program instructions for managing interactions between a website associated with a first business and a first visitor and a second visitor, to create a qualified business lead, wherein execution of the program instructions by one or more processors of a computer system causes the one or more processors to carry out the steps of:
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recording a first piece of information related to the first visitor; determining a first category of visitors that the first visitor belongs to based on the first piece of information; determining a second category of visitors that the second visitor belongs to, wherein there is at least one difference between the second category of visitors and the first category of visitors; allocating a first user profile to the first visitor, wherein the first user profile comprises; a first profile-level indicator, and a first lead score; allocating a second user profile to the second visitor, wherein the second user profile comprises; a second profile-level indicator, and a second lead score; setting a first threshold level for the first lead score based on the first visitor belonging to the first category of visitors; setting a second threshold level for the second lead score based on the second visitor belonging to the second category of visitors, wherein the second threshold level is different than the first threshold level; updating the first lead score in response to a first interaction with the website by the first visitor; updating the second lead score in response to a second interaction with the website by the second visitor; modifying the first profile-level indicator of the first user profile in response to the first lead score crossing a first value; authorizing the first visitor access to a first set of additional data content of the website after the first profile-level indicator is modified in response to the first lead score crossing the first value; and determining that the first visitor is a qualified lead when the first lead score crosses the first threshold level. - View Dependent Claims (17, 18, 19, 20, 21)
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Specification