Systems and methods for lead development in a business to business marketplace
OwnerDamon Lawson, Mark Gallowayinventors
Life of this patent
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Abstract
A combination of personal contact, digital tools, and focused means of communication to improve customer interaction, resulting in effective lead generation, nurturing, and development. The various embodiments of the present disclosure leverage hardware and software components in order to automate various aspects of lead capturing and nurturing processes based on a predetermined sequence of actions or steps and a set of predetermined rules with the purpose of triaging initial leads and identifying the “right” contacts who influence or impact the purchasing decisions, and routing of the triaged leads for follow-up and on-going managed pursuit involving various means of communication.
Claims20
A method for capturing and developing marketing leads, the method comprising:
- storing, in a computer-readable storage medium, an addressable market definition comprising at least one of a definition for a desirable account type and a definition for a desirable contact type, and storing, in a computer-readable storage medium, an account pursuit rule defining an action to be pursued for a marketing lead;
- with an electronic processor having access to the computer-readable storage medium, automatically applying the addressable market definition to a given lead during a triage process to determine whether the lead falls within the addressable market definition;
- and
- where the lead falls within the addressable market definition, routing the lead to an active pursuit process comprising placing marketing leads in an automatically controlled communication cycle queue controlled by the electronic processor, the controlled communication cycle queue acting in accordance with a predetermined plan of lead pursuit and driving when communication attempts should be made to the marketing leads.
A system for capturing and developing marketing leads, the system comprising:
- a computer-readable storage medium storing an addressable market definition defining one or more attributes for a desirable marketing lead type and storing an account pursuit rule defining an action to be pursued for a given marketing lead;
- an electronic processor communicatively coupled with the computer-readable storage medium, the electronic processor applying the addressable market definition to a given lead during a triage process to determine whether the lead falls within the addressable market definition, and where the lead falls within the addressable market definition, routing the lead to an active pursuit process comprising placing marketing leads in an automatically controlled communication cycle queue, the controlled communication cycle queue acting in accordance with a predetermined plan of lead pursuit and driving when communication attempts should be made to the marketing leads;
- and
- a user interface, provided by the electronic processor, and configured for display on an electronic display communicatively coupled with the electronic processor via an electronic network.
Dependencies are inferred from the claim text.