Sales cycle management systems and methods

A method for conducting sales cycle management comprising:

• obtaining, from a structured CRM data source, structured CRM data indicative of attributes and stages of sales cycles;
• obtaining, from an unstructured CRM data source, unstructured CRM data comprising documents comprising textual data corresponding to electronic communications between clients and providers of sales cycles;
• generating, based on the structured CRM data, a historical structured CRM dataset corresponding to a set of historical sales cycles, the historical structured CRM dataset indicative of attributes and stages of the set of historical sales cycles;
• determining, based on the historical structured CRM dataset, a stage identification model configured to identify a stage of a sales cycle based on structured CRM data;
• generating, based on the unstructured CRM data, a historical unstructured CRM dataset corresponding to the set of historical sales cycles, the historical unstructured CRM dataset comprising a set of documents comprising textual data corresponding to electronic communications between one or more clients and one or more providers associated with the set of historical sales cycles;
• determining, for each document of the set of documents:
• a stage of a sales cycle associated with the document;
• and
• a numerical representation of the document;
• determining, based on the documents, a document-to-stage model configured to determine a stage of a sales cycle based on textual data of documents associated with the sales cycle;
• determining, for each document of the documents, a sentiment for the document;
• determining, based on the numerical representations of the documents, document clusters;
• determining, for each document cluster of the document clusters, a cluster word set for the document cluster;
• determining, for each document cluster of the document clusters based on the cluster word set for the document cluster, cluster attributes;
• determining, based on (a) the document-to-stage model, (b) the cluster attributes, and (c) the sentiments for the documents, a document model configured to determine current document attributes based on numerical representations of a set of current documents;
• determining, based on (a) stage identification model and (b) the sentiments for the documents, a stage prediction model configured to determine attributes of a current sales cycle based on (i) a current sales cycle stage and (ii) current document attributes;
• obtaining a current CRM sales cycle dataset comprising:
• current sales cycle structured data indicative of attributes of a current stage of a current sales cycles;
• current sales cycle unstructured data comprising current documents comprising textual data corresponding to current electronic communications between one or more clients and one or more providers of the current sales cycle;
• determining, based on application of the current sales cycle structured data to the stage identification model, a current stage of the current sales cycle;
• determining, based on the current sales cycle unstructured data, a current set of numerical representations of the current set of documents;
• determining, based on application of the set of the current set of numerical representations of the current set of documents to the document model, a current set of attributes for the current sales cycle;
• and
• determining, based on application of (a) the current stage of the current sales cycle and (b) the current set of attributes for the current sales cycle to the stage prediction model, a predicted outcome for the current sales cycle, the predicted outcome indicative of a stage that the current sales cycle is predicted to reach;
• and
• determining, based on the predicted outcome, a CRM plan configured to generate an improved outcome.

A non-transitory computer readable storage medium comprising program instructions stored thereon that are executable by a processor to perform the following operations for item transactions:

• obtaining, from a structured CRM data source, structured CRM data indicative of attributes and stages of sales cycles;
• obtaining, from an unstructured CRM data source, unstructured CRM data comprising documents comprising textual data corresponding to electronic communications between clients and providers of sales cycles;
• generating, based on the structured CRM data, a historical structured CRM dataset corresponding to a set of historical sales cycles, the historical structured CRM dataset indicative of attributes and stages of the set of historical sales cycles;
• determining, based on the historical structured CRM dataset, a stage identification model configured to identify a stage of a sales cycle based on structured CRM data;
• generating, based on the unstructured CRM data, a historical unstructured CRM dataset corresponding to the set of historical sales cycles, the historical unstructured CRM dataset comprising a set of documents comprising textual data corresponding to electronic communications between one or more clients and one or more providers associated with the set of historical sales cycles;
• determining, for each document of the set of documents:
• a stage of a sales cycle associated with the document;
• and
• a numerical representation of the document;
• determining, based on the documents, a document-to-stage model configured to determine a stage of a sales cycle based on textual data of documents associated with the sales cycle;
• determining, for each document of the documents, a sentiment for the document;
• determining, based on the numerical representations of the documents, document clusters;
• determining, for each document cluster of the document clusters, a cluster word set for the document cluster;
• determining, for each document cluster of the document clusters based on the cluster word set for the document cluster, cluster attributes;
• determining, based on (a) the document-to-stage model, (b) the cluster attributes, and (c) the sentiments for the documents, a document model configured to determine current document attributes based on numerical representations of a set of current documents;
• determining, based on (a) stage identification model and (b) the sentiments for the documents, a stage prediction model configured to determine attributes of a current sales cycle based on (i) a current sales cycle stage and (ii) current document attributes;
• obtaining a current CRM sales cycle dataset comprising:
• current sales cycle structured data indicative of attributes of a current stage of a current sales cycles;
• current sales cycle unstructured data comprising current documents comprising textual data corresponding to current electronic communications between one or more clients and one or more providers of the current sales cycle;
• determining, based on application of the current sales cycle structured data to the stage identification model, a current stage of the current sales cycle;
• determining, based on the current sales cycle unstructured data, a current set of numerical representations of the current set of documents;
• determining, based on application of the set of the current set of numerical representations of the current set of documents to the document model, a current set of attributes for the current sales cycle;
• and
• determining, based on application of (a) the current stage of the current sales cycle and (b) the current set of attributes for the current sales cycle to the stage prediction model, a predicted outcome for the current sales cycle, the predicted outcome indicative of a stage that the current sales cycle is predicted to reach;
• and
• determining, based on the predicted outcome, a CRM plan configured to generate an improved outcome.