Systems and methods for scoring sales leads

A method of enhancing a lead record, the method comprising:

• receiving from a requesting entity a lead record comprising a plurality of fields and data items associated with at least some of the fields, the data items including a contact information data item comprising at least one of:
• a telephone number, a facsimile number, a pager number, and an email address;
• determining, by a computer system, a contactability score associated with the lead record, the contactability score indicating a likelihood that an individual associated with the lead record is associated with the contact information data item, wherein the contactability score is based at least partly on information received from one or more data sources regarding a relationship between the contact information data item that is associated with the lead record and other data items associated with the lead record;
• wherein determining the contactability score further comprises:
• retrieving a plurality of additional contact information data items for the lead record based on whether the contactability score meets a threshold;
• determining a contactability score for each of the additional contact information data items retrieved;
• and
• designating for inclusion, in an enhanced lead record to be generated for the requesting entity, a contact information data item of the additional contact information data items that has the highest contactability score,
• determining one or more additional data item indicators to include on an enhancement list, the enhancement list being configured for transmission to one or more data sources and specifying one or more additional data items to be retrieved for the lead record;
• receiving from the one or more data sources at least some of the additional data items corresponding to the indicators on the enhancement list;
• selecting a customized statistical model from a plurality of statistical models that are customized for the requesting entity, the selected customized statistical model being selected based on one or more business rules specified by the requesting entity, the business rules specifying model selection based on criteria that are met by the lead record;
• generating, by the computer system, a propensity score for an entity associated with the received lead record, the propensity score being generated using the customized statistical model, wherein the propensity score is based on at least one of the data items of the received lead record or the additional data items received from the one or more data sources, the propensity score indicating a propensity of an individual that is of interest to the requesting entity;
• and
• transmitting at least the propensity score and at least one additional data item or one additional contact data item retrieved for lead record to the requesting entity,
• wherein the method is performed by a computing system comprising one or more computing devices.

A computerized system for enhancing a lead record comprising a plurality of data items, the system comprising:

• a data source comprising information regarding an individual associated with the lead record including one or more contact information data items, each contact information data item comprising a telephone number, a facsimile number, a pager number, or an email address, the data source in data communication with a network;
• a computing device comprising
• a processing unit,
• a storage device, and
• an input/output interface in data communication with the network and configured to receive a lead record from a requesting entity;
• a hygiene module executed by the processing unit, the hygiene module being configured to perform:
• determining a contactability score associated with the lead record, the contactability score indicating a likelihood that the individual associated with the lead record is associated with the one or more contact information data items, wherein the contactability score is based at least partly on information received from one or more data sources regarding a relationship between the one or more contact information data items associated with the lead record and other data items associated with the lead record, wherein determining the contactability score further comprises:
• retrieving a plurality of additional contact information data items for the lead record based on whether the contactability score meets a threshold;
• determining a contactability score for each of the additional contact information data items retrieved;
• and
• designating for inclusion in the enhanced lead record for the requesting entity a contact information data item of the additional contact information data items retrieved that has the highest contactability score,
• an output bundling module executed by the processing unit, the output bundling module being configured to determine one or more additional data items to be requested from the data source, based at least partly on one or more attributes associated with the lead record, and to transmit a request for the determined additional data items to the data source via the input/output interface, the output bundling module further configured to receive one or more of the requested additional data items from the data source and to generate an enhanced lead record comprising at least some of the additional data items;
• and
• a custom model module executed by the processing unit, the custom model module being configured to generate a propensity score that is customized for the requesting entity, wherein the propensity score indicates a propensity of an individual associated with the lead record based on data associated with the lead record including at least one of the data items included in the received lead record and additional data items, the propensity score being generated based on one or more statistical models customized based on criteria and desired scoring output specified by the requesting entity,
• wherein the computing device is configured to transmit the enhanced lead record and the propensity score to the requesting entity.