The use of ________ ________ allows companies to make sure that prospects are matched to the right sales reps at the most appropriate time, based upon prospect behaviors, buying stage, interests, or demographic factors.
Fill in the blank(s) with the appropriate word(s).
lead scoring
One significant new analytics-based application is lead scoring. In this approach, a company numerically rates its best prospective customers. The company develops ratings by running various internal and external data through statistical models that identify those traits that make the customer more likely to purchase. In so doing, companies can make sure that prospects are matched to the right sales reps at the most appropriate time, based upon prospect behaviors, buying stage, interests, or demographic factors.
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