The segmentation of new commercial leads is a crucial task for modern and highly
competitive businesses, to identify new profitable opportunities and enhance their Return On …

Segmenting new commercial leads is a critical endeavor for contemporary businesses
operating in highly competitive markets, aiming to unearth lucrative opportunities and bolster …

Lead propensity prediction is a data-driven method used to define the value of prospects, by
assigning points to them based on their engagement with the business's digital channels …

Small and medium sized businesses (SMBs) with a business model of selling their products
and services to other SMBs, called as Business-to-Business (B2B) model, are in constant …

Background: Indian higher education sector is characterized by severe competition. The
market size is 91.7 USD and its contribution to GDP is 3.8%. The admissions market is an …

Although lead scoring is an essential component of lead management, there is a lack of a
comprehensive literature review and a classification framework dedicated to it. Lead scoring …

The growing competitiveness of the market has put pressure on companies to improve their
customer relationship management strategies. In an era where mass marketing techniques …

Competition between organizations urges the need of using new approaches. A lead is
described by an individual or organization with interest in the products or services that an …

Companies often gather a tremendous amount of data, such as browsing behavior, email
activities and other contact data. This data can be the source of important competitive …

This paper shows how to learn probabilistic classifiers that model how sales prospects
proceed through stages from first awareness to final success or failure. Specifically, we …