An Integrated Lead Conversion Model for Inside Sales

Although inside sales is the fastest growing title in the sales industry with companies hiring inside salespeople at a much higher rate than outside salespeople, little is known about the types of activities that drive their success, particularly the conversion of leads to customers (i.e., customer acquisition). Accordingly, the current project aims to develop a data-driven lead conversion model that incorporates key factors of a selling situation. The outcome of this project will help demonstrate the value of data-driven analytics for inside sales by offering practitioners a model that can help optimize lead management practices and ultimately improve company success.

Faculty Supervisor:

Morad Benyoucef

Student:

Alhassan Abdullahi Ohiomah

Partner:

VanillaSoft

Discipline:

Business

Sector:

Digital media

University:

Program: