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 […]

Lead scoring is essential for lead management. The result of lead scoring is a list consists of leads with scores assigned indicating how likely each lead can be converted into the next stage of sales process. The Lamb or Spam and the Rule-Based are the two lead scoring methods that have been discussed in the […]

Lately, predictive analytics as emerged as a vital area of study for both researchers and practitioners. This trend researches into large volumn of data for hidden patterns and relationships to gain data-driven insights and predict future outcomes. Predictive analytics can help the inside sales industry obtain optimum value from a large amount of data they […]