System and method for intelligent sales engagement

Abstract

A system for automatically automatic workflow triggering using real-time analytics, comprising an analytics server that receives and analyzes interaction information and a workflow server that produces workflow events based on the analysis, sends workflow events to handlers for processing, retrieves workflow-related data, and produces workflow reports for review, and a method for automatically automatic workflow triggering using real-time analytics.

Description

CROSS-REFERENCE TO RELATED APPLICATIONS[0001]The present application claims the benefit of and priority to U.S. provisional application Ser. No. 62 / 304,926 titled “SYSTEM AND METHOD FOR INTELLIGENT SALES ENGAGEMENT” filed on Mar. 7, 2016, the entire specification of which is incorporated herein by reference in its entirety.BACKGROUND OF THE INVENTION[0002]Discussion of the State of the Art[0003]Business-to-Business (B2B) selling has a long history spanning over half a century. The 1960's were dominated by in-person sales pitches, the 1990's and the growth of the internet saw the introduction of email selling and, in the late 1990s, Customer Relationship Management (CRM) systems were deployed. The first decade of the 21st century has witnessed the rise of social networks and social media being used as a new channel to generate leads.The Purchase Funnel[0004]The concept of managing a sales process through a set of pre-defined sales funnel or pipeline states dates back to the late 1800...

AI Technical Summary

Benefits of technology

The platform described in this patent is able to learn and optimize its sales process based on data from multiple sources. The platform uses a pre-integrated graph module to monitor and capture interactions from different channels and construct an event graph. A machine learning module then uses this data to train predictive models that can estimate the likelihood of different events based on their starting state and input attributes. An optimization module then uses these models, along with visually representation of performance metrics, to recommend specific actions to optimize the business outcome of prospects flowing through the sales process. The platform can also self-learn and run experiments to analyze and improve its performance. Overall, this platform enables a more efficient and effective sales process by automatically learning and optimizing the interactions between agents and prospects.

Problems solved by technology

However today, as customers become more empowered with on-line knowledge and sellers become more empowered with vast amounts of data about prospects the process is no longer linear.

The circular Customer Decision Journey is an improvement over the traditional funnel, but it is incomplete for several reasons.

However software vendors provide platforms that can handle only certain types of flows and require significant amounts of human design upfront each time they are implemented.

As a result they are rigid and cannot adaptive to new behavioral patterns and experiences that are rapidly emerging through new means of engagement and transaction on the internet, via mobile devices and social networks.

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