Lead Scoring Algorithm Prioritizing Sales Opportunities

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Solution Overview

Problem

Current lead scoring systems are reactive and lack predictive data, resulting in lower conversion of leads to sales, and there is a need for an integrated customer relationship management (CRM) platform that combines functionalities for filtering and identifying quality leads.

Innovation Solution

A computer program that adjusts lead scores based on predefined or dynamic parameters, ranking leads by their profile and engagement level, and filters lower quality leads to identify sales-ready leads, using explicit, implicit, and predictive lead scoring methods.

Engineering Contradictions & Design Principles

VSEngineering Contradiction Analysis

1Productivity

If sales agents focus energy on all leads without predictive data, then no leads are prioritized, but conversion rate to sales is low

Engineering Contradiction:

Improveconversion rateVSAvoidtime spent on low-quality leads

Core Design Contradiction:

ProductivityVSLoss of time

Solution Approach 1:

The system performs preliminary lead scoring and categorization before sales agents engage with leads. By pre-calculating lead scores based on multiple parameters and categorizing leads as hot, warm, or cold, the system prepares prioritized lead lists in advance, enabling sales agents to immediately focus on high-conversion opportunities without wasting time evaluating lead quality manually

Inventive Principle:

Principle #10Preliminary action

Solution Approach 2:

The patent replaces the manual mechanical process of sales agents evaluating and prioritizing leads with an automated computer-based scoring system. The system uses algorithms to automatically calculate lead scores based on demographic data, engagement metrics, and behavioral patterns, substituting human judgment with predictive analytics to identify high-value leads

Inventive Principle:

Principle #28Mechanics substitution (Replace mechanical system)

2Adaptability or versatility

If multiple standalone CRM products are used for different functionalities, then comprehensive lead management is achieved, but system complexity increases

Engineering Contradiction:

ImproveCRM functionality coverageVSAvoidnumber of separate systems

Core Design Contradiction:

Adaptability or versatilityVSDevice complexity

Solution Approach 1:

The patent combines multiple standalone CRM functionalities into a single integrated lead scoring and management platform. The system integrates lead capture, scoring, categorization, tracking, and sales management into one unified system that processes all lead data through a centralized scoring algorithm, eliminating the need for multiple separate CRM products while maintaining comprehensive functionality

Inventive Principle:

Principle #5Merging (Combining)

Solution Approach 2:

The lead scoring system is designed as a universal platform that handles multiple CRM functions through a single scoring mechanism. The same scoring algorithm serves to prioritize leads, categorize them by quality, track engagement, and guide sales efforts, making the system multi-functional and replacing several specialized tools with one versatile system

Inventive Principle:

Principle #6Universality (Multi-functionality)

Data Source

PatentUS11348149B2System and method for identification and prediction of positive business leads through lead scoring

Publication Date: 2022.05.31 FRESHWORKS INC

AI summary

A computer program, computer-implemented process, and/or an apparatus may detect an event in a webpage or an application, and adjust a lead score by comparing the event with implicit lead scoring rules, explicit lead scoring rules, lead state, or any combination thereof. Using the lead score, the event is assigned to a category or classification for purposes of identifying a positive or negative lead.