There is an old rule which asserts that 80% of your outcomes come from 20% of your actions. This principle, known as the 80/20 rule or the Pareto principle, when applied to Marketing and Sales suggests that 80% of your sales are generated by 20% of your customers. Consequently being aware of the 80/20 rule can help your business to focus on those marketing leads with bigger opportunities to become a closed-sales.
Your Data Science team would be the hero for every Sales Manager if you help them to answer these three existential questions:
- How could I identify the 20% of leads that really matter for this month's sales?
- How could I select a lead and decide if it is worth pursuing my time and efforts on it?
- Will it be possible to predict the future behavior of an inbound lead?
An Artificial Intelligence approach to the Pareto principle
To address these issues, you can apply Predictive Lead Scoring to your business.
Predictive Lead Scoring uses Machine Learning to analyze the historical data of your existing customers and predict those leads that are sales-ready or close to it. The higher the score a lead receives, the more chances that it becomes a closed sale and therefore it should be prioritized by your sales team.
How can we help?
Zigatta’s data science team helps customers and partners to apply the 80-20 rule in their sales teams using predictive lead scoring algorithms.
With the support of artificial intelligence, our lead scoring solutions can help your business to:
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