2013 FinancingLeadTriggersEmpowering

• (Aggour & Hoogs, 2013) ⇒ Kareem S. Aggour, and Bethany Hoogs. (2013). “Financing Lead Triggers: Empowering Sales Reps through Knowledge Discovery and Fusion.” In: Proceedings of the 19th ACM SIGKDD International Conference on Knowledge Discovery and Data Mining. ISBN:978-1-4503-2174-7 doi:10.1145/2487575.2488190

Subject Headings:

Cited By

• http://scholar.google.com/scholar?q=%222013%22+Financing+Lead+Triggers%3A+Empowering+Sales+Reps+through+Knowledge+Discovery+and+Fusion
• http://dl.acm.org/citation.cfm?id=2487575.2488190&preflayout=flat#citedby

Quotes

Author Keywords

• Commercial finance; information filtering; information fusion; knowledge discovery; lead generation; retrieval models; sales leads

Abstract

Sales representatives must have access to meaningful and actionable intelligence about potential customers to be effective in their roles. Historically, GE Capital Americas sales reps identified leads by manually searching through news reports and financial statements either in print or online. Here we describe a system built to automate the collection and aggregation of information on companies, which is then mined to identify actionable sales leads. The Financing Lead Triggers system is comprised of three core components that perform information fusion, knowledge discovery and information visualization. Together these components extract raw data from disparate sources, fuse that data into information, and then automatically mine that information for actionable sales leads driven by a combination of expert-defined and statistically derived triggers. A web-based interface provides sales reps access to the company information and sales leads in a single location. The use of the Lead Triggers system has significantly improved the performance of the sales reps, providing them with actionable intelligence that has improved their productivity by 30-50%. In 2010, Lead Triggers provided leads on opportunities that represented over $44B in new deal commitments for GE Capital.

References

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	Author	volume	Date Value	title	type	journal	titleUrl	doi	note	year
2013 FinancingLeadTriggersEmpowering	Kareem S. Aggour Bethany Hoogs			Financing Lead Triggers: Empowering Sales Reps through Knowledge Discovery and Fusion				10.1145/2487575.2488190		2013