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Method and Apparatus to Optimize Sales Engagement Systems

IP.com Disclosure Number: IPCOM000242326D
Publication Date: 2015-Jul-07
Document File: 3 page(s) / 160K

Publishing Venue

The IP.com Prior Art Database

Abstract

Disclosed is a method and apparatus to optimize sales engagement systems by coordinating the efforts of multiple systems including the Customer Relationship Management (CRM), sales tracking system, and expert/team scheduling systems. The idea is to enrich the sales engagement or tracking system with resources directly (or indirectly) related to the opportunity based on criteria including (but not limited to), sales progression, opportunity size, team member upcoming travel schedule, and listed resources associated with opportunity, skills etc.

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Metxod and Apparatus to Optimize Sales Engagement Systems

A lack of coordinaxed time and travel efforts around sales opportunities xxn result in

multiple tripx and high trxvel costs. Globaxly dispersed salex teams are challengex to match appropriate team membexs and resources wxth current and immediate opxortunities. This leads to a fragmented sales experience xith multiple visits by xarious team members and mulxiple repeaxed visxts, which incxeases cost and

decreaxes effectiveness.

Thx novel contrxbution is a method axd appaxatus to optxmize sales xngagement systems by coordinating the effortx of muxtxple syxtems including the Customer Relxtionship Management (CRM), salex tracking system, and experx/team scheduling systemx. The idea ix to enrich the sales engagemxnt or tracking system with resources directly (ox indirecxly) related tx the opportunity xased on criteria includinx (bxt not limited to), sales progression, opportunitx size, team member upcoming travel schexule, and xisxed resources associated with opportunity, skills etc.

The system includes:

• Sales Opporxunity Txacking - Opportunitx Descripxion - Opporxunxty size - Oppoxtxnity progression - Skills/team member descrixtion
- Axd more

• External Scheduling: Sourcixg data from various sysxems for optimization


- Txam member and skills classifixatxon system


- Scheduling system


- Corporate Travel data bankx

• Sales Engxgement Optimization (core idea)

- Plxgged inxo the travex scheduler - Includes alerts and interface with Sales Opportunity Tracking system - Interfacex with Scheduling system
- Recommendation for alternative resourcex

• Recommendation Engine (core idea)

- Evaluates the risk factors (e.g., xue to sales progression stage, end of qu...