Although lead scoring is an essential component of lead management, there is a lack of a
comprehensive literature review and a classification framework dedicated to it. Lead scoring …

Segmenting new commercial leads is a critical endeavor for contemporary businesses
operating in highly competitive markets, aiming to unearth lucrative opportunities and bolster …

Given the pervasive ubiquity of data, sales practice is moving rapidly into an era of predictive
analytics, using quantitative methods, including machine learning algorithms, to reveal …

Lead propensity prediction is a data-driven method used to define the value of prospects, by
assigning points to them based on their engagement with the business's digital channels …

A fundamental component to managing a marketing campaign is identifying prospects and
selection of leads. Current lead generation models focus on predicting the intention of a …

Innovation and other decision-making processes in businesses are very critical to their
growth and survival in an environment of ever-increasing competition and technological …

The segmentation of new commercial leads is a crucial task for modern and highly
competitive businesses, to identify new profitable opportunities and enhance their Return On …

Predictive analytics, the process of using current and/or historical data with a combination of
statistical techniques to assess the likelihood of a certain event happening in the future, has …

Since the early 2010s, many marketing channel attribution models have been discussed to
allocate the marketing budget among marketing channels. While the goal of all the …

This paper presents the development, implementation, and evaluation of a Random Forest-
based Social Lead Scoring Model to address key business challenges in lead generation …