How to use Data for Sales Leads

Usually New Agents or Sales People will be trained here and there and will be left on the field to do some sales, some script and some selling. More Often than not, not all will be able to make a sale and some will tweak scripts or so. But how many of us use Data Science for Sales LEADS? Many will say, "ah I don't need your Data Science algorithm to make a sale" but What if you had Data - rich historical data about rich and affluent families? Would you use it? Would you leverage this mountain of data for you to make a database of your potential clients?

What do we know about these Potential clients? and what is their Profile and Behaviour? What are their aspirations and feelings? We have to know right? Would a survey help with this one? How do we get them to answer the survey willingly? What kind of Network should I get into? Do I need to buy a Vespa Scooter or a BMW 3 series limited edition and get into the group network? How do I present myself? Do I present myself as one of them, Or do I present myself as their go to Agent? Would Impressions make a difference on this new network? Do I need to make a name for myself by writing books, speaking at seminars and conferences? Sharing my experiences?

Well, honestly some don't like writing books or talking at conferences or events - but rather use potential customer data that will give them Leads. What things should we put there as basic information without affecting their Sensitive Personal Information or getting into their private lives?

• Age (make this a range so people like me who are older don't get offended)
• Gender (just put there biological gender: male or female - for encoding purposes)
• Income (make this a range, and put a reference date on it)
• Location (you can ask the City as it will be still general)
• Status (Single, Married or Others)
• Type of OS for Phone used (just put here the OS: Android or iPhone OS)
• Interested in the product or service (put in a Likert Scale with 5 being highest)
• if interested to Purchase, the next contact (Within 6 months, Within a Year)
• Preference of Contact? use a Checkbox (E-mail, Phone, Face to Face, Skype or Zoom)
• ask for Client's E-mail, Cell Number, Skype or Zoom.
• Hours preferred of Contact?

With some sample size that you can use, you can now begin creating your leads and how to contact them by their preference. You can also use Machine Learning to predict if the customer will buy or not based on their historical data or if you have some data that you can use (look for Granular data sets to play around with and some publications)

Some basic algorithms that you can use

• Logistic Regression
• Support Vector Machines (SVM)

Albert Gavino is a Data Science Book Author and is a Co-founder for a start-up named Data Engine Training and Consultancy. We help companies that need Data Science or Machine Learning services. He has a background in Mathematics and an MBA from De La Salle University and codes in Python and in R.