DATA ANALYSIS APPLICATIONS FOR INSIDE SALES AND LEAD MANAGEMENT
DOI:
https://doi.org/10.48090/ciki.v1i1.1253Keywords:
inside sales, lead management, data analysis, technologiesAbstract
The data availability due to the intense use of communication technologies allows the application of data analysis techniques to benefit inside sales and lead management practices. Thus, by an integrative literature review, we investigated how data analysis techniques are being used by those areas. We considered five years of publications (2015-2020) in scientific bases such as Web of Science, Scopus and similar. Through the contents’ investigation, considering the consumers’ perception of value, we were able to suggest three action points for data analysis techniques, being: web-positioning, service customization and salesman skills. Hence, we contributed by presenting a systematization of possible applications of data analysis technologies for inside sales and lead management. Second, we endorse the need for future empirical studies appraisal the use of such data analysis techniques.
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