Automatic Sales Lead Generation from Web Data

Speed to market is critical to companies that are driven by sales in a competitive market. The earlier a potential customer can be approached in the decision making process of a purchase, the higher are the chances of converting that prospect into a customer. Traditional methods to identify sales leads such as company surveys and direct marketing are manual, expensive and not scalable. Over the past decade the World Wide Web has grown into an information-mesh, with most important facts being reported through Web sites. Several news papers, press releases, trade journals, business magazines and other related sources are on-line. These sources could be used to identify prospective buyers automatically. In this paper, we present a system called ETAP (Electronic Trigger Alert Program) that extracts trigger events from Web data that help in identifying prospective buyers. Trigger events are events of corporate relevance and indicative of the propensity of companies to purchase new products...

• Type: Conference
• Year: 2006
• Where: ICDE
• Authors: Ganesh Ramakrishnan, Sachindra Joshi, Sumit Negi, Raghu Krishnapuram, Sreeram Balakrishnan
• Keywords: Database, ICDE 2006, Trigger Event Classifiers, Trigger Events, Trigger Events Extraction