Phase 1 in the Sales Cycle: AI in Lead Generation and Qualification

Manuel Beck ()

Chapter Chapter 3 in Artificial Intelligence in Sales, 2025, pp 47-56 from Springer

Abstract: Abstract This chapter examines the use of Artificial Intelligence for lead generation and qualification. It describes the importance of lead generation and qualification as crucial phases in the sales process and then discusses AI-based determination of ideal customer profiles and the automated identification of individuals and positions within companies. Furthermore, the AI-supported search for suitable leads and the analysis of companies’ online behavior are addressed. Finally, useful prompting tips for the use of ChatGPT and similar tools to support these processes are presented.

Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-48033-2_3

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DOI: 10.1007/978-3-658-48033-2_3

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