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

In: Artificial Intelligence in Sales

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  • Manuel Beck

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.

Suggested Citation

  • Manuel Beck, 2025. "Phase 1 in the Sales Cycle: AI in Lead Generation and Qualification," Springer Books, in: Artificial Intelligence in Sales, chapter 0, pages 47-56, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-48033-2_3
    DOI: 10.1007/978-3-658-48033-2_3
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