On Machine Learning towards Predictive Sales Pipeline Analytics

  title={On Machine Learning towards Predictive Sales Pipeline Analytics},
  author={Junchi Yan and Chao Zhang and Hongyuan Zha and Min Gong and Changhua Sun and Jin Huang and Stephen M. Chu and Xiaokang Yang},
Sales pipeline win-propensity prediction is fundamental to effective sales management. In contrast to using subjective human rating, we propose a modern machine learning paradigm to estimate the winpropensity of sales leads over time. A profile-specific two-dimensional Hawkes processes model is developed to capture the influence from seller’s activities on their leads to the win outcome, coupled with lead’s personalized profiles. It is motivated by two observations: i) sellers tend to… CONTINUE READING
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