Unlocking Sales Growth: Account Prioritization Engine with Explainable AI
This addresses the challenge of time-consuming manual prioritization for sales representatives, though it is incremental as it applies existing methods to a specific domain.
The paper tackled the problem of inefficient B2B sales prioritization by developing an AI-driven engine that automated account prioritization, resulting in an 8.08% increase in renewal bookings for LinkedIn Business.
B2B sales requires effective prediction of customer growth, identification of upsell potential, and mitigation of churn risks. LinkedIn sales representatives traditionally relied on intuition and fragmented data signals to assess customer performance. This resulted in significant time investment in data understanding as well as strategy formulation and under-investment in active selling. To overcome this challenge, we developed a data product called Account Prioritizer, an intelligent sales account prioritization engine. It uses machine learning recommendation models and integrated account-level explanation algorithms within the sales CRM to automate the manual process of sales book prioritization. A successful A/B test demonstrated that the Account Prioritizer generated a substantial +8.08% increase in renewal bookings for the LinkedIn Business.