Unlocking Sales Growth: Account Prioritization Engine with Explainable
  AI
Suvendu Jena Jilei Yang Fangfang Tan
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.