A carregar...
Publicação
Using supervised machine learning for lead qualification in start ups: a study on B2b sales in fintech
| Nome: | Descrição: | Tamanho: | Formato: | |
|---|---|---|---|---|
| 1.35 MB | Adobe PDF |
Autores
Orientador(es)
Resumo(s)
Lead qualification is a fundamental process in every business-to-business sales organization,
yet it is often manual, time-consuming, and heavily relies on the human intuition of sales
representatives. Especially early-stage startups face difficulties finding new business
opportunities due to a lack of resources, sales experience, and data. Model-based decision
support systems make this process less subjective and quicker. I apply supervised machine learning techniques to analyze and learn from previously qualified leads. The results show that
gradient-boosted decision trees perform best in this context and indicate that the application
significantly cuts time spent on qualification while keeping the quality of leads consistent.
Descrição
Palavras-chave
Machine learning Sales analytics B2b sales Lead qualification