Opportunity activity sequence investigations in B2B CRM systems

Abstract

Closing a deal in a business to business environment implies a series of orchestrated actions that the sales representatives are taking to take a prospective buyer from first contact to a closed sale. The actions, such as meetings, emails, phone calls happen in succession and in different points in time relative to the first interaction.

Keywords

• time series
• crm
• b2b
• machine learning
• string edit distance
• dynamic time warping
• 68r15