[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"doc-seo-243797-105":3,"detail-sidebar-cat-1-en-105":81,"doc-detail-243797-en":126},{"code":4,"msg":5,"data":6},0,"ok",{"site_id":7,"language":8,"slug":9,"title":10,"keywords":11,"description":12,"schema_data":13,"social_meta":74,"head_meta":76,"extra_data":78,"updated_unix":80},105,"en","unlocking-sales-growth-account-prioritization-engine-with-explainable-ai","Unlocking Sales Growth - Account Prioritization Engine with Explainable AI","","B2B sales performance depends on accurately forecasting customer growth, identifying upsell potential, and preventing churn. At LinkedIn, account directors previously relied on intuition and fragmented dashboards, which consumed substantial time for data analysis and reduced investment in active selling. This work introduces Account Prioritizer, an explainable AI account prioritization engine integrated into the sales CRM, combining machine learning recommendation models with account-level explanations. An A/B test shows a +8.08% increase in renewal bookings.",{"@graph":14,"@context":73},[15,34,56],{"@type":16,"itemListElement":17},"BreadcrumbList",[18,23,27,31],{"item":19,"name":20,"@type":21,"position":22},"https://docshare.wps.com","Home","ListItem",1,{"item":24,"name":25,"@type":21,"position":26},"https://docshare.wps.com/template/","Template",2,{"item":28,"name":29,"@type":21,"position":30},"https://docshare.wps.com/template/presentations/","Presentations",3,{"item":32,"name":10,"@type":21,"position":33},"https://docshare.wps.com/template/unlocking-sales-growth-account-prioritization-engine-with-explainable-ai/243797/",4,{"url":32,"name":10,"@type":35,"image":36,"author":41,"headline":10,"publisher":44,"fileFormat":47,"inLanguage":8,"description":12,"dateModified":48,"datePublished":49,"encodingFormat":47,"isAccessibleForFree":50,"interactionStatistic":51},"DigitalDocument",{"url":37,"@type":38,"width":39,"height":40},"https://docshare.wps.com/thumbnails/unlocking-sales-growth-account-prioritization-engine-with-explainable-ai/243797.png","ImageObject",442,249,{"name":42,"@type":43},"Ethan Miller","Person",{"url":19,"name":45,"@type":46},"DocShare","Organization","application/pdf","2026-10-19","2026-09-12",true,{"@type":52,"interactionType":53,"userInteractionCount":55},"InteractionCounter",{"@type":54},"ViewAction",12,{"@type":57,"mainEntity":58},"FAQPage",[59,65,69],{"name":60,"@type":61,"acceptedAnswer":62},"What challenge does Account Prioritizer target in LinkedIn’s B2B sales process?","Question",{"text":63,"@type":64},"It addresses the need to prioritize sales accounts for renewals and growth while reducing the manual time spent analyzing fragmented data and relying on intuition.","Answer",{"name":66,"@type":61,"acceptedAnswer":67},"How does the system predict upsell opportunities and churn risks?",{"text":68,"@type":64},"It uses machine learning recommendation models to forecast upsell potential and churn risk based on account outcomes across renewal cycles.",{"name":70,"@type":61,"acceptedAnswer":71},"What benefit does the explainable AI component provide to account directors?",{"text":72,"@type":64},"It produces instance-level natural language explanations so account directors understand why recommendations are made, improving trust and helping guide outreach efforts.","https://schema.org",{"og:url":32,"og:type":75,"og:title":10,"og:site_name":45,"og:description":12},"article",{"robots":77,"canonical":32},"index,follow",{"doc_id":79,"site_id":7},243797,1790780806,{"code":4,"msg":82,"data":83},"success",[84,88,92,97,102,107,112,117,122],{"id":85,"doc_module":22,"doc_module_name":25,"category_name":29,"show_sort_weight":86,"slug":87},11,90,"presentations",{"id":55,"doc_module":22,"doc_module_name":25,"category_name":89,"show_sort_weight":90,"slug":91},"Resumes",80,"resumes",{"id":93,"doc_module":22,"doc_module_name":25,"category_name":94,"show_sort_weight":95,"slug":96},14,"Invoices",70,"invoices",{"id":98,"doc_module":22,"doc_module_name":25,"category_name":99,"show_sort_weight":100,"slug":101},15,"Posters",60,"posters",{"id":103,"doc_module":22,"doc_module_name":25,"category_name":104,"show_sort_weight":105,"slug":106},16,"Social Media",50,"social-media",{"id":108,"doc_module":22,"doc_module_name":25,"category_name":109,"show_sort_weight":110,"slug":111},17,"Forms",40,"forms",{"id":113,"doc_module":22,"doc_module_name":25,"category_name":114,"show_sort_weight":115,"slug":116},18,"Letters",30,"letters",{"id":118,"doc_module":22,"doc_module_name":25,"category_name":119,"show_sort_weight":120,"slug":121},21,"Paper Templates",5,"papers-templates",{"id":123,"doc_module":22,"doc_module_name":25,"category_name":124,"show_sort_weight":4,"slug":125},158,"General","general-158",{"code":4,"msg":82,"data":127},{"doc_id":79,"user_id":128,"nickname":42,"user_avatar":129,"doc_module":22,"category_id":85,"category_name":29,"doc_title":10,"doc_description":12,"doc_content":130,"file_id":131,"file_url":132,"file_type":133,"file_size":134,"view_count":55,"is_deleted":4,"is_public":22,"is_downloadable":22,"audit_status":22,"page_count":135,"language":136,"language_code":8,"site_id":7,"html_lang":8,"table_of_contents":137,"faqs":138,"seo_title":139,"seo_description":12,"update_tm":140,"read_time":30},687207017582,"https://ap-avatar.wpscdn.com/davatar_994ba38a5ba835b3df7d355c54d3ed8d","Unlocking Sales Growth: Account Prioritization Engine with  \nExplainable AI  \nSuvendu Jena LinkedIn Corporation Sunnyvale, CA, USA[sjena@linkedin.com](sjena@linkedin.com)  \nJilei Yang LinkedIn Corporation Sunnyvale, CA, USA [jlyang@linkedin.com](jlyang@linkedin.com)  \nFangfang Tan  \nLinkedIn Corporation Sunnyvale, CA, USA[ftan@linkedin.com](ftan@linkedin.com)  \narXiv :2306 .07464v 1 [ cs .AI] 12 Jun 2023  \nABSTRACT  \nB2B 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 accountlevel 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.  \nCCS CONCEPTS  \n• Applied computing → Business intelligence.  \nKEYWORDS  \nsales-intelligence, upsell/churn prediction, explainable AI, causal measurement, sales experimentation  \nACM Reference Format:  \nSuvendu Jena, Jilei Yang, and Fangfang Tan. 2023. Unlocking Sales Growth: Account Prioritization Engine with Explainable AI. In KDD’23: Knowledge Discovery and Data Mining, August 6–8, 2023, Long Beach, CA, USA. ACM, New York, NY, USA, 9 pages. [https://doi.org/10.1145/1122445.1122456](https://doi.org/10.1145/1122445.1122456)  \n1 INTRODUCTION  \nAt LinkedIn, we have two broad categories of sales representatives (reps): Account Executives (AEs) who focus on acquiring new customers and converting them into first-time LinkedIn B2B buyers, and Account Directors (ADs) who serve existing customers and focus on their growth. Our focus is ADs and optimizing their books: At the beginning of every fiscal year, ADs are assigned a book consisting of a set of accounts.1 Their responsibility is to renew these accounts and drive growth by upselling and cross-selling LinkedIn’s  \n1In the context of this paper, the terms \"Accounts\" and \"Customers\" are interchangeable and refer to the same entities.  \nPermission to make digital or hard copies of all or part of this work for personal or classroom use is granted without fee provided that copies are not made or distributed for profit or commercial advantage and that copies bear this notice and the full citation on the first page. Copyrights for components of this work owned by others than ACM must be honored. Abstracting with credit is permitted. To copy otherwise, or republish, to post on servers or to redistribute to lists, requires prior specific permission and/or a fee. Request permissions [from permissions@acm.org](from permissions@acm.org).  \nKDD’23, August 6–8, 2023, Long Beach, CA, USA © 2023 Association for Computing Machinery.  \nACM ISBN 978-1-4503-XXXX-X/18/06. . . $15.00 [https://doi.org/10.1145/1122445.1122456](https://doi.org/10.1145/1122445.1122456)  \nhiring and learning products, following the SaaS renewal cycle. Depending on the size of the accounts, an AD can have anywhere from 5 to 60+ accounts in their book. Prioritizing this book becomes a fundamental challenge as all accounts must be serviced during the renewal cycle, and quarterly/monthly sales planning involves identifying accounts with growth potential versus those at risk.  \nHistorically, ADs relied on multiple isolated dashboards and their field intuition to gather and understand whether an account is likely to grow or churn. This approach resulted in ADs spending extensive time crunching data, which could be potentially used todo active selling. Therefore, there was ","cbCaieGJ5oOhkUbj","https://ap.wps.com/l/cbCaieGJ5oOhkUbj","pdf",2089787,9,"English","# Abstract\n# Introduction\n## Sales role and book prioritization problem\n# Methodology\n## Problem formulation","[{\"question\":\"What challenge does Account Prioritizer target in LinkedIn’s B2B sales process?\",\"answer\":\"It addresses the need to prioritize sales accounts for renewals and growth while reducing the manual time spent analyzing fragmented data and relying on intuition.\"},{\"question\":\"How does the system predict upsell opportunities and churn risks?\",\"answer\":\"It uses machine learning recommendation models to forecast upsell potential and churn risk based on account outcomes across renewal cycles.\"},{\"question\":\"What benefit does the explainable AI component provide to account directors?\",\"answer\":\"It produces instance-level natural language explanations so account directors understand why recommendations are made, improving trust and helping guide outreach efforts.\"}]","Unlocking Sales Growth - Account Prioritization Engine with Explainable AI | PDF",1789208676]