My colleague Michel Laroche (Concordia) are exploring how AI can be trained to identify where someone is in the sales funnel and whether they are more likely to purchase. For professional service firms (like a home improvement firm), prospective customers will communicate to the from the firm what they want. For example, I may say that I want to remodel my master bathroom. Our research question is whether AI can look at these words to help predict whether a customer will accept the proposal and purchase from company. We recently presented this work at the AMA Winter Educators Conference in Phoenix, February 16, 2025. A copy of the presentation can be found here. Leveraging AI to predict customer acquisition – v1
