Machine Learning Based Predictions of Sales Leads: Proof of Quality from Polish Business-to-Business Company

Most sales managers struggle with achieving high lead conversion, key to lowering marketing costs and improving sales efficiency. Existing research emphasizes costly large-scale methods, often inaccessible to SMEs. Meanwhile, IT SMEs in B2B face numerous low-value leads without predictive support. This study proves that AI (AutoML on Google Cloud) can cost-effectively predict sales opportunities. Using 1000 historical leads, it demonstrates accurate predictions, offering SMEs a practical tool and paving the way for further research.