Anti-Fragile take
Predictive scoring applies statistical models to historical deals to rank current pipeline. It works when you have enough closed-won data and clean feature extraction.
We build predictive models in the warehouse with Laplace smoothing for small samples, retrained on every new close.
Why it matters
Gut-feel prioritization does not scale. Predictive scoring gives reps a ranked list backed by evidence.
How we build it
Feature extraction from CRM + warehouse, model training with smoothing, weekly retrain, and scores written to CRM.