Abstract Business-to-Business (B2B) sales forecasting can be described as a decision-
making process, which is based on past data (internal and external), formalized rules,
subjective judgment, and tacit organizational knowledge. Its consequences are measured in
profit and loss. The research focus of this paper is aimed to narrow the gap between
planned and realized performance, introducing a novel approach based on machine
learning techniques. Preliminary results of machine learning model performance are …

Abstract Business to Business (B2B) sales forecast can be described as a decision-making
process, which is based on past data (internal and external), formalized rules, subjective
judgment, and tacit organizational knowledge. Its consequences are measured in profit and
loss. The research focus of this paper is aimed to narrow the gap between planned and
realized performance, introducing a novel model based on machine learning techniques.
Preliminary results of machine learning model performance are presented, with focus on …