A manufacturer of custom packaging machinery faced a common sales challenge: long, complex deal cycles that often lasted more than a year. Forecasting was largely based on gut instinct and anecdotal evidence, which left sales leadership in the dark. As a result, forecasts were unreliable, managers had little clarity into which opportunities were most promising, and the team often missed targets.

DHAX Agency built a predictive analytics program to bring clarity and consistency to the pipeline. We began with a deep analysis of the company’s historical CRM data, looking for patterns that correlated with closed-won and closed-lost deals, such as lead source, company size, project scope, and the number of decision-makers involved. Using these insights, we developed a machine learning model that scored every open opportunity with a dynamic “win probability” that updated automatically as new information was added. Finally, we created a predictive pipeline dashboard within the CRM. This tool highlighted the most promising opportunities and provided AI-driven recommendations, such as suggesting the next best action to increase the chances of winning a specific deal.

Results included:

• Sales forecast accuracy improved by 30% within the first year
• 10% increase in overall win rate as the team focused on higher-probability deals
• Data-driven coaching became the norm, with managers using AI insights to guide their teams

By combining predictive analytics with practical sales tools, DHAX Agency helped this manufacturer move from guesswork to a data-driven sales pipeline.

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