Lead Scoring for B2B Sales

The problem

EnterpriseSoft's sales team was wasting time on leads that would never convert. Reps spent hours researching prospects only to discover they weren't a fit. Meanwhile, hot leads were sitting untouched because they looked the same as cold ones.

What we built

We built a lead scoring model that analyzes firmographics, behavioral signals, and engagement patterns. Every inbound lead gets a score from 0-100 predicting conversion probability. High-scoring leads route to senior reps immediately; low-scoring leads go to nurture campaigns.

Tech stack

Results

Sales productivity improved 40% because reps focus on winnable deals. Conversion rate on contacted leads increased from 8% to 19%. Time-to-first-contact for high-priority leads dropped from 2 days to 4 hours. Revenue per rep increased $400K annually.