The situation
Demo requests arrived through forms, WhatsApp and email. Senior account executives read every one, researched the company and decided who deserved a call — most of their week, gone.
Meanwhile, the buyers who could sign waited days for a reply, and some signed with a competitor who answered first.
Where it broke
- 01Every inquiry looked the same on arrival; qualification happened by hand, and later.
- 02The same research was repeated by different people for the same company.
- 03Booking took four emails, so warm leads cooled before the first call.
What we built
Each inquiry is enriched the moment it lands — company size, industry, tech stack and buying signals — and scored against the team's own criteria, not a generic model.
Qualified buyers book straight into the right executive's calendar with a written brief attached. Everyone else gets a useful, specific answer automatically, and the CRM is updated with a summary either way.
- InboundForms, WhatsApp and email
- EnrichCompany, size and buying signals
- Score & routeMatched to your sales criteria
- CloserMeets qualified buyers, briefed in advance
How we rolled it out
- Days 1–2Workshop with the sales leads to turn their instincts into explicit scoring rules.
- Days 3–7Enrichment, scoring and routing built, then tested against 500 past inquiries with known outcomes.
- Days 8–10Calendar booking and CRM sync connected; briefs reviewed by the executives.
- Days 11–12Live on every inbound channel, with weekly score calibration for the first month.
What changed
Senior closers now meet buyers who can sign, briefed before the call. Pipeline quality went up, and the time between inquiry and first conversation dropped from days to hours.
Calendars filled with conversations that can actually close.
Representative outcomes from comparable engagements.
What we'd tell another team
Scoring only works when it encodes how your best people already decide. The model is the easy part; the criteria are the product.
