Lead Qualifier

Problem

SDRs spend 40% of their time on leads that never convert. Manual qualification is inconsistent across reps, high-value leads get delayed in queue, and scoring criteria evolve faster than spreadsheet-based models can keep up.

Solution

Build an agent that combines ICP scoring rules, conversation analysis, and enrichment data to produce qualification summaries with fit scores, and automatically routes qualified leads to the right sales rep.

Implementation Steps

1. Define ICP scoring criteria

   Translate your ideal customer profile into weighted scoring checks: company size, industry, budget signals, technology stack, and intent indicators.

   Tip: Weight 'budget authority' and 'timeline urgency' highest — these predict conversion better than firmographic data alone.

2. Build lead enrichment pipeline

   Pull company data, technographics, and intent signals from available sources to enrich raw lead records before scoring.

   Tip: Define a measurable success metric and review weekly to improve quality and cost.

3. Implement dynamic scoring model

   Score leads on a 0-100 scale combining ICP fit, engagement signals (email opens, page visits), and conversation sentiment analysis.

   # Weighted lead scoring
   score = (
       icp_fit_score * 0.4 +
       engagement_score * 0.3 +
       intent_signal_score * 0.2 +
       recency_score * 0.1
   )

4. Generate qualification summaries

   Create concise qualification briefs with fit score, key buying signals, recommended approach, and suggested talk track for the sales handoff.

5. Auto-route qualified leads

   Route leads scoring above threshold to the assigned sales rep by segment, with full context and qualification summary attached.

Recommended combos

FAQs