Predictive Lead Scoring for B2B Sales Acceleration

Challenge

A mid-size B2B company was spending disproportionate time on low-intent leads while high-value prospects went cold. Sales cycles were long and conversion rates uneven.

Approach

We designed and deployed a predictive lead scoring system using gradient boosting on historical CRM and engagement data. Scores were integrated into the sales workflow so reps could prioritize the top decile of leads.

Outcome

Conversion rate from lead to opportunity increased by 40% in the first quarter. Time-to-close for high-score leads dropped by roughly 25%.

Key metrics

• +40% lead-to-opportunity conversion
• ~25% faster close on prioritized leads