Multi-Channel Lead Scoring
Inbound leads auto-enriched, scored by weighted criteria, and routed to the right rep with full context, in seconds.
35%
Faster Sales Cycle
2x
Rep Productivity
28%
Higher Win Rate
<5min
Lead Response Time
HubSpot
CRM Platform
Clearbit
Company Intel
Clay
Lead Enrichment
Make.com
Orchestration
The Problem
The Challenge
A Series B SaaS company was receiving 300+ inbound leads per month from their website, LinkedIn campaigns, and partner referrals — but they all went into a single HubSpot queue with zero prioritization. Reps were cherry-picking leads based on gut feeling. High-value enterprise prospects sat untouched for days while reps chased low-quality sign-ups. The sales cycle was bloated at 45 days, and the VP of Sales had no visibility into lead quality distribution.
How We Fixed It
Our Solution
Mapped all inbound channels (website forms, LinkedIn Lead Gen, partner referral forms) into HubSpot with source attribution tagging.
Built a Make.com scenario triggered on every new HubSpot contact creation, enriching each lead via Clearbit (company data, employee count, revenue, industry) and Clay (tech stack, funding rounds, hiring velocity, LinkedIn activity).
Designed a weighted scoring model: company size (20%), funding stage (15%), tech stack fit (15%), engagement signals (20%), industry match (15%), and title seniority (15%).
Scores auto-populate in HubSpot custom properties, categorizing leads as Hot (80+), Warm (50-79), and Cold (<50).
Hot leads trigger instant Slack notifications to the assigned rep with a rich context card: company summary, score breakdown, recommended talk track, and one-click HubSpot link.
Built a Retool dashboard for the VP of Sales showing real-time lead flow, score distributions, rep response times, and channel performance.
Tools & Infrastructure
Tech Stack
HubSpot
CRM and lead management. Central system of record for all contacts, with custom properties for enrichment data and lead scores.
Clearbit
Company intelligence. Provides firmographic data — employee count, revenue, industry, location — for instant lead qualification.
Clay
Advanced enrichment. Layers on tech stack detection, funding history, hiring signals, and social activity for deeper lead profiling.
Make.com
Workflow orchestration. Manages the multi-step enrichment, scoring, routing, and notification pipeline with parallel processing.
Impact & Outcomes
The Results
35%
Faster Sales Cycle
Sales cycle compressed from 45 days to 29 days by ensuring reps engage the right leads with the right context immediately.
2x
Rep Productivity
Sales reps doubled their productive selling time by eliminating manual research and focusing only on scored, enriched leads.
28%
Higher Win Rate
Win rate increased 28% as reps engaged higher-quality leads with personalized context from day one.
<5min
Lead Response Time
Hot lead response time dropped from 6 hours to under 5 minutes with instant Slack alerts.
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