A few weeks ago, we were operating with partial visibility. Marketing was enabling meetings, SDRs were doing the follow-up, but the funnel felt disjointed. The reason? Sync issues were muddying the waters and we couldn’t clearly track how top-of-funnel activity was translating into qualified pipeline or closed revenue.
That changed, thanks to some database heavy lifting from Shelby and innovative account-based fueling from Mallory.
They resolved the backend sync errors, and just like that, we had something we’ve been missing: clean, aligned systems with intelligent reporting. But this isn’t just about visibility — it’s about intelligent data we can act on in real time.
Last month, we enabled 26 meetings. That momentum is already rolling into September, with 12 meetings booked so far. But the real shift is what’s happening further down the funnel. Of those enabled meetings last month,10 have already converted into qualified opportunities, creating $691K in new qualified pipeline. Another $1.25M remains open and active and we’re now tracking it every step of the way.
Even better? $183K in enabled pipeline has already closed. Based on current patterns and a conservative 25% close rate on the remaining qualified opps, we’re looking at a forecasted $312K in potential additional revenue. That’s momentum we can build on, and now we can measure it with precision.
What’s made this possible isn’t just system hygiene, it’s the intelligent prioritization of leads based on engagement signals.
We’ve layered in signal-based scoring that helps reps know which leads are showing intent, who’s engaging with content, and when to act. It’s no longer about chasing every lead with the same energy, it’s about focusing on the ones that matter most. And that shift has made a measurable difference in how fast leads move from meeting → qualified → won.
One key tactical improvement here was the rollout of real-time SDR task assignments. As soon as a lead is enabled and shows intent signals, reps get immediate guidance on what action to take. No delays, no backlog, just informed action. I’ll be connecting with the team this week to review how that’s landing on the ground and what else we can do to sharpen the execution.
Here’s the broader takeaway: when you pair clean systems with intelligent data, you unlock serious efficiency. It’s not just about more meetings — it’s about higher quality conversations, faster qualification, and tighter feedback loops across the funnel.
The path forward is clear. If we can keep scaling this motion, improving conversions month-over-month while continuing to refine how we prioritize leads, we’ll be in a very strong position heading into Q4.