The pipeline that scored cold leads as hot
First build of the Pipeline Tracker. We weighted LinkedIn mutual connections too heavily. Founder burned two weeks on leads that looked hot in the CRM and went nowhere on the call.
Bad scoring is worse than no scoring. At least with no scoring you know to trust your gut.
What happened
We built Pipeline Tracker for a founder-led SaaS. ICP score used LinkedIn mutuals as a primary signal because we assumed warm intros meant warmer leads. Forty "hot" alerts landed in the founder's inbox the first week. He took them seriously, spent the week on calls, closed nothing.
The retune
We looked at what actually predicted closed calls: mutual intros from his existing customers, not random LinkedIn connections. We rewrote the scoring: signals from his Slack community and customer intros > LinkedIn network > anything else. Hot alerts dropped from 40 per week to 8. Booked calls per month rose from 11 to 23.
The lesson
Scoring rules come from your close data, not an ICP template. We now run two weeks of score vs outcome before any alert fires. Until you have that feedback, leads just sit in a stage, no hot tag.
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