AI Lead Scoring for B2B Distribution
B2B electrical equipment distributor in Lombardy - 60 employees, 15 sales agents
+175% (from 4% to 11%)
New client conversion rate
-53% (from 15% to 7%)
Annual churn rate
+22%
Revenue per agent
+65% on target clients
Successful cross-selling
+380,000 EUR
Annual incremental revenue
The problem to solve
The 15 sales agents managed 3,200 clients with no prioritization. 70% of their time was dedicated to low-potential clients. The new client conversion rate was 4%, and the annual churn rate was 15% because strategic clients were not receiving enough attention.
What we implemented
AI lead scoring and customer intelligence system that analyzes: purchase history, order frequency, profitability, growth trends, industry, and buying behavior. It generates a dynamic client ranking and suggests specific actions: cross-selling, priority visits, personalized offers, and churn risk alerts.
Measured impact
New client conversion rate
+175% (from 4% to 11%)
Annual churn rate
-53% (from 15% to 7%)
Revenue per agent
+22%
Successful cross-selling
+65% on target clients
Annual incremental revenue
+380,000 EUR
Timeline
8 weeks (4 development + 2 CRM integration + 2 agent training)
Investment
40,000 - 55,000 EUR (SME Digitalization grant up to 50%)
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