AI-Assisted Lead Generation and Scoring

Talk 2A

Lead Scoring Is a Prioritization Problem: Deciding Who Gets Your Next Call

For: Sales leaders, founders and B2B sales reps
Length: 30 to 45 min keynote, or a 60 min session

Most sales teams don't need more activity. They need better priorities. Automation makes it easy to send more messages, but volume without context is just noise. This session reframes lead scoring as a way to spend limited selling time on the right accounts, at the right moment, with the right context. It covers the signals that matter (fit, reachability, engagement and timing) and how to tell whether your scoring is actually working.

• The four signal families behind a useful score: fit, contactability, engagement and timing
• Why a score has to explain itself before reps will trust it
• How to measure whether higher-scored leads actually convert better, against your own baseline
• Where automation should prepare reps and where it should stay out of the way

Talk 2B

A Score Needs a Reason: Building Explainable AI Prospecting Your Reps Will Trust

For: Sales operations, revenue leaders and B2B marketing teams
Length: 90 min to half-day workshop, or a 60 min session

A score you can't explain is a score your reps will ignore. This session is a hands-on look at designing an AI-assisted prospecting workflow: defining your ideal customer profile, choosing scoring weights and disqualifiers, writing plain-English reasons a rep can read out loud on a call, and handling the times a rep disagrees with the machine. It also covers the guardrails: recency decay, opt-outs and do-not-contact as a hard stop.

• A worksheet for turning your ideal customer profile into scoring criteria and disqualifiers
• How to write score explanations that are useful on a live call
• How to treat rep overrides as data instead of noise
• Compliance and consent guardrails no score is allowed to override

Talk 2C

AI-Assisted Outbound for Manufacturers and B2B Sellers, Without Becoming Spam

For: Manufacturers, distributors, industrial and B2B sales teams, trade-show and association sales audiences
Length: 45 to 60 min session or panel contribution

Industrial and B2B sellers are being told AI will do their outbound for them. This session takes a grounded view. It covers what AI does well (research, list clean-up, first-draft personalization, prioritization) and what still needs a human (judgment, relationships, the actual conversation). It closes with a simple way to pilot AI-assisted prospecting on a small list before rolling it out to a whole team.

• Where AI saves reps time before the first call: research, validation and context
• Why human beats bot: AI should carry the repetitive work, not impersonate the rep
• How to cut tool sprawl (death by a thousand tabs) so context stays with the lead
• A small-sample pilot plan with clear success measures

Related topic

Sales outreach at scale: how better data, scoring, and messaging can turn outbound from a volume game into a system.

Background reading

A short post on why scoring should explain itself and help people focus.

No product demo

The sessions teach frameworks and guardrails. No demo by default, and any session works without one.

Formats

Keynote, chapter talk, breakout session, workshop, webinar, or panel. In person or virtual.