Sales · Lead gen
How a lead intelligence engine feeds TopFlight 300+ leads and one conversation each week.
Project summary
TopFlight had built an enviable client list on referrals and relationships. The constraint was pipeline: outbound only happened when someone had spare hours, and nobody had spare hours. We built an engine that watches the market instead.
The problem
An agency at capacity has no one free for lead research. Opportunities were appearing daily, a company posting an experimentation role, an SME landing funding, a brand adopting a testing platform, and vanishing unseen. Pipeline depended on referrals arriving on their own schedule.
What we built
- Five signal streams watched continuously: experimentation job postings, actively experimenting brands, freshly funded SMEs, agency and platform partners, and event communities.
- Every raw lead deduplicated, scored by AI against TopFlight's ideal client profile, and given a written rationale a human can check.
- A daily briefing lands in Slack with the highest-confidence opportunities: company, signals, reasoning and sources.
The result
The engine runs whether or not anyone has time for it. Every morning the team opens Slack to a briefing of the highest-confidence opportunities, each with the signals that surfaced it and the reasoning behind its score. Across a week that comes to 300+ qualified leads and at least one new sales conversation, without a single hour of manual research.
Before
Outbound only happened when someone had a spare hour. Pipeline depended on referrals arriving on their own schedule.
After
300+ qualified leads a week, each one scored and explained, landing in Slack every morning before the team logs on.
Justin Coulston, CEO of TopFlight Digital, on working with CO-ORDI.
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