Sales & Wholesale
Inbound lead qualification and scoring
Score inbound trade enquiries for fit and likely value using firmographic data, stated requirements, and the pattern of accounts that converted historically, and route the strong ones immediately.
15–30%
increase in qualified lead conversion rate
Opportunity assessment
Moderate impact. Meaningful cost or revenue improvement, likely noticeable at function level but modest relative to total business scale.
Relatively straightforward. Off-the-shelf tools handle the core task. Implementation is well-understood with good examples to follow.
Moderate data needs. Works with data most businesses hold, but will likely need consolidation, cleaning, or reformatting before use.
Low risk. Limited external exposure. A human reviews output before it reaches anyone outside the team.
Moderate people impact. Part of someone's working day changes. Requires training and some adjustment time, but roles remain broadly the same.
Tooling required
Things to consider
Speed of first response predicts conversion more strongly than score quality does. If the scoring adds latency it will destroy more value than it creates — score in seconds or not at all.
Training on historically converted accounts encodes historical bias about who you sold to. Review periodically whether the model is systematically deprioritising a segment you now want to grow.
Never auto-reject. Route low scores to a slower queue rather than to a bin, and audit that queue quarterly for missed opportunities.
Experiment starter: Score six months of past leads without letting the score affect routing. Compare the score distribution against what actually converted. If the top quintile converted at three times the bottom, deploy it as a routing input.
Go deeper in the playbook
Section — Opportunity Identification, including the AI Opportunity Assessment ScorecardSection — RAG and Knowledge Systems: Unlocking Proprietary DataThis is an decision support opportunity — see the relevant playbook section for how to approach it.More in Sales & Wholesale
Wholesale account performance briefing
Generate a pre-meeting briefing for each trade account: sell-through by line, order pattern versus last year, open orders, credit position, and the three things worth raising in the meeting.
Trade order pattern anomaly detection
Monitor trade customer ordering behaviour and flag material deviations — a dropped category, a halved reorder, a shift to a competitor's specification — early enough for the account manager to intervene.
RFP and tender response drafting
Draft responses to tender and RFP questions by retrieving from a library of previously approved answers, accreditations, and policy documents, then tailoring the wording to the specific question asked.
AI Transformation Playbook
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