Key Facts

• Only 27% of leads sent to sales are actually qualified, according to industry research.
• Your odds of qualifying a lead drop 21x when contact time slips from 5 minutes to 30, speed-to-lead research shows.
• Machine learning models deliver 75% higher conversion rates than rule-based scoring, research finds.
• A human scoring model tracks 4–5 factors; a machine learning model tracks hundreds, 6sense explains.
• 61% of B2B marketers send every lead to sales without any scoring at all, research reveals.
• Predictive scoring models need 500–1,000 closed conversions before they're accurate, Lead Distro AI reports.
• Buyers don't engage with sellers until they're 61% through their journey, the 2025 6sense B2B Buyer Experience Report found.