Recovered in pipeline from dead leads
US annuity firm. A six-week build that reactivated 47% of dormant inquiries and changed how the sales team thinks about pipeline.
Pipeline going cold
A US based annuity sales firm had a problem most growing sales operations have: reps were focused on new leads, and older inquiries went cold. By the time anyone followed up, the prospect had often gone with a competitor.
The financial impact was significant. The firm estimated over $5M in expected pipeline value sitting in inquiries untouched for 30 or more days. Some had been there for months.
Manual outreach did not scale. They had tried hiring SDRs to work old leads, but the economics did not justify dedicated headcount for what felt like long shot calls.
An end to end system
Lead identification
The system pulled inquiries untouched for 30 or more days and scored them on the quality signals available: original source, demographics, the product they inquired about, and any prior engagement.
Personalized outreach
For each high scoring lead, the system drafted a personalized sequence using agents trained on the firm's voice and product knowledge. It acknowledged the time gap honestly and invited conversation without being pushy.
Conversation handling
Responses came back through the agents, which qualified current interest, answered common questions, and identified prospects ready for a human conversation.
Warm handoff
When a lead showed real buying signal, the system routed the conversation to the sales team with full context: the original inquiry, what the agent discussed, and recommended next steps.
Continuous learning
The system tracked which approaches worked, which segments responded, and what objections came up. Performance improved across the engagement.
The proof is in
Reactivation rate on targeted ghost leads within 60 days of deployment.
Recovered pipeline value on the firm's standard conversion math.
Hours per rep per week saved working dead leads manually.
The firm now treats lead reactivation as core sales infrastructure rather than an occasional initiative. The system runs continuously.
Built for operators
The economics of AI agents change what is worth doing in sales operations. Working old leads at scale used to require SDRs whose economics did not make sense. With agents handling the volume work, the economics flip.
Personalization mattered. Generic reactivation campaigns get ignored. Outreach that acknowledged the time gap and offered something specific to the lead's earlier interest got responses.
The warm handoff mattered more than we expected. Reps trusted the system because it only sent them ready conversations with full context. That kept the system useful.