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How Proso AI helped a fast-growing SMB automate lead qualification, improve sales productivity, and accelerate revenue growth using Salesforce Account Engagement (Pardot).
A rapidly growing B2B technology company was generating a steady stream of leads through digital marketing campaigns, webinars, website inquiries, and events. While lead generation continued to increase, the sales team struggled to identify which prospects deserved immediate attention.
Every lead entered the CRM with the same priority, forcing sales representatives to manually review company information, job roles, industry, and engagement history before deciding where to focus their efforts. As lead volumes increased, manual qualification slowed response times, created inconsistencies, and reduced overall sales productivity.
The organization partnered with Proso AI to implement Salesforce Account Engagement (formerly Pardot) and build an intelligent lead qualification framework. By combining automated lead grading, lead scoring, and marketing automation, Proso AI helped the business prioritize high-value opportunities, align sales and marketing, and create a scalable revenue engine capable of supporting long-term growth.
The company needed an intelligent qualification process that could automatically identify high-quality prospects instead of relying on manual reviews by the sales team. Leadership wanted every lead evaluated consistently against the company's Ideal Customer Profile.
Proso AI implemented Salesforce Account Engagement and configured a lead qualification framework tailored to the organization's Ideal Customer Profile. By defining grading criteria based on industry, company size, job role, and other business attributes, every new prospect could be evaluated automatically from the moment they entered the CRM.
Marketing generated a large number of leads every month, but sales questioned their quality. The organization required a shared qualification framework that both teams could trust, ensuring that only relevant opportunities reached the sales pipeline.
To improve qualification accuracy, Proso AI implemented both Lead Grading and Lead Scoring.
Lead Grading measured how closely each prospect matched the organization's Ideal Customer Profile, while Lead Scoring tracked engagement across emails, landing pages, website visits, and marketing campaigns.
Together, these capabilities enabled the sales team to prioritize prospects who were both highly engaged and strategically aligned with the business.
As the business expanded, manually qualifying every lead became unsustainable. The organization needed a scalable automation strategy that reduced administrative effort while enabling sales teams to focus on high-value conversations.
Beyond qualification, Proso AI designed automated nurture journeys that delivered personalized email campaigns based on prospect behavior and profile attributes.
Automation rules continuously updated prospect grades, assigned qualified leads to the appropriate sales representatives, and triggered follow-up activities at the right stage of the buyer journey.
This reduced manual intervention while improving the overall customer experience.
Following the implementation of Salesforce Account Engagement, the organization experienced measurable improvements across sales and marketing operations.
Lead generation alone doesn't drive business growth.
What separates high-performing organizations from the competition is their ability to identify the right prospects, engage them at the right time, and provide sales teams with qualified opportunities that are ready for meaningful conversations.
By implementing Salesforce Account Engagement, businesses can automate lead qualification, strengthen collaboration between marketing and sales, improve pipeline quality, and build a more predictable revenue engine.
For growing organizations, intelligent lead qualification is no longer just a marketing capability—it's a competitive advantage.
Proso AI helps businesses unlock the full potential of Salesforce Account Engagement (Pardot) by designing intelligent lead qualification strategies, implementing marketing automation, and optimizing revenue operations.
Our Salesforce expertise includes:
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