Qualifying leads differently got us 20% more conversions

If there's one lesson I've learned about qualifying inbound leads, it's that quality always beats quantity.

Or, as our CMO, Vukasin Vukosavljevic , said:

“We shouldn't care about the total number of free trials. What we should care about is the total number of qualified free trials."

This mindset shifted our focus from chasing volume to nurturing the right prospects and spending energy where it matters the most.

But doing that manually? Impossible at scale.

Within just a few weeks of implementing an automated, data-driven qualification process, we more than doubled our trial-to-paid conversion rate, from 10% to over 20%.

Salespeople focused on the right leads, response times dropped, and revenue climbed.

And I’ll walk you through the exact playbook we used—so you can scale smarter, close faster, and stop wasting time on the wrong leads. Thank me later 😉

What do you need to automate lead qualification process?

Instead of manually filtering every lead, tools like HeyReach, Clay, and Trigify ensure only high-intent, marketing-qualified leads (MQLs) make it through to your sales team—to streamline the sales cycle and strengthen customer relationships.

If you’re worried about setup complexity, don’t be—I was up and running with this trio in less than a day. And trust me, I’m far from tech-savvy.

You’ll need:

1. A LinkedIn account
2. A HeyReach.io account
3. A Clay account
4. A Trigify.io account

So, what do you get with this deadly combo?

Efficiency, scalability, and accuracy.

With HeyReach, Clay, and Trigify, you can automate any lead qualification framework like BANT, CHAMP, MEDDIC, or ANUM without manual input. See it in action here.