Sofia Mendes
sofia@northbridge.ioPipedrive46 interactions
Buy intent over time
last 6 months
What moved it
She replied to say the trial is working for her team and asked what a rollout would look like.
She asked to extend the trial to finish evaluating. That is interest, not hesitation.
She asked about extending but nobody on her side had logged in yet, so the model kept it low.
Engagement
Lifecycle
Trialing
Sent
12
Received
5
Reply rate
42%
Last login
2 days
In CRM
33 days
Timeline
Trusted by salespeople who work at these companies
How it works
Outsales reads, scores, then acts.
What the lead score is built from, how it becomes a number, and what that number does to your follow-ups.
It reads the signals
Opens, replies, logins, trials, payments. From the tools you already connected, not a tracking pixel.
It turns them into one number
Zero to a hundred, recomputed whenever something changes, always with the reason written next to it.
It sets the pace of the follow-up
Score up, the next email goes sooner and the contact climbs your list. Score down, it slows. What it should not decide alone, it hands to you.
In practice
How the score moves on one deal.
A prospect replies, starts a trial, then goes quiet. See how the score responds at each turn, and what Outsales changes as a result.
First email sent
Queued on the slow cadence. Next touch in 12 days.
She has not opened anything yet. There is nothing here to judge her on.
Opened twice, clicked pricing
Still nurture pace. Next touch in 8 days.
She keeps opening the emails and went to look at pricing, but has not said a word. That is curiosity, not a decision.
Replied, asking about implementation
Cadence tightened: the next follow-up moves to 3 days.
She has replied and is asking how this would actually work for her team. Real interest, but she has not touched the product, so I am not calling her hot yet.
Held at 60: no product usage yet
Started a trial
Rule fired: Active trial → at least 60
Priority raised, and a trial check-in scheduled for day 3.
She started the trial the day after asking about pricing. That is someone checking whether the answer was true.
Five days without a login
Trial without usage. Flagged for you rather than chased again.
The trial is running but she has not logged in for five days, and she was the one asking the questions. Something stalled after she got access.
Logged in, then asked for a quote
Sent to you with the trial usage attached. Her trial ends Friday.
She came back, spent the afternoon in it, and asked what it would cost for her whole team. That is not curiosity any more.
Subscription starts
Rule fired: Active paying subscription → at least 95
Outbound stopped. The onboarding worker takes over.
She is paying. Whatever this was, it is a customer relationship now, not a sales one.