Inbound leads lose value every minute they wait. Learn how to automate enrichment, qualification, and routing to convert more pipeline instantly.
Every second you wait to qualify and route an inbound lead, conversion rates drop. Manual enrichment, rep assignment, and follow-up break down the process, leaving revenue on the table.
With Lusha, you can automatically enrich inbound leads, qualify them against your ICP, and route them directly into a sequence—all before the competition reacts.
How the workflow works
Workflow:
New inbound lead submits form or enters CRM.
Lusha API enriches contact & company details instantly.
Qualification rules check if the lead matches ICP.
If qualified → send to assigned rep with full context.
If unqualified → auto-generate buying committee from the same company.
Save enriched records to CRM/List.
Trigger outreach sequence (via HubSpot, Outreach, Apollo, etc.).
Result: Leads are acted on within minutes, not days.
The value for RevOps and Sales
- RevOps: standardized inbound process, full visibility into pipeline quality.
- SDRs/BDRs: no more wasting time on partial or fake data.
- AEs: warmer meetings, faster pipeline creation.
- Marketing Ops: clear ROI attribution from form fill to booked meeting.
Example automation: Zapier recipe
Trigger: HubSpot form submission → new lead in CRM
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Action: Lusha API enriches with company & contact data
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Action: Route to assigned rep via CRM rules
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Action: Add to Outreach/HubSpot sequence
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Action: Slack notification for rep
KPIs to track
- Time-to-first-touch (minutes not hours).
- Percentage of inbound leads enriched.
- Qualification rate (ICP vs non-ICP).
- Conversion rate from inbound → booked meeting.
Best practices
- Define clear ICP filters — otherwise enrichment is wasted.
- Use multi-threading: if the lead isn’t the decision maker, auto-add others from the buying committee.
- Trigger real-time Slack alerts for reps so no lead gets ignored.
- Measure speed to engagement monthly and optimize bottlenecks.
Related reads:
FAQs
Inbound lead automation is the process of automatically enriching, qualifying, and routing inbound leads to the right rep or sequence—without manual work or delays.
With the Lusha API, every inbound lead is enriched with accurate company and contact data in seconds. Qualification rules and buying committee mapping ensure no lead is wasted, and reps engage faster.
Yes. Lusha integrates with CRMs like Salesforce and HubSpot, marketing automation tools, and sales engagement platforms to deliver leads directly into your workflows.
If the form-filler isn’t qualified, Lusha automatically identifies and enriches other members of the buying committee from the same company so you can multi-thread.
Key KPIs include time-to-first-touch, enrichment coverage rate, qualification rate, and inbound-to-meeting conversion rate.
Not at all. It works for inbound leads from forms, events, webinars, referrals, and any CRM entry point.
