Recap: Struggling with Inbound Lead Quality? 5 Tips from 50 Years of B2B Marketing Experience

Inbound lead conversion is always one of the biggest concerns for marketing and sales departments. We’re constantly looking for new ways to maximize lead conversion but typically struggle with poor lead quality, even as the conversion numbers increase. Join veteran CMOs James Lamberti from SalesIntel and Gabriel Lullo from Alleyoop as they share the four steps they use to improve quickly, including:

  • Operationalizing a clear, quantifiable ideal customer profile definition using both account and contact data
  • Deploying scoring models that leverage the four types of data now available to GTM leaders (and not just marketing activity response data)
  • Distinguishing between lead quality and readiness to buy
  • Simplifying data points to accurate forecast and track ROI

With a combined 75 years creating B2B data companies, leading sales at B2B data companies, and buying B2B data for growth companies, listen in while SalesIntel’s James Lamberti and Alleyoop’s Gabriel Lullo unpack a practical approach to improving inbound lead quality.

Meet the Presenters

James Lamberti

CMO, SalesIntel

James is a Global Go-To-Market Executive helping B2B companies package complex solutions for faster and easier sales. While James has experience in large global companies (Experian, Clorox), he is most successful in helping growth start-ups scale $5m to $150m+ ARR (Applitools, comScore, InMobi, AdTruth, Conviva) leveraging his demand generation, product-led growth, and ABM marketing expertise. Additionally, extensive enterprise sales experience and go-to-market strategy expertise make James a valuable partner to his CEO and CRO customers.

Gabriel Lullo


Gabe’s expertise in sales, marketing, recruiting, and management began when he started his own business after graduation from the Barney School of Business at the University of Hartford. He owned and operated his own sales, training, and marketing firm for more than a decade. He excelled in training sales and marketing professionals, and additionally, Gabe has had a successful career in executive recruiting. He has been instrumental in expanding the company’s search and placement for IT, Software Development, Sales, Customer Success, Marketing, and Executive leaders. Gabe’s most recent success has been with us here at Alleyoop. For many years he has been working to build and grow the company by focusing on our culture, environment, customer success, and sales.