LIS directs your leads like a control tower — it sees all the traffic, prioritises who to contact, and shows you why. No gut feel: every score can be explained.
Built for Nordic industrial sales · SE + NO
Think of your leads as aircraft. Without a tower they land any which way — some crash, others circle until they run out of fuel, the runway sits empty at the wrong moment. The tower sees all the traffic, prioritises who lands first and keeps a steady flow.
All traffic visible at once: signals, scores and timing on one screen.
The right aircraft lands in the right order. The hottest lead first — not whatever happens to be on top.
Controlled traffic in and out gives steady, ongoing production instead of all or nothing.
LIS isn't a data source but a chain: leadership's strategy governs which data is pulled in, and the sales conversations are fed back and make the system sharper with every deal.
A clear ICP mandate from leadership. The anchor — everything else is governed by this decision.
Market data pulled in based on the ICP — firmographics, financials, industry, geography (Allabolag, Brreg, Proff).
A ready-made information pack per lead, plus ongoing signals from hiring, press, ownership changes and funding.
Situation · Pain · Affect · Resolve captured in the sales process — the loop closes and the system learns.
SPAR is more than a questioning model — it's how Polnova structures every deal and the data logic the system learns from. Easier to teach than classic models, and the same framework ties together sales, product and AI.
LIS gives SPAR deep preparation — so the seller walks into the meeting equipped to ask the relevant, tough questions: go deeper into the customer's Pain, and above all cement and create urgency with Affect questions that bring home the emotional and financial consequences of changing nothing.
Understand the current state — how the customer works, which systems and processes are in place today.
Go deeper with tough, relevant questions — past the first answer to what really hurts.
Cement and create urgency — bring home the emotional and financial consequences of changing nothing.
Define the desired future state — and the path there. This is where the meeting should land.
The full questioning method + example questions per step (Situation · Pain · Affect · Resolve). Leave your details and you'll get the PDF straight away.
| Score 0–100 & tier | Every company gets a score and tier (AAA→C) across five dimensions: fit, purchasing capacity, buying signals, engagement, strategic value. |
| Explanation (reasons) | Next to the score are the lines that generated it — "+8 pts: 3 CNC job posts < 30 days". The seller reads the situation in five seconds. |
| Autonomous signal pipeline | Nightly collection of job ads, news/press, ownership changes, funding and procurement — Nordic sources. |
| Prioritised work list | A daily, ranked list with follow-up rules per tier (AAA within 5 days, AA within 10). |
| Geographic map (SE + NO) | Dashboard with a pin per company, coloured by tier. |
| AI-generated email | Suggested first outreach, adapted to segment and signals. |
A prioritised list every morning, ranked on likelihood to buy — not guesswork or stale lists.
The signals predict investments 3–9 months ahead. LIS alerts you while the buying window is open.
The SPAR loop turns every deal into training data — a proprietary data asset competitors can't buy.
Five questions. Your answers place you in one of three levels — and show where your biggest leverage is.
With an explanation you can trust. 30 minutes, your real target markets.