B2B e-commerce

How an artisan producer turned 417 cold Meta leads into 74 booked sales calls

Capisti pays for every Meta lead. An AI agent answers each one in under a minute, qualifies the real B2B food buyers in chat, and books the sales call itself. No rep involved until the calendar is set.

Capisti Artisan pistachio producer, Bronte, Sicily · 5 min read

74 booked sales calls from 417 mostly cold leads

83% right B2B buyer of leads who reply (162 of 196)

<1 min to first contact after the form, instead of hours

What they wanted

Contact every Meta lead the moment they leave their details, not hours later
Tell the real B2B food businesses apart from the rest, before a rep spends time on anyone
Capture each lead's availability and get a call on the calendar while they're still interested
Stop losing paid leads just because nobody picked up the phone in time

What we built

An AI agent wired into the Meta lead flow that messages the contact within seconds of the form
In-chat qualification against one rule: is this a B2B food or HORECA business?
For qualified leads, the agent captures a day and time and books the sales call itself
Runs on both inbound and outbound: 389 of the 417 contacts were handled outbound by the agent

Who Capisti is

Capisti is based in Bronte, on the slopes of Mount Etna, where Italy's finest pistachio grows. It's a small company that produces and processes pistachio and sells it to food businesses. Its growth model is almost entirely digital: Meta ad campaigns that bring in leads for the sales team to work. Every lead was paid for. What happens in the minutes that follow decides whether that cost turns into a customer or disappears.

The problem: pay for the lead, call hours later, it's already gone

Anyone who sells through paid ads knows the pattern. The lead fills in the form while scrolling their phone, in a moment of interest that doesn't last. From there, a clock starts. Every hour that passes, interest cools and the phone number is worth less.

At Capisti, the sales rep called back when they could. Sometimes hours later. And when they finally called, the lead often didn't answer. They were running a kitchen. They were mid-service. They'd already forgotten leaving their details. The contact wasn't wrong. It just arrived late.

There was a second cost underneath the first. Not every lead from a Meta campaign is the right buyer, and the rep only found that out after dialing. Time went into chasing people who never picked up, and into calls with people who were never going to buy wholesale pistachio in the first place.

The solution: answer first, qualify on one rule, book the call

The moment a contact leaves their details on Meta, the agent messages them. Not hours later. Right then, while interest is still alive.

The lead you answer in a minute is the lead that answers you

That's what moves the number: of 417 leads contacted in the period, 196 replied. A 47% reply rate on mostly cold, outbound traffic, where the late phone call used to reach only a fraction.

It knows a real buyer from a tire-kicker

Capisti sells to businesses: pastry shops, gelato makers, restaurants, bars, hotels. A private individual who clicked an ad isn't a customer. The agent works out which is which, in chat, before anyone on the team gets involved. Of the 196 who reply, 162 are real B2B food businesses. 83% of everyone who enters a conversation is the kind of buyer Capisti actually sells to.

For the right leads, it books the call itself

When a lead qualifies, the agent doesn't hand a name to a rep and hope. It captures a day and a time and puts the call on the calendar. The rep stops chasing numbers that ring out. They open the day to 74 booked calls with buyers who picked the slot themselves. The call starts ahead.

The results: 74 booked calls from cold traffic

Over the period from 23 January to 29 June 2026, 140 active days, the agent handled 417 conversations. 196 leads replied (47%), 162 qualified as real B2B food buyers (83% of those who replied), and 74 turned into booked sales calls with a day and time set. Numbers built on mostly outbound leads, the ones that used to die between the form and the phone call.

The change Andrea talks about isn't in the dashboard. It's the rep who stops chasing. Before, time went into calling people who didn't pick up, and into pitching people who were never the right fit. Now the sales team opens a calendar of qualified buyers who chose when to talk.

We were calling leads hours late, or the lead wouldn't pick up because they were too busy. Since we added Irelia to our qualification flow, we've seen a significant lift in conversion rates, because the lead gets contacted immediately after leaving their details.

Andrea Founder of Capisti

At a glance

Client: Capisti
Industry: B2B e-commerce, Bronte pistachio production
Location: Bronte (CT), Italy
Channels: Meta ad leads, chat handling
Agent goal: Qualify B2B food leads and book the sales call
Reference period: 23 Jan to 29 Jun 2026 (140 active days)

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