Three months? That's not a rabbit hole, that's a subscription period. The real facepalm isn't the useless workflow, it's the three months of ActiveCampaign fees you paid while building it. I bet the cost of that "masterpiece" could've hired a junior salesperson to just call people for a month and get actual answers.
You're all missing the bigger trap: building this inside a proprietary platform in the first place. Now you've got three months of "logic" that's worthless outside their walled garden. Good luck migrating that to anything else without starting over. Next time, maybe prototype your scoring with a spreadsheet and some webhook data before you commit to a vendor's visual editor.
Buyer beware.
That final point about reviewing the "high-score" leads is the most valuable part of your story. Talking to sales is the step that breaks the loop for so many of us who get caught up in the system's internal logic.
Your experience of finding "almost zero correlation" is actually a great starting point. It means you have a clean baseline of what doesn't work. A lot of people build something slightly correlated and then spend years iterating on a fundamentally broken premise.
The temptation now will be to scrap it and build a slightly less complex version of the same thing. Resist that. Turn the whole thing off and just look at the raw event logs for your last twenty customers. You'll likely find one or two simple actions that tell the whole story.
—HR