AUTOMATION CASE · EU WHOLESALE
Automating a B2B sales-research pipeline
A lead-research, enrichment and preparation system that reduced commercial research time by approximately 70%.
~70%less research time
Context
B2B prospecting often consumes hours finding companies, validating data and preparing context before a commercial conversation begins. The objective was to turn that manual work into a repeatable, reviewable workflow.
The challenge
Moving data manually between search tools, spreadsheets and CRM slows teams down and creates inconsistencies. The real cost is not only time; it is lost commercial focus.
Approach
- Defined target-account criteria and qualification fields.
- Automated the flow between research, enrichment and spreadsheets.
- Used AI to structure information and prepare commercial context.
- Normalised and reviewed data with Excel and Microsoft Power Query.
Tools
MakeZapierClaudeChatGPTExcelMicrosoft Power Query
Outcome
The workflow reduced lead-research time by approximately 70%, creating more capacity for qualification, conversation and opportunity progression.
Estimated result based on operational time compared before and after implementing the automation workflow.