How an Enterprise Sales Team Cut Prospecting Time by 40%
A 150-person enterprise software company used AI enrichment and scoring to reduce prospecting time by 40%, allowing their 12-person sales team to focus on high-value conversations.
40%
less time prospecting
28%
more demos booked
22%
revenue increase
90%
CRM adoption
The Challenge
The 12-person sales team sold enterprise software with an average deal size of $75K. Each rep was responsible for their own prospecting, which meant senior AEs earning $150K+ were spending hours per day on research tasks that could be automated. The opportunity cost was enormous.
The Solution
The company implemented a platform that automated the research-intensive parts of prospecting while keeping the strategic, relationship-driven parts human. AI handled company discovery, enrichment, scoring, and CRM data management — freeing reps to focus on high-value conversations.
Every prospect is scored across 6 dimensions automatically, so reps know which accounts to prioritize before they start outreach.
Full firmographic data — employee count, revenue, tech stack, industry — is added to every lead automatically, eliminating manual research.
RBAC-based workspaces give managers visibility into all pipelines while reps maintain ownership of their deals.
The Results
After 6 months:
40% less time prospecting
Reps went from 3.5 hours/day on research to 2 hours/day, gaining 7.5 hours/week for selling.
28% more demos booked
With more time for outreach and better-targeted prospects, demo bookings increased 28%.
22% revenue increase
Over 6 months, the team closed 22% more revenue with the same headcount.
90% CRM adoption
Automated data entry and integrated workflows increased CRM usage from 60% to 90% across the team.
"Our AEs are too expensive to be doing manual research. Automating the enrichment and scoring means they walk into every call prepared, and they spend their time on conversations — not data entry."
VP of Sales
Enterprise Software Company, 150 employees