Helping a SaaS Double Outbound Generated Pipeline Using AI

How we helped a SaaS company double their outbound generated pipeline, increase rep talk time by 50%, and save 800 hours monthly through intelligent CRM automation and AI-powered lead scoring.

Our Impact

We transformed the sales team's efficiency by cleaning and enriching CRM data, implementing AI-powered lead scoring, and automating research workflows. This enabled reps to focus exclusively on high-intent prospects that fit their ICP, resulting in a 50% increase in meetings booked and talk time.

The Vision

The sales team was consistently missing quota because they were only spending about two hours a day on actual outreach. Most of their time was consumed by lead research, prospecting, and updating CRM data. Outreach effort was often wasted on low-intent prospects or accounts too small for their ideal customer profile (ICP). Reps were frustrated with low commission despite putting in long hours. A large portion of their day was spent pulling leads from a third-party system, checking whether those leads already existed in the CRM, and dealing with outdated records. Every lead required time-consuming manual research across LinkedIn and other prospecting data sources to determine if it was worth reaching out.

Our Approach

We developed a comprehensive solution focused on cleaning up the CRM data, enriching records with ICP-relevant information, and implementing AI-powered lead scoring. We started by cleaning up the CRM, removing duplicates and merging fragmented records that held partial data using a combination of AI tools to process the volume and human review to confirm accuracy. Once records were organized, we validated and refreshed contact information so the team was working with legitimate, up-to-date leads, which immediately improved connection rates. After cleanup, we enriched each record with details such as company headcount and other data points that helped the team understand whether an account fit their ICP. We also pulled in intent signals that suggested whether an account was actively evaluating solutions or showing signs of need. Working closely with sales leadership, we defined what a strong lead truly looked like and clarified which signals mattered most, then built a scoring system that rated each lead from one to five, giving reps a simple way to focus only on the 4s and 5s—the accounts that fit their ICP and showed real buying intent. We set up automated research so every target account was checked for context, recent news, and reasons the prospect might be a good fit for the product, with all information flowing directly into the CRM. We also implemented an AI calling system that contacted non-decision makers at each company to gather key details on their current tools, pain points, and competitive landscape, giving reps clear direction before their first outreach to the decision maker.

The Results