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Typical project · Logistics

From days to minutes response time

Automated lead enrichment, a scoring model and instant routing to the sales rep for each territory for a logistics operator with a national network and several regional branches.

ServicesGTM Engineering · Automation · CRM
Typical duration3-4 months
MarketSpain
Goals
  • Respond to leads within minutes
  • Eliminate manual research
  • Prioritise the requests with the most potential
  • Measure conversion by branch
Starting point

Leads left waiting a whole day

Quote requests often land in a shared inbox. Someone goes through them each morning, looks up each company and forwards them by email to the relevant branch. First contact happens the next day, or later.

Sales reps spend hours every week filling in CRM data and researching companies before calling, and there are no criteria for prioritising the requests with the most potential.

Approach

How we do it

  • 01Waterfall enrichment

    Company identification plus sector, size, estimated shipping volume and location data from several providers.

  • 02Scoring

    A model based on fit and the service requested, calibrated against historical opportunities.

  • 03Routing and alerts

    Rules by territory and segment, and an instant alert to the sales rep with the account context.

  • 04CRM and measurement

    Deduplication, company data normalisation and a dashboard of response times and conversion by branch.

What changes

What changes in a project like this

  • Every request reaches the right rep the moment it comes in.
  • Reps call with the company data already filled in.
  • The requests with the most potential are handled first.
  • Each branch sees its own response time and conversion.
Process

Project phases

  1. Weeks 1–3

    Diagnosis

    Analysis of the process, the CRM and historical opportunities.

  2. Weeks 3–7

    Enrichment and scoring

    Data workflows, scoring model and validation with sales.

  3. Weeks 7–11

    Routing and CRM

    Routing rules, alerts and data cleansing.

  4. Weeks 11–16

    Measurement and refinement

    Dashboards and model calibration against results.

Services applied

Disciplines in this project

GTM Engineering Email automation Paid Ads
Assessment

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