Many businesses still spend too much time on manual prospecting – finding leads, drafting emails, and following up takes valuable hours. Yet, only 2-3% of your audience is ready to buy at any given moment.

This means you need both volume and precision to generate enough meetings. That’s why we’ve automated most of our prospecting process:

✔ 78% of our prospecting outreach is automated
✔ More leads in less time, without sacrificing quality
✔ Smart tools to find contact details, enrich leads, and reach out at the right moment

In this guide, we’ll share the exact tools we use to achieve this.

Our Three-Step Approach:

1. Lead Generation – Finding the right leads without endless searching
2. Lead Enrichment – Enhancing leads with valuable data
3. Lead Outreach – Automated and effective follow-up

1. Lead Generation – Smarter Prospecting with AI and Web Scraping

Many companies still rely on outdated lists or broad filters in LinkedIn Sales Navigator. The problem?

• Too broad segmentation – e.g., “Manufacturing” includes both textile machines and cranes, which are completely different markets.

• No dynamic data – Many lists become outdated quickly and don’t include buying intent.

Our Favorite Tools for Lead Generation:

✔ Lusha – Web scraping for emails and phone numbers + intent-based lead generation
✔ Apollo.io – Prospecting database with verified contact details
✔ Bizzy.org – Ideal for local prospecting
✔ Ocean.io – AI-driven lookalike prospecting

Lusha – Web Scraping & Intent-Based Prospecting

• Search based on industry topics instead of standard sectors (e.g., “plasma coating” instead of “manufacturing”).
• Intent-based data – Filter companies actively searching for solutions like yours.
• Collect email addresses and phone numbers via scraping.

Example: If you sell CRM software, intent data shows which companies recently searched for CRM solutions, read articles, or downloaded resources – making them much more likely to convert quickly.

Ocean.io & Bizzy.org – Lookalike Prospecting

Instead of manually filtering industries, these tools use AI to find similar companies.

• Ocean.io – Enter an existing customer, and AI finds similar businesses, saving time on manual segmentation.

   

• Bizzy.org – Perfect for local prospecting, especially if your target audience isn’t active on LinkedIn.

With these tools, you save hours and get far better lead lists.

2. Lead Enrichment – Smarter Data, Better Conversions

A list of company names and emails isn’t enough. You need extra insights to make prospecting more relevant.

What you can add with lead enrichment:

✔ Tech stack analysis – What software and tools does a company use?
✔ Job openings tracking – Are they growing?
✔ Website & LinkedIn activity scraping – What are they communicating?
✔ Automated icebreaker generation – Personalized emails based on collected data

Baseloop.io – The Ultimate Lead Enrichment Tool

Baseloop.io uses AI agents to automatically collect and score all relevant company information.

1. Tech stack analysis – See which CRMs, cloud platforms, or software tools a company uses.
2. Job openings scraping – If they’re hiring heavily, they’re likely growing.
3. Website and LinkedIn post analysis – Get direct insights into their latest updates.

Automated Icebreaker Generation

With Baseloop.io, you can automatically create personalized outreach emails.

Example cold email:

“Hey [First Name], I saw you’re currently hiring 10 engineers and expanding your product line. I think we can help. Want to hop on a quick call?”

⚠ Note: Automated icebreakers work well but must always be manually reviewed to avoid strange or incorrect messages.

With these tools, your emails become far more personal and effective.

3. Lead Outreach – Automated Follow-Ups & Smart Calling Strategies

Many companies still send cold emails via Outlook. This no longer works.

❌ No tracking – You don’t know who opened or clicked.
❌ High spam risk – Outlook isn’t designed for high volumes.
❌ No automation – Follow-ups must be done manually.

The Solution? Multi-Step Outreach with Tracking

Lemlist – The Best Tool for Multi-Step Email Campaigns

Lemlist ensures you follow up at the right moment.

Example Multi-Step Outreach Flow:

• Day 1: First cold email
• Day 3: Follow-up email with extra value
• Day 7: LinkedIn connection request
• Day 10: Call only leads who opened multiple times
• Day 14: Final reminder email

✔ See exactly who opens, clicks, and how often
✔ Fully automated follow-ups
✔ Lead scoring: Warm leads are instantly sent to sales

Aircall – The Best Tool for Cold & Warm Calling

Many sales reps call without context.

Aircall solves this by:

✔ Automatic CRM logging – Everything is instantly visible in HubSpot or Salesforce.

✔ AI-powered call coaching – Recognizes objections and provides real-time suggestions.

✔ Live listening & coaching – Managers can provide real-time guidance during calls.

With Aircall + Lemlist, you only call the right leads at the right time.

4. Lead Nurturing & Scoring – Keeping Leads Warm and Converting at the Right Time

By now, we’ve identified leads, enriched them with relevant data, and engaged them through outreach. But as we know, only 2-3% of leads are ready to buy right now. That means 97% still need time before making a decision.

Rather than losing these leads, we need to keep them warm and ensure we’re the first company they think of when they are ready.

How do we stay top of mind?

• LinkedIn content – Sharing insights & engaging posts to stay visible.
• Email marketing – Providing valuable content without pushing a sale.
• Events & webinars – Inviting leads to sessions that educate and build trust.
• Retargeting ads – Keeping leads engaged through LinkedIn & Google ads.

But nurturing alone isn’t enough – we also need to know when a lead is ready to buy. That’s where lead scoring comes in.

How do we track buying intent?

✔ Website visits (Leadinfo) – Who’s checking out key pages like pricing?
✔ Email engagement (Lemlist) – Who opens multiple emails or clicks on links?
✔ LinkedIn interactions (LinkedIn) – Who suddenly starts engaging with our posts or viewing our profile?
✔ HubSpot CRM (Hubspot) – Combining all interactions into a lead score.

Example Lead Scoring System:

• +10 points → Visiting the pricing page
• +5 points → Downloading a whitepaper
• +8 points → Opening 3+ emails within two weeks
• +6 points → Liking or commenting on LinkedIn posts
• +15 points → Registering for a webinar or event

When a lead reaches 30+ points, they are automatically sent to sales for follow-up.

By combining nurturing with lead scoring, we ensure that we reach out at the right time – when the lead is ready to buy.

Need help setting up your automated sales machine? We help businesses simplify prospecting with smart tools and automation.