Sales · Workflow pattern
How companies automate lead capture and routing
Evidence from a peer-reviewed study measuring 151× faster processing, a 6-person agency saving 20+ hours/week, and sales AI deployments. When lead automation generates real return — and when it adds overhead instead.
Common implementation pattern
- Lead arrives via form, booking, or inbound email
- Enrichment: company size, industry, ICP score from available data
- CRM record created or updated (with deduplication check)
- Routing: hot leads to immediate rep notification; others to nurture sequence
- Follow-up sequence triggered with timing and content by segment
Researched workflow structure
Reconstructed from public sources and documented patterns — not a guarantee any one team runs it exactly this way.
1
Lead arrives
Trigger
Form, booking, or email
→
2
Enrich + score
Enrichment
Company data, ICP fit
→
3
CRM write
Action
Create or update record
→
4
Route
Classification
Rep alert or sequence trigger
→
5
Follow-up
Action
Segmented by type and intent