{"id":67603,"date":"2026-07-30T21:48:18","date_gmt":"2026-07-30T21:48:18","guid":{"rendered":"https:\/\/www.elixirr.com\/en-gb\/?post_type=case_study&#038;p=67603"},"modified":"2026-07-30T21:48:20","modified_gmt":"2026-07-30T21:48:20","slug":"concentrating-sales-efforts-by-systematically-prospecting-potential-accounts","status":"publish","type":"case_study","link":"https:\/\/www.elixirr.com\/en-gb\/case-studies\/concentrating-sales-efforts-by-systematically-prospecting-potential-accounts\/","title":{"rendered":"Concentrating sales efforts by systematically prospecting potential accounts"},"content":{"rendered":"<section\n    class=\"wp-block-text-block edwp-block layout--spacing-y bg--none\"\n    >\n    <div class=\"wp-block-text-block__container container fade-in\">\n        <div class=\"wp-block-text-block__content wysiwyg\">\n            <p>A building materials manufacturer entering a new industrial segment in Poland had no established practices and no systematic way to identify which prospects to target. We built a data-driven prospecting model that identifies and enriches accounts using external data sources, scores them against ideal customer profiles, and delivers sales reps a prioritized list with recommended sales plays. Industrial opportunities grew more than 10x over three years, with pipeline value rising from \u20ac230k to nearly \u20ac3.5 million annually.<\/p>\n<ul>\n<li>Outcome 1: 10x pipeline value in three years<\/li>\n<li>Outcome 2: 26\u00d7 ROI on prospecting model in three years<\/li>\n<li>Outcome 3: 61.4% of pipeline value directly attributable to prospecting model<\/li>\n<\/ul>\n        <\/div>\n            <\/div>\n<\/section>\n\n\n<section\n    class=\"wp-block-banner edwp-block layout--spacing-y bg--secondary wp-block-banner--content-right\"\n    >\n    <div class=\"container wp-block-banner__container\">\n        <div class=\"edwp-component edwp-fade-in wp-block-banner__content\">\n            <h2 class=\"wp-component-heading wp-component-content__title text--h1\">\n    The challenge<\/h2>                <div class=\"wp-component-content__content wp-component-content__content--cols-1 wysiwyg\">\n                            <div class=\"wp-component-content__column\">\n                    <p>As building and construction markets matured across Europe, manufacturers increasingly faced pressure to defend existing channels while finding new pockets of growth. For companies relying on multi-tier distribution, selling through dealers and installers rather than directly to end customers, visibility into untapped segments was limited and sales resources were spread thin across accounts of vastly different potential. Without the data or tools to identify and prioritise the right targets, growth in new segments remained largely opportunistic rather than systematic.<\/p>\n<p>Our client was entering a new industrial segment with no existing practices, no visibility into which accounts to prioritise, and a sales force accustomed to reactive, relationship-driven outreach rather than structured prospecting.<\/p>\n                <\/div>\n                    <\/div>\n                    <\/div>            <\/div>\n<\/section>\n\n\n<section\n    class=\"wp-block-banner edwp-block layout--none bg--secondary wp-block-banner--content-right\"\n    >\n    <div class=\"container wp-block-banner__container\">\n        <div class=\"edwp-component edwp-fade-in wp-block-banner__content\">\n            <h2 class=\"wp-component-heading wp-component-content__title text--h1\">\n    The approach<\/h2>                <div class=\"wp-component-content__content wp-component-content__content--cols-1 wysiwyg\">\n                            <div class=\"wp-component-content__column\">\n                    <p>We began by mapping the industrial landscape in Poland, identifying relevant accounts through industry codes and external data enrichment covering financials, firmographics, and legal structure. From there, we defined ideal customer profiles (ICP) for each industrial sub-segment, drawing on historical sales data, sales team input, and strategic priorities. Each account was then scored and ranked using a weighted AI-enabled model that assessed fit with ICP across multiple parameters. The output was a fully functional prospecting model giving sales reps a prioritised target list with the data behind each score and guidance on which sales play to run, enabling systematic outreach from day one.<\/p>\n                <\/div>\n                    <\/div>\n                    <\/div>            <\/div>\n<\/section>\n\n\n<section\n    class=\"wp-block-banner edwp-block layout--spacing-y bg--secondary wp-block-banner--content-right\"\n    >\n    <div class=\"container wp-block-banner__container\">\n        <div class=\"edwp-component edwp-fade-in wp-block-banner__content\">\n            <h2 class=\"wp-component-heading wp-component-content__title text--h1\">\n    The impact<\/h2>                <div class=\"wp-component-content__content wp-component-content__content--cols-1 wysiwyg\">\n                            <div class=\"wp-component-content__column\">\n                    <p>The model gave the sales team something they hadn&#8217;t had before: confidence in who to call and why. Reps went into conversations with enriched account data and a clear recommended sales play, making outreach more focused and conversations more relevant. Time that had previously been spent manually researching accounts could now be redirected to actual selling, meaning more conversations, and a team that could move faster without sacrificing quality. Over time, this built a repeatable motion that the team could own and refine, turning what had been an experimental new segment into a structured, growing part of the business.<\/p>\n                <\/div>\n                    <\/div>\n                    <\/div>            <\/div>\n<\/section>\n\n\n    <section\n        class=\"wp-block-cards edwp-block layout--spacing-y bg--none wp-block-cards--columns-3  wp-block-cards--resources wp-block-cards--case_study\"\n        >\n        <div class=\"container wp-block-cards__container\">\n            <div class=\"edwp-component edwp-fade-in wp-block-cards__content\">\n            <h2 class=\"wp-component-heading wp-component-content__title text--h1\">\n    You may also like<\/h2>                        <\/div>                                        <div class=\"wp-block-cards__cards edwp-row-load\">\n                    <article class=\"wp-component-card edwp-component wp-component-card--content wp-component-card--case_study 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edwp-component\">\n                        <div class=\"wp-component-tags__tag\">\n                Manufacturing            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Data &amp; Analytics            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Generative AI            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Insights Activation            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Resource Productivity            <\/div>\n                <\/div>\n                        <\/div>\n                                    <\/div>\n                                                    <div class=\"wp-component-card__button-wrapper\">\n                    <button class=\"btn btn--link arrow wp-component-card__button\">\n                                                                   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                       <p class=\"wp-component-card__eyebrow\">\n                Leadership Alignment            <\/p>\n                <a href='https:\/\/www.elixirr.com\/en-gb\/case-studies\/global-battery-manufacturing-joint-venture-two-cultures-become-one\/' class='wp-component-card__title'>\n            <h2>\n                Global battery manufacturing joint venture: Two cultures become one enterprise team\n            <\/h2>\n        <\/a>                                                            <div class=\"wp-component-card__meta\">\n                                                                <div class=\"wp-component-card__terms\">\n                                                                                                                                                                                                                <div class=\"wp-component-tags edwp-component\">\n                        <div class=\"wp-component-tags__tag\">\n                Manufacturing            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Leadership Alignment            <\/div>\n                <\/div>\n                        <\/div>\n                                    <\/div>\n                                                    <div class=\"wp-component-card__button-wrapper\">\n                    <button class=\"btn btn--link arrow wp-component-card__button\">\n                                                                            Read more                                                                            <span class='edwp-svg '><svg width=\"20\" height=\"20\" viewBox=\"0 0 20 20\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n<g id=\"Lg\">\n<path id=\"Vector\" d=\"M1.12509 9.50162H15.8648L9.43259 3.06941C9.374 3.0113 9.3275 2.94216 9.29576 2.86599C9.26403 2.78981 9.24769 2.70811 9.24769 2.62559C9.24769 2.54307 9.26403 2.46137 9.29576 2.38519C9.3275 2.30902 9.374 2.23988 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          <\/div>\n<\/article>\n<article class=\"wp-component-card edwp-component wp-component-card--content wp-component-card--case_study wp-block-cards__card            wp-component-card--link js-card-link\n        edwp-fade-in\">\n            <figure class=\"wp-component-card__image-wrapper\">\n                            <img decoding=\"async\" width=\"2400\" height=\"1440\" data-src=\"https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Global_Technology_Manufacturer_Empowered_Ownership.jpg\" class=\"wp-component-card__image lazyload\" alt=\"\" data-srcset=\"https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Global_Technology_Manufacturer_Empowered_Ownership.jpg 2400w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2026\/07\/Global_Technology_Manufacturer_Empowered_Ownership-300x180.jpg.webp 300w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2026\/07\/Global_Technology_Manufacturer_Empowered_Ownership-1024x614.jpg.webp 1024w, 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https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2026\/07\/Global_Technology_Manufacturer_Empowered_Ownership-767x460.jpg.webp 767w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2026\/07\/Global_Technology_Manufacturer_Empowered_Ownership-1023x614.jpg.webp 1023w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2026\/07\/Global_Technology_Manufacturer_Empowered_Ownership-1278x767.jpg.webp 1278w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2026\/07\/Global_Technology_Manufacturer_Empowered_Ownership-1378x827.jpg.webp 1378w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/smush-webp\/2026\/07\/Global_Technology_Manufacturer_Empowered_Ownership-1640x984.jpg.webp 1640w\" data-sizes=\"auto\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 2400px; --smush-placeholder-aspect-ratio: 2400\/1440;\" data-original-sizes=\"(max-width: 2400px) 100vw, 2400px\" \/>            <div class=\"wp-component-card__preview-icon\">\n                <span class='edwp-svg '><svg width=\"47\" height=\"47\" viewBox=\"0 0 47 47\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n<g>\n<path d=\"M23.4141 0.539062C36.1232 0.539183 46.4258 10.8416 46.4258 23.5508C46.4257 36.2599 36.1231 46.5624 23.4141 46.5625C10.7049 46.5625 0.402465 36.2599 0.402344 23.5508C0.402344 10.8415 10.7048 0.539062 23.4141 0.539062ZM23.4141 1.68945C11.3606 1.68945 1.55273 11.4974 1.55273 23.5508C1.55286 35.6041 11.3607 45.4111 23.4141 45.4111C35.4673 45.411 45.2743 35.604 45.2744 23.5508C45.2744 11.4974 35.4674 1.68957 23.4141 1.68945Z\" fill=\"currentColor\"\/>\n<path d=\"M19.2841 33.6992C18.9579 33.6986 18.6374 33.6111 18.3543 33.4454C17.7167 33.0759 17.3203 32.3585 17.3203 31.5797V15.8189C17.3203 15.0379 17.7167 14.3227 18.3543 13.9531C18.6442 13.7827 18.9735 13.6951 19.3078 13.6994C19.6421 13.7037 19.9692 13.7998 20.2548 13.9776L33.4237 22.0406C33.6981 22.2166 33.9244 22.461 34.0812 22.751C34.238 23.0409 34.3203 23.3668 34.3203 23.6982C34.3203 24.0295 34.238 24.3555 34.0812 24.6454C33.9244 24.9353 33.6981 25.1798 33.4237 25.3558L20.2527 33.421C19.9604 33.6017 19.6256 33.6979 19.2841 33.6992Z\" fill=\"currentColor\"\/>\n<\/g>\n<\/svg>\n<\/span>            <\/div>\n                        <\/figure>\n        <div class=\"wp-component-card__content edwp-row-load\">\n                                    <p class=\"wp-component-card__eyebrow\">\n                Empowered Ownership            <\/p>\n                <a href='https:\/\/www.elixirr.com\/en-gb\/case-studies\/global-technology-manufacturer-incentives-redesigned-for-a-hard-to-retain-workforce\/' class='wp-component-card__title'>\n            <h2>\n                Global technology manufacturer: Incentives redesigned for a hard-to-retain workforce\n            <\/h2>\n        <\/a>                                                            <div class=\"wp-component-card__meta\">\n                                                                <div class=\"wp-component-card__terms\">\n                                                                                                                                                                                                                <div class=\"wp-component-tags edwp-component\">\n                        <div class=\"wp-component-tags__tag\">\n                Manufacturing            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Technology            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Empowered Ownership            <\/div>\n                <\/div>\n                        <\/div>\n                                    <\/div>\n                                                    <div class=\"wp-component-card__button-wrapper\">\n                    <button class=\"btn btn--link arrow 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9.43259 18.0717C9.374 18.0135 9.3275 17.9444 9.29576 17.8682C9.26403 17.7921 9.24769 17.7104 9.24769 17.6278C9.24769 17.5453 9.26403 17.4636 9.29576 17.3874C9.3275 17.3113 9.374 17.2421 9.43259 17.184L15.8711 10.7518H1.12509C0.959309 10.7518 0.800312 10.686 0.683084 10.5687C0.565857 10.4515 0.5 10.2925 0.5 10.1267C0.5 9.96093 0.565857 9.80193 0.683084 9.68471C0.800312 9.56748 0.959309 9.50162 1.12509 9.50162Z\" fill=\"#1D0F25\"\/>\n<\/g>\n<\/svg>\n<\/span>                                            <\/button>\n                <\/div>\n                                            <\/div>\n<\/article>\n                <\/div>\n                                            <\/div>\n    <\/section>\n\n\n<section\n    class=\"wp-block-form-block edwp-block layout--spacing-y bg--none wp-block-form-block--content\"\n    >\n    <div class=\"wp-block-form-block__container container\">\n        <div class=\"wp-block-form-block__content wp-block-form-block__content--content\">\n                      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srcset=\"https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing.jpg 2400w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-300x180.jpg 300w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-1024x614.jpg 1024w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-768x461.jpg 768w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-1536x922.jpg 1536w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-2048x1229.jpg 2048w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-87x52.jpg 87w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-319x191.jpg 319w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-479x287.jpg 479w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-567x340.jpg 567w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-767x460.jpg 767w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-1023x614.jpg 1023w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-1278x767.jpg 1278w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-1378x827.jpg 1378w, https:\/\/www.elixirr.com\/en-gb\/wp-content\/uploads\/2026\/07\/Insights_Activation_Manufacturing-1640x984.jpg 1640w\" sizes=\"(max-width: 2400px) 100vw, 2400px\" \/>            <div class=\"wp-component-card__preview-icon\">\n                <span class='edwp-svg '><svg width=\"47\" height=\"47\" viewBox=\"0 0 47 47\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n<g>\n<path d=\"M23.4141 0.539062C36.1232 0.539183 46.4258 10.8416 46.4258 23.5508C46.4257 36.2599 36.1231 46.5624 23.4141 46.5625C10.7049 46.5625 0.402465 36.2599 0.402344 23.5508C0.402344 10.8415 10.7048 0.539062 23.4141 0.539062ZM23.4141 1.68945C11.3606 1.68945 1.55273 11.4974 1.55273 23.5508C1.55286 35.6041 11.3607 45.4111 23.4141 45.4111C35.4673 45.411 45.2743 35.604 45.2744 23.5508C45.2744 11.4974 35.4674 1.68957 23.4141 1.68945Z\" fill=\"currentColor\"\/>\n<path d=\"M19.2841 33.6992C18.9579 33.6986 18.6374 33.6111 18.3543 33.4454C17.7167 33.0759 17.3203 32.3585 17.3203 31.5797V15.8189C17.3203 15.0379 17.7167 14.3227 18.3543 13.9531C18.6442 13.7827 18.9735 13.6951 19.3078 13.6994C19.6421 13.7037 19.9692 13.7998 20.2548 13.9776L33.4237 22.0406C33.6981 22.2166 33.9244 22.461 34.0812 22.751C34.238 23.0409 34.3203 23.3668 34.3203 23.6982C34.3203 24.0295 34.238 24.3555 34.0812 24.6454C33.9244 24.9353 33.6981 25.1798 33.4237 25.3558L20.2527 33.421C19.9604 33.6017 19.6256 33.6979 19.2841 33.6992Z\" fill=\"currentColor\"\/>\n<\/g>\n<\/svg>\n<\/span>            <\/div>\n                        <\/figure>\n        <div class=\"wp-component-card__content edwp-row-load\">\n                                    <p class=\"wp-component-card__eyebrow\">\n                Data &amp; Analytics            <\/p>\n                <a href='https:\/\/www.elixirr.com\/en-gb\/case-studies\/concentrating-sales-efforts-by-systematically-prospecting-potential-accounts\/' class='wp-component-card__title'>\n            <h2>\n                Concentrating sales efforts by systematically prospecting potential accounts\n            <\/h2>\n        <\/a>                                                            <div class=\"wp-component-card__meta\">\n                                            <p class=\"wp-component-card__date\">\n                            30 July 2026                        <\/p>\n                                                                <div class=\"wp-component-card__terms\">\n                                                                                                                                                                                                                <div class=\"wp-component-tags edwp-component\">\n                        <div class=\"wp-component-tags__tag\">\n                Manufacturing            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Data &amp; Analytics            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Generative AI            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Insights Activation            <\/div>\n                                <div class=\"wp-component-tags__tag\">\n                Resource Productivity            <\/div>\n                <\/div>\n                        <\/div>\n                                    <\/div>\n                                                    <div class=\"wp-component-card__button-wrapper\">\n                    <button class=\"btn btn--link arrow wp-component-card__button\">\n                                                                            Read more                                                                            <span class='edwp-svg '><svg width=\"20\" height=\"20\" viewBox=\"0 0 20 20\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n<g id=\"Lg\">\n<path id=\"Vector\" d=\"M1.12509 9.50162H15.8648L9.43259 3.06941C9.374 3.0113 9.3275 2.94216 9.29576 2.86599C9.26403 2.78981 9.24769 2.70811 9.24769 2.62559C9.24769 2.54307 9.26403 2.46137 9.29576 2.38519C9.3275 2.30902 9.374 2.23988 9.43259 2.18177C9.54971 2.06535 9.70814 2 9.87328 2C10.0384 2 10.1969 2.06535 10.314 2.18177L17.8151 9.6829C17.8737 9.74101 17.9202 9.81014 17.9519 9.88632C17.9837 9.96249 18 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