Revenue Workflow

Market Discovery to CRM

This workflow sources companies from multiple databases, filters them against your ICP, finds and qualifies contacts, then pushes clean, scored records into your CRM.

OperationalTime to value · 3 to 4 weeks7 tools

The outcome

Your CRM stays populated with qualified, tiered accounts ready for outbound without manual research or stale data.

How it flows

How it flows.

Source

TAM Sources

Process

Company Sourcing

Source

Discolike

Source

Ocean.io

Source

Serper

Agent

AI Company Qualification

Process

Contact Sourcing

Source

AI Ark

Agent

AI Contact Qualification

Process

Enrich & Score

Output

CRM Sync

Store

CRM Records

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Build it, step by step

Build it, step by step.

01
Build the TAM map
Pull companies from multiple sources to maximize coverage and avoid blind spots. Combine database lookups, lookalike searches, and scraped results.
- Use Clay, LinkedIn, and AI Ark to filter initial company lists by firmographics
- Run Discolike and Ocean.io to find lookalike companies based on your ICP seed list
- For traditional or niche industries, use Serper to scrape Google search results
- Consolidate all sources into one master table to dedupe and normalize
02
Qualify companies with AI
Filter the TAM before you spend time sourcing contacts. Use AI to evaluate fit and remove companies that miss the mark.
- Use Clay AI to read each company's website and describe what they do
- Score each company against ICP criteria: industry, size, tech stack, business model
- Tag companies as Qualified or Not Qualified
- Remove unqualified companies from the pipeline to keep lists tight
03
Source and structure contacts
Find the people who matter at each qualified account. Organize by role, not just title, so you can route them correctly.
- Create a master Clay account table and linked contact tables
- Use Clay and AI Ark to pull contacts by job function: decision makers, champions, end users
- Structure tables by persona or job title for easier segmentation downstream
- Pull multiple contacts per account to build multi-threaded outreach
04
Enrich and clean the data
Validate company status, normalize fields for email and workflow use, and score contacts so reps know where to focus.
- Validate: Check if the company still exists or has been acquired
- Normalize: Use formulas to format names, titles, and fields for personalization tokens
- Qualify: Use Clay AI to assess true ICP fit at the contact level
- Score: Assign Tier 1, Tier 2, or Tier 3 based on fit, intent, or buying signals
- Segment: Group by vertical, company size, region, or any dimension that matters to routing
05
Sync records into the CRM
Look up each company and contact in your CRM. Update existing records or create new ones, and push enriched properties and scores back in.
- Run a lookup in HubSpot for each company and contact
- If a record exists, update it with fresh enrichment and scores
- If it does not exist, create a new record with all properties populated
- Push tier, segment, and qualification fields into CRM custom properties for routing and reporting