• Client

    Belden

  • Service

    Sales Automation

  • Industry

    Professional Services

  • Company Size

    500+

The client

A fast-growing B2B enterprise with a sizeable sales organisation had built its revenue engine on the talent and effort of its people but was approaching the natural ceiling of what manual sales execution could deliver. With a large team spending the majority of their working hours on administrative tasks rather than selling conversations, and a CRM landscape fragmented across legacy tools and ad-hoc processes, the company needed a fundamental rethinking of how its sales funnel operated. Worxwide was brought in to design and implement a full-funnel automation strategy from discovery to deal close. 

The problem

A growing sales team was producing diminishing returns relative to the headcount invested, as manual processes consumed capacity that should have been deployed on revenue-generating activity. The top of the funnel was slowing, lead quality was variable, and the CRM was adding work rather than accelerating it. The organisation needed a structural solution not more salespeople to break through its growth ceiling. 

 

  • Large Team Relying on Manual Sales Execution — A sizable sales force was chasing leads through traditional, manual channels without the intelligence tools or automation infrastructure needed to operate at scale. Effort was being substituted for efficiency, and the model was not scaling in proportion to headcount growth across the organisation. 
  • Declining Top-of-Funnel Lead Generation Performance — New lead generation had slowed as the traditional prospecting model reached its practical limits. Without digital prospecting tools, intent-based targeting, or outbound automation, the top of the funnel depended on a finite set of relationships and inbound channels insufficient to support growth ambitions. 
  • Legacy CRM and Manual Processes Consuming Sales Capacity — The existing CRM infrastructure and manual approval, follow-up, and reporting processes were generating 40+ hours per person per month in administrative overhead consuming selling capacity without contributing to revenue and working against the sales team rather than for them. 

OUR SOLUTION

Worxwide conducted a joint sales process discovery workshop with the client’s leadership and sales operations teams to define a comprehensive To-Be automation roadmap covering 70% of funnel activity. New sales workflows, data analytics tooling, digital prospecting capabilities, and omnichannel outbound automation were implemented. CRM workflows were redesigned and automated covering proposal generation, deal alerts, lead scoring, Slack notifications, and approval flows turning the CRM from an administrative burden into an active sales accelerator. 

 

  • Full-Funnel Automation Roadmap and Process Design — A structured discovery workshop aligned stakeholders on current-state gaps and future-state automation priorities, producing a sequenced roadmap addressing prospecting, qualification, nurturing, proposal, and deal management in an integrated programme rather than disconnected tool deployments. 
  • Digital Prospecting and Omnichannel Outreach Tooling — New tooling for data analytics, lead prospecting, and omnichannel outbound outreach spanning email, LinkedIn, and messaging channels gave the sales team a scalable, data-driven pipeline generation capability that did not depend on individual effort or personal relationship networks. 
  • CRM Workflow Automation Across the Full Sales Funnel — Salesforce CRM workflows were optimised and automated across proposal generation, deal stage management, lead scoring, alert notifications, and approval flows eliminating the manual administrative tasks consuming 40+ hours per person per month and refocusing selling capacity on revenue conversations. 

Our work in action

Account-Based Marketing ABM Lead Generation

The Impact

2x More Leads Generated Through Automation

Full-funnel automation combined with digital prospecting and intelligent lead scoring doubled lead generation volume expanding the active pipeline without increasing headcount and demonstrating the leverage that automation creates when deployed systematically across the entire sales funnel. 

40 Hours Saved Per Person Per Month

CRM workflow automation and elimination of manual administrative tasks recovered 40 hours per salesperson per month capacity reinvested in selling conversations, account development, and high-value relationship-building activities that no automation could replace. 

Improved Sales Productivity and Pipeline Velocity

With the administrative burden removed and the full funnel operating on intelligent automation, the sales team’s effective productivity measured in qualified opportunities progressed and deals closed improved significantly across the enterprise.

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