Automated Lead Prospecting System for $100M+ Enterprise

Allegiance Industries is a $100M+ facility services company headquartered in Columbia, South Carolina, with 1,200+ employees operating nationwide across janitorial, security, and electrical divisions. Their sales operation depended entirely on manual research -- individual reps would search LinkedIn, company websites, and industry directories one prospect at a time, spending 15-25 hours per week on prospecting alone. The team had experimented with purchasing lead lists from third-party data vendors, but the quality was poor: outdated contact information, missing direct phone numbers, and no way to verify whether a lead matched their ideal customer profile. With two major verticals to target -- Manufacturing and Education -- the volume of research required was throttling pipeline growth. Each vertical demanded different decision-maker titles, different company characteristics, and different qualifying criteria. A sales rep targeting a school district needed to find facilities directors, while one targeting a manufacturing plant needed operations managers. The manual approach could not scale to cover both verticals adequately. They needed a system that could find, research, and enrich decision-maker contacts at scale without adding headcount, and it needed to deliver leads that were ready for outreach the moment the sales team started their day.

How It Works Day-to-Day

The system operates on a fully autonomous daily cycle. Each morning at 8:00 AM, the Make.com orchestrator triggers and reads any new companies added to the Google Sheets inputs. The AI agent processes each company individually, researching the right decision-maker titles for the vertical, querying Apollo for verified contacts, and validating the data before pushing it to Zoho CRM. The sales team does not interact with the automation at all -- they simply add target companies to a spreadsheet when they identify new prospects and find enriched leads waiting in their CRM each morning. Reporting is built into the orchestration layer: every run logs how many companies were processed, how many contacts were found, and any errors encountered. If a company returns no valid contacts, it is flagged for manual review rather than silently dropped. The system requires no ongoing maintenance beyond occasional updates to targeting criteria when the team wants to adjust which job titles or company sizes they prioritise.