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Use Case Library›B2B Sales & CRM

Industry use cases · 02 / 20

B2B Sales & CRM

Give your sales team more time to sell.

Improve enquiry capture, prospect research, follow-up and pipeline visibility with practical workflows built around the way your team sells.

Explore the five use casesDiscuss your workflow →
Sales professional meeting a business client across a desk.
B2B Sales & CRM · Industry overview
Sales coordinator reviewing incoming enquiry cards on a monitor while speaking with a colleague.
Lead Capture, Qualification & CRM Routing
Use case 01 · UC-006

Lead Capture, Qualification & CRM Routing

The challenge

Enquiries arrive through websites, email and referrals, with incomplete details and duplicate entries making ownership unclear.

How SBS Ltd can help

Capture requests centrally, check required fields, detect possible duplicates and route opportunities using agreed qualification rules.

A common record would retain the enquiry source, customer requirement and assigned owner. Incomplete or ambiguous requests would enter a visible review queue, while potential duplicates would be checked before new CRM records are created. A named process owner would maintain the agreed rules, check exceptions and ensure staff understand how to handle failed or incomplete records.

Illustrative UK business scenario

An engineering supplier assigns technical and commercial enquiries to the right salesperson with a recorded next action.

Potential benefits

Fewer missed enquiries and more consistent sales accountability.

We would agree a baseline and success measures before implementation, then compare handling time, record quality and unresolved exceptions during a controlled pilot.

Appropriate controls

Review uncertain qualifications and restrict access to customer information.

Implementation would be quoted to scope after assessing your systems, available integrations and required controls.

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Business researcher comparing a company profile and a regional map on dual monitors.
Prospect Research & Account Enrichment
Use case 02 · UC-007

Prospect Research & Account Enrichment

The challenge

Salespeople spend hours checking company websites and databases, yet still lack a consistent view of commercial fit.

How SBS Ltd can help

Define the target account profile, gather permitted business information, verify sources and prepare segmented records for CRM review.

Research would distinguish verified facts from assumptions and record where important information was found. Account owners could review the proposed segmentation before records are imported, avoiding a larger database filled with weak or outdated prospect information. A named process owner would maintain the agreed rules, check exceptions and ensure staff understand how to handle failed or incomplete records.

Illustrative UK business scenario

An East Anglian B2B service provider researches manufacturing accounts against an agreed customer profile.

Potential benefits

More focused prospecting and less repetitive research administration.

We would agree a baseline and success measures before implementation, then compare handling time, record quality and unresolved exceptions during a controlled pilot.

Appropriate controls

Record source dates, verify business contacts and apply agreed suppression procedures.

Implementation would be quoted to scope after assessing your systems, available integrations and required controls.

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Salesperson reviewing a task calendar and proposal folder while making a follow-up call.
Sales Follow-up & Task Automation
Use case 03 · UC-008

Sales Follow-up & Task Automation

The challenge

Proposals and meetings do not consistently produce follow-up tasks, leaving promising opportunities dependent on individual memory.

How SBS Ltd can help

Create tasks from agreed sales milestones, record commitments and flag inactive opportunities to the responsible salesperson.

Follow-up rules would connect to recorded customer commitments and agreed sales stages. Completed tasks would update the opportunity history, while a pause or customer objection would stop inappropriate reminders and return the case to the salesperson. A named process owner would maintain the agreed rules, check exceptions and ensure staff understand how to handle failed or incomplete records.

Illustrative UK business scenario

A consultancy receives a reminder after issuing a proposal and reviews opportunities without a confirmed next step.

Potential benefits

More consistent follow-up and clearer pipeline ownership.

We would agree a baseline and success measures before implementation, then compare handling time, record quality and unresolved exceptions during a controlled pilot.

Appropriate controls

Respect communication preferences and require approval of significant customer messages.

Implementation would be quoted to scope after assessing your systems, available integrations and required controls.

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Consultant reviewing a neatly formatted proposal draft beside approved reference documents.
Proposal & Sales Document Preparation
Use case 04 · UC-009

Proposal & Sales Document Preparation

The challenge

Repeatedly copying earlier proposals can introduce outdated terms, inconsistent pricing and avoidable formatting errors.

How SBS Ltd can help

Populate approved templates from structured customer and CRM information, then route a controlled draft for commercial review.

Approved descriptions, scope sections and commercial terms would be maintained separately from customer-specific inputs. The draft would make missing requirements visible and retain a version history, helping reviewers see what changed before authorising issue. A named process owner would maintain the agreed rules, check exceptions and ensure staff understand how to handle failed or incomplete records.

Illustrative UK business scenario

A consultancy prepares an initial service proposal using validated requirements and approved scope wording.

Potential benefits

Faster preparation, consistent presentation and better version control.

We would agree a baseline and success measures before implementation, then compare handling time, record quality and unresolved exceptions during a controlled pilot.

Appropriate controls

Validate pricing and contractual terms and require final commercial sign-off.

Implementation would be quoted to scope after assessing your systems, available integrations and required controls.

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Sales manager examining a pipeline dashboard during a small team forecast meeting.
Pipeline Forecasting & Opportunity Alerts
Use case 05 · UC-010

Pipeline Forecasting & Opportunity Alerts

The challenge

Forecasts depend on inconsistent updates, while stale opportunities and slipping decision dates can remain unnoticed.

How SBS Ltd can help

Agree sales-stage definitions, monitor material changes, flag stale deals and prepare forecast summaries for review.

Forecast summaries would show changes in value, expected date and next action alongside the current stage. Managers could challenge assumptions and record an updated view, rather than treating an automated probability as a confirmed sales commitment. A named process owner would maintain the agreed rules, check exceptions and ensure staff understand how to handle failed or incomplete records.

Illustrative UK business scenario

A technology provider checks opportunities approaching their expected close date without a recorded next action.

Potential benefits

Better forecasting discipline and more focused sales reviews.

We would agree a baseline and success measures before implementation, then compare handling time, record quality and unresolved exceptions during a controlled pilot.

Appropriate controls

Distinguish probability estimates from confirmed orders and validate CRM completeness.

Implementation would be quoted to scope after assessing your systems, available integrations and required controls.

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From idea to practical improvement

Understand. Simplify. Automate where justified.

Understand the work

Review the business problem, existing systems, information and decision owners within an agreed scope.

Choose a useful starting point

Assess value, feasibility and controls before agreeing a focused pilot and implementation scope.

Check the result

Test with realistic examples, confirm ownership and monitor agreed measures before wider use.

Common questions

Before you start

Are these completed SBS client projects?

No. These are illustrative scenarios showing how a workflow could be improved. They do not claim measured customer results or guaranteed outcomes.

Will we need to replace our existing systems?

Not necessarily. We first consider existing processes and tools. Feasibility depends on supported integrations, licences, permissions and data quality.

Can we start with one use case?

Yes. A focused assessment can identify a useful starting point, define success measures and establish an appropriate implementation scope.

How much will implementation cost?

Implementation is quoted to scope. The initial review helps establish the requirements, system dependencies, delivery responsibilities and controls before a solution is commissioned.

A practical next step

Where could a better workflow make a difference?

Start with the business problem. We assess the process, the available information and where automation could add measurable value.

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Consultancy led by SBS. Implementation matched to your needs.

SBS leads the business assessment, workflow design and business case. We select suitable technical delivery expertise alongside discovery, based on the systems, skills and capacity your project requires. Implementation scope, costs, responsibilities and support are agreed after technical validation.