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Data Enablement Sales Enablement · Sustainability

Sales-ready sustainability intelligence from scattered market data.

A focused data enablement project for Sustainable Industries: extracting, cleaning, filtering, and preparing high-value sustainability market data so sales teams could target the right companies and present the product with confidence.

Sales

Team Enablement

Clean

Prospect Data

CRM

Ready Outputs

Data Extraction Prospect Selection Sales Intelligence CRM Support

Sustainable Industries sales data enablement case study

About the client

Sustainable Industries is a CommonShare business line focused on sustainability-driven market development, where the quality of prospect data directly affects sales targeting, outreach, and product adoption.

The engagement focused on building the data layer behind sales execution: finding relevant market data, cleaning it, selecting the right companies, preparing usable lists, and supporting the sales team in understanding how to communicate the product.

Goals

Extract useful company and market data from scattered sustainability-related sources.

Clean, deduplicate, normalize, and structure the data into sales-ready formats.

Select the right companies and segments for the sales team to target.

Support sales calls and internal training so the team could present the product clearly.

Challenges

What the work had to solve

Scattered
Market Data

Useful prospect information lived across fragmented sources, requiring extraction, cleaning, consolidation, and commercial interpretation before sales could use it.

Cleaning & Selection
Reliability

The output had to be more than a raw list: records needed deduplication, normalization, relevance filtering, and practical fields for outreach.

Sales Team
Enablement

Sales needed clean target lists plus context around why the product mattered and how to communicate it to prospects.

Prospect Data
Quality

Targeting depended on reliable company selection, clean fields, relevant segmentation, and data that the sales team could trust.

CRM & Process
Alignment

Prepared data had to connect with CRM usage and sales processes so it could move directly into outreach and follow-up.

Solution Development

What was delivered

A complete data function spanning engineering, analytics, sustainability data management, CRM support, team leadership, recruitment, and business enablement.

Focused Extraction & Cleaning

For sales targeting

Extraction Workflows

Created extraction workflows to gather relevant sustainability and industry data from scattered sources and prepare it for commercial use.

Focused Cleaning & Structuring

Cleaned, normalized, deduplicated, and structured datasets so sales could work from reliable company and contact information.

Qualified Target Selection

Reduced repetitive manual work by automating recurring extraction, manipulation, preparation, and reporting tasks.

Sales Data & Product Enablement

For sales execution

Prospect Selection

Selected and prioritized the most relevant companies and segments so the sales team could focus on high-potential opportunities.

CRM & Sales Operations

Prepared targeted datasets, segmentation outputs, CRM-ready lists, and structured information for commercial execution.

Product Presentation Support

Joined calls with the sales team to explain the product context, clarify the value proposition, and help them present the offer more effectively.

Sales Enablement

Commercial support

Sales Data Packages

Prepared clean, usable datasets and target lists for outreach, CRM work, and sales follow-up.

Product Positioning Support

Helped the sales team understand the product context, value proposition, and how to present it to prospects.

Sales Team Coaching

Participated in calls with the sales team to explain the product and improve the way it was presented commercially.

Data & CRM Systems

Operational layer

Scripts & Data Workflows

Scripts and repeatable workflows for extraction, cleaning, formatting, enrichment, and selection of prospect data.

CRM Preparation

CRM-ready formatting, list preparation, and structured records that reduced friction between data preparation and sales execution.

Enablement & Coordination

Sales alignment

Sales Calls & Training

Worked directly with sales teams to explain how to position the Sustainable Industries product and use the prepared data.

Cross-Team Alignment

Managed communication between data, sustainability, sales, marketing, events, operations, and leadership teams.

Capabilities Used

How the work was done

A practical data stack built around automation, structured storage, analytics, reporting, CRM support, and team-scale workflows.

Achieved Results

The outcome

Sales-ready

Raw sustainability and market data became structured, cleaned, prioritized, and usable for sales targeting.

Targeted

Created structured, cleaned, and prioritized datasets that sales teams could use directly for targeting and outreach.

Cleaner

Raw sustainability and market data became cleaner, less duplicated, and easier to use in CRM and outreach workflows.

Enabled

Sales targeting became more focused through better company selection, segmentation, and usable context around prospects.