---
title: "From the sales plan to an enriched prospect list · Quentin Andrieux"
description: "One block of a salesperson's season plan becomes a list of enriched institutions and decision-makers, cross-checked with the ERP: 72 institutions, 351 contacts, 292 not in the ERP."
url: https://quentinandrieux.com/en/client-cases/from-sales-plan-to-prospect-list/
lang: en
author: Quentin Andrieux
updated: 2026-11-11
---

> Version texte de https://quentinandrieux.com/en/client-cases/from-sales-plan-to-prospect-list/ (the HTML page is the reference). Author : Quentin Andrieux, https://quentinandrieux.com/

[Home](https://quentinandrieux.com/en/) [Client cases](https://quentinandrieux.com/en/client-cases/) From plan to list

Events and media group · prospecting

# The plan says where to go. The list says whom to call.

For an events group: from one block of a salesperson's season plan, the module produces the list of institutions and decision-makers to call, enriched and already cross-checked with the ERP.

**72** institutions in the list produced from a single plan block

**351** contacts identified, 292 of them not in the ERP

**≈ \$5** of data credits for the full list

The flow

1.  **Plan block** Audience, offer, area, period, chosen by the salesperson.
2.  **Universe** Institutions in the area and their decision-makers.
3.  **Sorting** A classification model keeps what fits the block.
4.  **ERP check** Already a customer, known contact, or handled by a colleague.
5.  **List to call** Enriched, deduplicated institutions and contacts.

The plan says where to go, the list says whom to call.

## The context

Once the season plan was in place, the salespeople made their next request: the plan says where to go, it does not say whom to call. Building a list of institutions and finding the right contacts took most of their time, with several spreadsheets open. Their requirements: one central, deduplicated list, showing when an institution is already handled by a colleague.

## What was built

- The starting point: a real block from a salesperson's plan (two countries, a media offer).
- Building the universe of institutions and their decision-makers, through data services connected to an AI model.
- Sorting by a fast classification model: 2,337 organisations sorted in under two minutes, 1,200 people in under one minute.
- Cross-checking with the ERP: institution already a customer or not, contact already known or not.

Prospect list · "media offer" block *Fictional example*

| Institution  | City   | Decision-maker              | In the ERP             |
|--------------|--------|-----------------------------|------------------------|
| School A     | City 1 | Head of admissions          | New                    |
| University B | City 1 | Corporate relations manager | Customer               |
| School C     | City 2 | Head of marketing           | New                    |
| Institute D  | City 3 | Head of programmes          | Handled by a colleague |
| School E     | City 3 | Head of admissions          | New                    |

Fictional data.

## The result on a real block

On this block, the list holds 72 institutions and 351 contacts; 292 of those contacts and 33 institutions were not in the ERP. 23 of the 28 customers already known in the area were found. The cost in data credits: a few dollars for the whole list.

The module rests on three elements kept up to date over time: a reference list of institutions built once and maintained, targeting rules per brand set by management, and a clear answer on the right to store this data.

## Further reading

- [The full sales cockpit](https://quentinandrieux.com/en/client-cases/sales-cockpit-erp/)
- [Inbound requests: every request becomes a deal and gets followed up](https://quentinandrieux.com/en/client-cases/inbound-requests-event-agency/)