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B2B Lead Enrichment: Auto-Score and Route Prospects with Lusha and Capsule CRM
Most B2B sales teams lose time doing the same thing repeatedly: a new lead arrives, someone manually looks up the company, checks the contact's job title, guesses at fit, and finally drops it into a CRM — often hours later, sometimes never. If that sounds familiar, this workflow is built for you.
By connecting Lusha — which provides GDPR-compliant B2B contact and company data for prospecting and CRM enrichment — with Capsule CRM and an n8n automation workflow, you can enrich every inbound lead automatically, assign a score based on fit criteria, and route high-priority prospects to the right sales rep without touching a single record manually.
What You Will Build
The workflow covers three stages:
- Enrich: Pull verified contact and company data the moment a lead enters your pipeline.
- Score: Apply a simple rule-based score based on company size, industry, job seniority and other fit signals.
- Route: Push scored leads into the right pipeline stage or owner inside Capsule CRM, and trigger a follow-up task automatically.
Tools Used
- Lusha – B2B data enrichment and prospecting, GDPR-compliant
- Capsule CRM – contact and pipeline management for small teams
- n8n – open-source workflow automation connecting all the pieces
Step 1 – Trigger: New Lead Arrives
Your trigger depends on where leads come from. Common sources include a website form (Typeform, Tally, or a custom webhook), a LinkedIn lead gen form, or a manual CSV import. In n8n, set up a Webhook node or use one of the 400+ built-in integrations to catch the incoming lead data. At minimum you need an email address or a company domain to start enrichment.
Step 2 – Enrich with Lusha
Add an HTTP Request node in n8n pointed at the Lusha API. Pass the email address or domain from the trigger payload. Lusha returns enriched data including:
- Verified direct email and phone number
- Job title and seniority level
- Company name, industry and employee count
- LinkedIn profile URL
All data returned by Lusha is sourced in a GDPR-compliant way, which is important if you are selling into European markets. Store the full enrichment response in a variable for use in the next step.
Step 3 – Score the Lead
Use a Function node (or n8n's built-in IF / Switch nodes) to calculate a numeric score. A simple scoring model might look like this:
- Company size 50–500 employees → +30 points
- Industry matches target list (SaaS, Manufacturing, Logistics) → +25 points
- Job title is C-level or VP → +30 points
- Direct phone number available → +15 points
Leads scoring 70+ are flagged as Hot, 40–69 as Warm, and below 40 as Cold. You can adjust thresholds to match your own ideal customer profile.
Step 4 – Create or Update the Contact in Capsule CRM
Using the Capsule CRM node in n8n (or an HTTP Request to the Capsule REST API), create a new contact or update an existing one with all enriched fields. Map the Lusha output directly to Capsule custom fields:
- Job seniority → custom field Seniority
- Employee count → custom field Company Size
- Lead score → custom field Score
- Score tier → custom field Lead Tier (Hot / Warm / Cold)
Step 5 – Route Based on Score
Add a Switch node in n8n with three branches:
- Hot leads: Move to the Qualified pipeline stage in Capsule CRM, assign to your senior sales rep, and create a follow-up task due within 24 hours.
- Warm leads: Move to the Nurturing stage and schedule a follow-up task for 3 days out.
- Cold leads: Tag as Low Priority and optionally add to a drip sequence via Transpond (Capsule's native email marketing tool) for long-term nurturing.
Step 6 – Notify the Sales Rep
For Hot leads, trigger a Slack message, a Teams notification, or an email alert so the assigned rep knows immediately. Include the lead name, company, score, job title and a direct link to the Capsule CRM record. This cuts the time between lead arrival and first contact to under an hour.
Keeping the Workflow Reliable
A few practices that make this workflow production-ready:
- Handle API errors gracefully: If Lusha returns no data for a contact, let the lead pass through with a default score of 0 and flag it for manual review.
- Avoid duplicates: Before creating a new Capsule contact, search by email first. Update existing records rather than creating duplicates.
- Log every enrichment: Write a row to a Google Sheet or Airtable for auditing — useful for GDPR data tracking as well.
- Rate limits: Lusha API calls are credit-based. Use n8n's built-in rate-limiting options to avoid burning credits on junk leads. Filter out generic emails (info@, contact@) before hitting the API.
Results You Can Expect
Teams that implement this kind of enrichment-and-scoring flow typically report:
- 50–70 % reduction in time spent on manual lead research
- Higher contact rates because reps call verified direct numbers
- Cleaner CRM data from day one, without relying on reps to fill in fields
- Faster follow-up on the leads that actually matter
What to Build Next
Once the core flow is running, consider these extensions:
- Connect Transpond to auto-enrol Warm and Cold leads into email sequences synced with your Capsule CRM contacts, so no lead goes cold without a touchpoint.
- Add a step that checks whether the company domain appears in your existing Capsule CRM accounts — if it does, route the lead as a potential upsell rather than a new prospect.
- Use n8n's scheduling trigger to run a nightly re-enrichment job on contacts that are 90+ days old in your pipeline.
If you want to build this lead enrichment and routing workflow without writing backend code, you can get started via n8n — including open-source workflow automation with 400+ integrations and a self-hosted or cloud option — to connect Lusha, Capsule CRM and your sales tools in one automated pipeline.