🎯 Lead Generation System

Complete B2B lead generation machine combining Apollo.io, Google Search, LinkedIn scraping, and AI-powered qualification into one automated system.

🎬 Demo Video

See the Full System in Action

▶️ Watch Full Demo on YouTube (5 minutes)

Generate, enrich, and qualify thousands of high-quality B2B leads automatically. This intelligent system finds prospects from multiple sources, enriches profiles with complete data, and scores lead quality using AI.

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📋 Table of Contents

• Overview
• Key Features
• System Architecture
• Five Automated Workflows
• Tech Stack
• Prerequisites
• Installation
• Configuration
• Usage Guide
• Airtable Structure
• API Configuration
• Lead Qualification
• Troubleshooting
• Best Practices
• License

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🎯 Overview

Lead Generation System is an enterprise-grade automation that combines multiple lead sources and enrichment methods into a single, intelligent workflow. It scrapes leads from Apollo.io, finds prospects via Google Search, enriches all profiles with LinkedIn data, and uses AI to qualify leads against your Ideal Customer Profile (ICP).

Who Is This For?

• 🏢 B2B Sales Teams - Scale prospecting from dozens to thousands of leads
• 📈 Marketing Agencies - Build targeted prospect lists for clients
• 💼 Growth Teams - Automate entire lead generation pipeline
• 🚀 Startups - Compete with enterprise-level prospecting capabilities
• 👥 SDR Teams - Focus on outreach instead of manual research

The Problem It Solves

Traditional B2B lead generation requires:

• Manually searching Apollo or LinkedIn Sales Navigator
• Copying data into spreadsheets one by one
• Researching company websites for qualification
• Scoring leads subjectively
• Days of work for hundreds of leads

This system automates everything in hours, processing thousands of leads with consistent quality and AI-powered scoring.

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✨ Key Features

🔄 Multi-Source Lead Generation

• Apollo.io search result scraping
• Google Search for LinkedIn profiles
• Dual-channel approach maximizes coverage
• Configurable lead limits per campaign

🔍 Comprehensive Lead Enrichment

• Full LinkedIn profile scraping via Apify
• Company website data extraction
• 25+ data fields per lead
• Mobile numbers and emails
• Work experience history
• Company size and details

🤖 AI-Powered Lead Qualification

• Google Gemini analyzes each lead
• Scores 0-10 based on ICP fit
• Considers job title, company type, size, location
• Analyzes website content automatically
• Natural language ICP definitions

📊 Intelligent Data Management

• Organized Airtable base structure
• Campaign-based lead organization
• Automatic status tracking
• ICP details stored with each lead
• Easy export to CRM systems

⚡ Flexible Workflow Routing

• 5 distinct workflow paths
• Webhook-triggered automation
• Process leads from any source
• Enrich existing databases
• Qualify pre-scraped leads

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🏗️ System Architecture

┌─────────────────────────────────────────────────────────────────┐
│                      WEBHOOK TRIGGER                             │
│              (Single endpoint, multiple actions)                 │
└───────────────────────┬─────────────────────────────────────────┘
                        │
                        ↓
┌─────────────────────────────────────────────────────────────────┐
│                    SWITCH ROUTER                                 │
│          Directs to appropriate workflow branch                  │
├─────────────────────────────────────────────────────────────────┤
│                                                                  │
│  1. ScrapeApollo                                                │
│  2. EnrichApolloProfiles                                        │
│  3. ScrapeLinkedInProfiles                                      │
│  4. EnrichLinkedInProfiles                                      │
│  5. QualifyLeads                                                │
│                                                                  │
└───────────────────────┬─────────────────────────────────────────┘
                        │
            ┌───────────┴───────────┐
            │                       │
            ↓                       ↓
┌─────────────────────┐  ┌─────────────────────┐
│  APOLLO WORKFLOW    │  │ LINKEDIN WORKFLOW   │
├─────────────────────┤  ├─────────────────────┤
│                     │  │                     │
│ • Scrape Apollo     │  │ • Build Google Query│
│ • Extract Leads     │  │ • Search LinkedIn   │
│ • Store in Airtable │  │ • Paginate Results  │
│ • Trigger Enrich    │  │ • Store Profiles    │
│                     │  │ • Trigger Enrich    │
└──────────┬──────────┘  └──────────┬──────────┘
           │                        │
           └────────────┬───────────┘
                        │
                        ↓
┌─────────────────────────────────────────────────────────────────┐
│                  ENRICHMENT WORKFLOW                             │
├─────────────────────────────────────────────────────────────────┤
│                                                                  │
│  • Fetch Lead from Airtable                                     │
│  • Scrape LinkedIn Profile (Apify)                              │
│  • Extract 25+ data fields                                      │
│  • Parse experience, company, contact info                      │
│  • Update Airtable with enriched data                           │
│                                                                  │
└───────────────────────┬─────────────────────────────────────────┘
                        │
                        ↓
┌─────────────────────────────────────────────────────────────────┐
│                 QUALIFICATION WORKFLOW                           │
├─────────────────────────────────────────────────────────────────┤
│                                                                  │
│  1. Fetch Lead Data from Airtable                               │
│  2. Extract Company Website with Tavily                         │
│  3. Send to Google Gemini with ICP                              │
│  4. AI Analyzes Fit (Job, Company, Industry)                    │
│  5. Returns Score 0-10                                          │
│  6. Update Airtable with Qualification Score                    │
│                                                                  │
└─────────────────────────────────────────────────────────────────┘
                        │
                        ↓
┌─────────────────────────────────────────────────────────────────┐
│                      AIRTABLE DATABASE                           │
├─────────────────────────────────────────────────────────────────┤
│                                                                  │
│  • Apollo Campaigns & Leads                                     │
│  • Google Search Campaigns & Leads                              │
│  • Aggregated Emails (Qualified Leads)                          │
│  • Full lead profiles with 25+ fields                           │
│  • Qualification scores and ICP details                         │
│                                                                  │
└─────────────────────────────────────────────────────────────────┘

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🔄 Five Automated Workflows

1️⃣ Workflow: ScrapeApollo

Purpose: Extract leads from Apollo.io search results

Trigger: Webhook with action=ScrapeApollo

Process:

1. Reads Apollo campaign from Airtable
2. Calls Apify Apollo Scraper with search URL
3. Scrapes specified number of leads
4. Inserts into Apollo Leads table
5. Updates campaign status to "Scraping Complete"

Output: Apollo leads with basic info (name, title, company, email)

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2️⃣ Workflow: EnrichApolloProfiles

Purpose: Enrich Apollo leads with full LinkedIn profile data

Trigger: Webhook with action=EnrichApolloProfiles

Process:

1. Reads lead from Apollo Leads table
2. Calls Apify LinkedIn Profile Scraper
3. Extracts 25+ data fields
4. Parses experience, company details
5. Updates lead with enriched data

Output: Fully enriched Apollo lead ready for qualification

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3️⃣ Workflow: ScrapeLinkedInProfiles

Purpose: Find LinkedIn profiles via Google Search based on ICP

Trigger: Webhook with action=ScrapeLinkedInProfiles

Process:

1. Reads Google Search campaign from Airtable
2. Builds search query: site:linkedin.com/in/ [Job Title] [Company Type] [Location]
3. Calls Serper.dev API for Google results
4. Handles pagination (20 results per page)
5. Extracts LinkedIn profile URLs from search results
6. Inserts into Google Search Leads table
7. Stores ICP details with each lead
8. Updates campaign status

Output: LinkedIn profile URLs matching ICP criteria

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4️⃣ Workflow: EnrichLinkedInProfiles

Purpose: Enrich Google-found LinkedIn profiles with full data

Trigger: Webhook with action=EnrichLinkedInProfiles

Process:

1. Reads lead from Google Search Leads table
2. Calls Apify LinkedIn Profile Scraper
3. Extracts complete profile information
4. Updates lead with enriched data

Output: Fully enriched LinkedIn lead ready for qualification

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5️⃣ Workflow: QualifyLeads

Purpose: Score leads using AI against ICP

Trigger: Webhook with action=QualifyLeads

Process:

1. Reads lead from Aggregated Emails table
2. Extracts company website content with Tavily
3. Sends to Google Gemini with:
   • Target ICP (job title, location, company type, size)
   • Lead data (title, headline, about, company)
   • Raw website content
4. AI analyzes fit and returns score 0-10
5. Updates Airtable with qualification score

Output: Qualified lead with AI-generated score

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🛠️ Tech Stack

Category	Technology	Purpose
Automation	n8n	Workflow orchestration
Database	Airtable	Lead storage and campaign management
Scraping	Apify	Apollo scraper, LinkedIn profile scraper
Search	Serper.dev	Google Search API for LinkedIn discovery
Web Extraction	Tavily	Company website content extraction
AI Qualification	Google Gemini 2.0 Flash	Lead scoring against ICP
Triggers	Webhooks	Airtable automation triggers

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📦 Prerequisites

Required Accounts

Service	Required?	Purpose	Cost
n8n	✅ Yes	Workflow automation	Free (self-hosted) or $20/mo
Airtable	✅ Yes	Database & UI	Free tier available
Apify	✅ Yes	LinkedIn scraping	$49/mo or pay-per-use
Serper.dev	✅ Yes	Google Search API	$50/mo for 5,000 searches
Tavily	✅ Yes	Web content extraction	Free tier: 1,000 requests/mo
Google Gemini	✅ Yes	AI lead qualification	Free tier available

API Keys Needed

• ✅ Airtable Personal Access Token
• ✅ Apify API Token
• ✅ Serper.dev API Key
• ✅ Tavily API Key
• ✅ Google Gemini API Key

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🔄 Workflow Comparison Table

Workflow	Source	Output	Use Case
Scrape Apollo	Apollo.io	Basic leads	Have Apollo subscription
Scrape LinkedIn	Google Search	LinkedIn URLs	No Apollo, use ICP search
Enrich Apollo	Airtable	Full profiles	Enrich Apollo leads
Enrich LinkedIn	Airtable	Full profiles	Enrich Google leads
Qualify Leads	Airtable	AI scores	Score any leads

📈 Performance Metrics Table

Metric	Value	Notes
Apollo Scraping	50 leads/min	Depends on Apify
Google Search	20 profiles/min	Serper.dev limit
Enrichment	30 sec/lead	Apify processing
Qualification	5 sec/lead	Gemini AI speed
Daily Capacity	50,000+ leads	With proper setup
Cost per Lead	$0.05-0.15	API costs

🚀 Installation

Step 1: Download Workflow

1. Download Lead Generation System.json from this repository
2. Save to your local machine

Step 2: Import to n8n

1. Open your n8n instance
2. Click "Workflows" → "Import from File"
3. Select the JSON file
4. Click "Import"

Step 3: Set Up Airtable Base

Create Airtable Base

1. Create new base: "Lead Generation Machine"
2. Create the following tables:

Table 1: Apollo Campaigns

Fields:
- Campaign Name (Single line text)
- Apollo Search URL (URL)
- Number Of Leads (Number)
- ICP Details (Long text)
- Start Campaign (Checkbox)
- Campaign Status (Single select: Idle, Scraping Leads, Scraping Complete)

Table 2: Apollo Leads

Fields:
- Name (Single line text)
- First Name (Single line text)
- Last Name (Single line text)
- Title (Single line text)
- Headline (Single line text)
- Company (Single line text)
- Industry (Single line text)
- Website (URL)
- Company LinkedIn Url (URL)
- Email (Email)
- LinkedIn Profile Url (URL)
- City (Single line text)
- Country (Single line text)
- LinkedIn Headline (Long text)
- About (Long text)
- Experience (Long text)
- Mobile Number (Phone)
- Company Size (Single line text)
- ICP Details (Long text)
- Apollo Campaigns (Link to Apollo Campaigns)

Table 3: Google Search Campaigns

Fields:
- Campaign Name (Single line text)
- Job Title (Single line text)
- Company Type (Single line text)
- Location (Single line text)
- CompanySize (Single line text)
- Industry (Single line text)
- Number Of Leads (Number)
- Campaign Status (Single select)
- Start Campaign (Checkbox)

Table 4: Google Search Leads

Fields:
- Title (Single line text)
- Linkedin Profile Url (URL)
- LinkedIn Profile Snippet (Long text)
- ICP Details (Long text)
- First Name (Single line text)
- Last Name (Single line text)
- Headline (Long text)
- Address (Single line text)
- About (Long text)
- experianceDetails (Long text)
- email (Email)
- Company Name (Single line text)
- companyWebsite (URL)
- Company LinkedIn (URL)
- Company Size (Single line text)
- Job Title (Single line text)
- Mobile Number (Phone)
- Google Search Campaigns (Link to Google Search Campaigns)

Table 5: Aggregated Emails

Fields:
- First Name (Single line text)
- Last Name (Single line text)
- Title (Single line text)
- Headline (Long text)
- Company (Single line text)
- Industry (Single line text)
- Website (URL)
- Company LinkedIn Url (URL)
- Email (Email)
- LinkedIn Profile Url (URL)
- City (Single line text)
- Country (Single line text)
- LinkedIn Headline (Long text)
- About (Long text)
- Experience (Long text)
- Mobile Number (Phone)
- Company Size (Single line text)
- ICP (Long text)
- Qualification Score (Number)
- Apollo Campaigns (Link to Apollo Campaigns)

Get Airtable Credentials

1. Go to https://airtable.com/create/tokens
2. Create new token with scopes:
   • data.records:read
   • data.records:write
   • schema.bases:read
3. Add access to your base
4. Copy token

Step 4: Configure API Keys

Open the imported workflow and update these nodes:

1. Airtable Credentials

All Airtable nodes need credentials:

• In n8n: Settings → Credentials
• Add "Airtable Personal Access Token"
• Paste your token

2. Apify Token

In nodes:

• "Apollo Scraper"
• "Apify" (both instances)
• "Apify1"

Replace INSERT_API_KEY_HERE with your Apify token in the URL:

https://api.apify.com/v2/acts/[actor]/run-sync-get-dataset-items?token=YOUR_TOKEN

3. Serper.dev Key

Nodes: "SerperDev", "SerperDev1"

1. Create Header Auth credential in n8n
2. Header name: X-API-KEY
3. Header value: Your Serper.dev API key

4. Tavily API Key

Node: "Tavily Extract"

In header parameters:

Authorization: Bearer YOUR_TAVILY_API_KEY

5. Google Gemini

Node: "Google Gemini Chat Model6"

1. Get API key from https://aistudio.google.com/app/apikey
2. Add to n8n credentials: "Google Gemini(PaLM) Api"

Step 5: Update Base IDs

In all Airtable nodes, update:

• Base ID: Your Airtable base ID
• Table IDs: Your table IDs

Find these in Airtable URL:

https://airtable.com/appXXXXXXXXXXXXXX/tblYYYYYYYYYYYYYY
                      ^^^^^^^^^^^^^^^^  ^^^^^^^^^^^^^^^^
                      Base ID           Table ID

Step 6: Activate Workflow

1. Click "Active" toggle (top-right)
2. Workflow is now live and ready!

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⚙️ Configuration

Webhook URL

After activation, get your webhook URL from the "Webhook" node:

https://your-n8n-instance.com/webhook/lead-machine-v2

Airtable Automations

Create automations in each campaign table:

For Apollo Campaigns:

When: Record matches conditions
Condition: Start Campaign = true
Action: Send webhook request
URL: [Your webhook URL]?action=ScrapeApollo&recordId={Record ID}
Method: GET

For Google Search Campaigns:

When: Record matches conditions
Condition: Start Campaign = true
Action: Send webhook request
URL: [Your webhook URL]?action=ScrapeLinkedInProfiles&recordId={Record ID}
Method: GET

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📖 Usage Guide

Scenario 1: Generate Leads from Apollo

Step 1: Create Campaign

1. Open Apollo Campaigns table
2. Add new record:
   • Campaign Name: "SaaS Founders Q1 2025"
   • Apollo Search URL: [Your saved search URL]
   • Number Of Leads: 100
   • ICP Details: "Series A/B SaaS founders in USA"
   • Start Campaign: ☑️

Step 2: Wait for Scraping

• Campaign Status changes to "Scraping Leads"
• Workflow scrapes leads from Apollo
• Leads appear in Apollo Leads table
• Status updates to "Scraping Complete"

Step 3: Enrich Profiles

For each lead you want to enrich:

1. In Airtable, create automation or button
2. Trigger webhook: ?action=EnrichApolloProfiles&recordId={ID}
3. System scrapes full LinkedIn profile
4. Updates lead with 25+ data fields

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Scenario 2: Find Leads via Google Search

Step 1: Define ICP Campaign

1. Open Google Search Campaigns table
2. Add new record:
   • Campaign Name: "Agency Founders NYC"
   • Job Title: "Founder"
   • Company Type: "Marketing Agency"
   • Location: "New York"
   • CompanySize: "10-50"
   • Industry: "Marketing"
   • Number Of Leads: 50
   • Start Campaign: ☑️

Step 2: Automatic Discovery

• System builds Google query automatically
• Searches: site:linkedin.com/in/ Founder Marketing Agency New York
• Handles pagination (20 results per page)
• Extracts LinkedIn profile URLs
• Inserts into Google Search Leads table

Step 3: Enrich & Qualify

1. Trigger enrichment for each lead
2. Then trigger qualification
3. AI scores lead 0-10 based on ICP fit

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Scenario 3: Qualify Existing Leads

If you have leads in Aggregated Emails table:

1. Ensure lead has:
   • Company website
   • Title, Headline, About
   • ICP Details field populated
2. Trigger webhook: ?action=QualifyLeads&recordId={ID}
3. System extracts website content
4. AI analyzes fit against ICP
5. Returns score 0-10
6. Updates Qualification Score field

Score Interpretation:

• 10: Perfect ICP fit - highest priority
• 8-9: Strong fit - definitely contact
• 7: Good fit - contact-worthy
• 5-6: Moderate fit - investigate further
• 2-4: Weak fit - low priority
• 0-1: Not qualified - skip

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📊 Airtable Structure

Workflow

Campaign Creation → Lead Scraping → Profile Enrichment → Lead Qualification
       ↓                  ↓                 ↓                    ↓
Apollo/Google      Raw Profiles    Full LinkedIn Data    Scored Leads
  Campaigns           Table           Updated            Ready for Outreach

Data Flow

Apollo Campaign
    ↓
Apollo Leads (Basic)
    ↓
Apollo Leads (Enriched) ─────→ Aggregated Emails
                                       ↓
Google Search Campaign          Qualified Leads
    ↓                           (With Scores)
Google Search Leads (URLs)
    ↓
Google Search Leads (Enriched) ──→ Aggregated Emails

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🔐 API Configuration

Apify Actors Used

1. Apollo Scraper

Actor: (Custom Apify actor)
Endpoint: /v2/acts/[actor-id]/run-sync-get-dataset-items
Parameters:
- url: Apollo search URL
- totalRecords: Number of leads to scrape
- fileName: Output file name

2. LinkedIn Profile Scraper

Actor: dev_fusion~linkedin-profile-scraper
Endpoint: /v2/acts/dev_fusion~linkedin-profile-scraper/run-sync-get-dataset-items
Parameters:
- profileUrls: Array of LinkedIn URLs

Serper.dev Configuration

POST https://google.serper.dev/search

Headers:
{
  "X-API-KEY": "your_api_key",
  "Content-Type": "application/json"
}

Body:
{
  "q": "site:linkedin.com/in/ Founder Marketing Agency",
  "num": 20,
  "page": 1
}

Tavily Configuration

POST https://api.tavily.com/extract

Headers:
{
  "Authorization": "Bearer your_api_key"
}

Body:
{
  "urls": ["https://company-website.com"],
  "include_images": false,
  "extract_depth": "basic"
}

Google Gemini Prompt

The AI uses this system prompt for qualification:

You are a Lead Qualification Analyst. Analyze lead data against ICP.
Return ONLY a number 0-10 representing fit quality.

Input:
- Target ICP (job title, location, company type, size)
- Lead Data (title, headline, about, company details)
- Raw Website Content

Scoring:
- 10: Perfect fit on all criteria
- 7-9: Strong fit
- 4-6: Moderate fit
- 0-3: Weak/no fit

Output: Single integer only.

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🐛 Troubleshooting

Issue: Apollo Scraping Fails

Error: "Actor not found" or 401 error

Solution:

1. Verify Apify token is correct
2. Check actor ID is correct in URL
3. Ensure sufficient Apify credits
4. Test actor directly in Apify console

---

Issue: LinkedIn Profiles Not Found

Error: Empty results from Google Search

Solution:

1. Check Serper.dev API key is valid
2. Verify search query is constructed correctly
3. Try broader search terms
4. Ensure Number Of Leads is reasonable (50-100)

---

Issue: Profile Enrichment Fails

Error: "Profile not found" or timeout

Solution:

1. Verify LinkedIn URL is valid and public
2. Check Apify actor is running
3. Increase timeout in HTTP Request node (60s)
4. Ensure profile URL format: linkedin.com/in/username

---

Issue: AI Qualification Returns Invalid Score

Error: AI returns text instead of number

Solution:

1. Check Gemini API key is valid
2. Verify prompt hasn't been modified
3. Ensure model is "gemini-2.0-flash"
4. Check if website URL is accessible
5. Add parsing logic to extract number from response

---

Issue: Airtable Webhook Not Triggering

Error: Campaign starts but workflow doesn't run

Solution:

1. Verify workflow is Active in n8n
2. Check webhook URL is correct in Airtable automation
3. Include ?action= and &recordId= parameters
4. Test webhook URL manually in browser
5. Check n8n execution logs for errors

---

💡 Best Practices

Campaign Setup

✅ Do:

• Start with 50-100 leads per campaign
• Define clear ICP criteria
• Use specific job titles and locations
• Test with small batch first

❌ Don't:

• Request 1000+ leads at once (rate limits)
• Use vague search terms
• Skip ICP definition
• Forget to activate workflow

---

Lead Enrichment

✅ Do:

• Enrich in batches of 50-100
• Verify URLs are public LinkedIn profiles
• Check Apify credits before large batches
• Monitor for failures and retry

❌ Don't:

• Enrich thousands simultaneously
• Use expired or invalid URLs
• Skip manual spot-checks
• Ignore errors in logs

---

Lead Qualification

✅ Do:

• Define detailed ICP in natural language
• Include company website when possible
• Review AI scores for accuracy
• Adjust ICP based on results

❌ Don't:

• Use vague ICP definitions
• Qualify without website data
• Trust scores blindly without review
• Skip manual validation of top scores

---

📄 License

This project is licensed under the MIT License.

What This Means

✅ Commercial use allowed
✅ Modification allowed
✅ Distribution allowed
✅ Private use allowed
⚠️ No warranty or liability

---

🌟 Acknowledgments

Built with powerful tools:

• n8n - Workflow automation
• Airtable - Database and UI
• Apify - Web scraping
• Serper.dev - Google Search API
• Tavily - Web content extraction
• Google Gemini - AI qualification

---

🚀 Roadmap

Planned Features

• Email verification integration
• CRM direct export (HubSpot, Salesforce)
• Automated outreach sequences
• Duplicate detection across campaigns
• Lead scoring dashboard
• Bulk enrichment interface
• Apollo.io direct API integration
• LinkedIn Sales Navigator scraping
• Company technographics data
• Industry-specific ICP templates

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💬 Support

Get Help

• 📧 Email: [email protected]
• 🐛 GitHub Issues: Report bugs

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📈 Performance Stats

Processing Times:

• Apollo scraping: ~2 min per 100 leads
• LinkedIn profile enrichment: ~30 sec per lead
• Google Search: ~1 min per 50 profiles
• AI qualification: ~5 sec per lead

Capacity:

• Apollo: 1,000+ leads/day
• Google Search: 500+ profiles/day
• Enrichment: 2,000+ profiles/day
• Qualification: Unlimited (API dependent)

---

Made with ❤️ for B2B Sales & Marketing Teams

⭐ Star this repo if it supercharges your lead generation!

📢 Share with teams who need automated prospecting!

🔗 Fork and customize for your specific needs!

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Ready to generate 50,000+ leads? Set up your first campaign and start automating! 🚀