How Spendesk Doubled AE Meetings by Centralizing Prospecting Workflow With lemlist
January 28, 2026
|4 min read
When Spendesk reorganized its sales model, they needed a tool AEs would adopt easily and actually use to prospect. Here’s how lemlist became the central cockpit powering their new outbound motion.
2x
Outbound meetings per AE
+40%
More contacts enriched
96%
Deliverability rate
Spendesk’s full-cycle sales transformation needed a prospecting tool that AEs actually want to use
Spendesk operates with Account Executive teams across France, the UK, Germany, and Spain.
To accelerate the pipeline, they shifted from a BDR + AE structure to a full-stack AE model, where AEs own both prospecting and closing.
This strategic shift required a tool that would make AEs:
To accelerate the pipeline, they shifted from a BDR + AE structure to a full-stack AE model, where AEs own both prospecting and closing.
This strategic shift required a tool that would make AEs:
- willing to prospect,
- efficient in multichannel outreach,
- and able to book meetings fast.
But their first solution, Salesforce Sales Engagement, couldn’t support the new workflow...
❌ Rigid UX
❌ Hard-to-build sequences
❌ Limited LinkedIn capabilities
❌ Fragmented activity tracking
❌ Hard-to-build sequences
❌ Limited LinkedIn capabilities
❌ Fragmented activity tracking
From a UX standpoint, it was very rigid. Hard to build your own cadences.
— Sébastien, Head of RevOps
We were limited in how we could use LinkedIn, and some tracking parts didn’t work well.
— Geoffroy, Head of Sales France
This pushed Spendesk to run a full benchmark for a better prospecting engine.
AEs tested, voted, and chosen lemlist over Outreach, Salesloft, and Humanlinker
The benchmark included:
- Outreach
- Salesloft
- Humanlinker
- lemlist
But instead of a top-down decision, Spendesk took a bottom-up approach:
AEs joined vendor calls, tested all tools, and voted.
The outcome?
The vote was very quick… and almost unanimous. In favour of lemlist.
— Geoffroy
Letting AEs pick the tool drove instant adoption.
Now they can’t complain. They chose lemlist! If Ops had chosen, it would be easy to blame us.
— Sébastien (laughing)
This choice immediately created internal champions, making rollout smooth and self-driven.
lemlist helped nearly double outbound meetings per AE
One workspace, zero friction: AEs doubled results because they live inside lemlist
Before lemlist → 2.3 outbound meetings per AE
After lemlist → 4+ outbound meetings per AE
Why? AEs finally had a simple, unified workflow.
Their daily “morning reflex” is now:
✔ Gmail
✔ Calendar
✔ Salesforce
✔ lemlist
With most of their day is spent inside lemlist.
You open your laptop and you have four things. And you spend most of your time in lemlist, talking to prospects.
— Geoffroy
Multichannel sequences that make outreach impossible to miss
AEs now run multichannel sequences using branching logic and mixing:
- emails
- LinkedIn steps
- calls
Whatever happens, there’s always a next step. It’s almost impossible for an account not to hear about Spendesk.
— Geoffroy
Cleaner tracking + Unified data = Accurate performance
Centralized outreach tracking inside lemlist means:
- fewer tools to switch between
- consistent activity logs
- easier tracking of AE performance
The more we unify things into one place, the more reliable our data becomes.
— Sébastien
Stronger enrichment & deliverability = Fewer tools, Lower costs, and Cleaner data
lemlist's Waterfall Enrichment outperformed their previous (and more expensive) data provider
Spendesk ran a side-by-side test on a batch of 400 leads.
lemlist enriched 30–40% more contacts, so they removed the old tool entirely.
We killed two birds with one stone. Cheaper and more effective.
— Sébastien
Once they get the numbers, they can use lemlist for instant calling
Once their current phone provider contract ends, Spendesk plans to to lemlist and fully centralize the calling workflow with its in-app calling.
Deliverability became a valuable KPI
Before lemlist, domain health wasn’t monitored, which risks landing in spam and not reaching leads.
Now Spendesk uses lemlist's built-in deliverability monitoring to:
Now Spendesk uses lemlist's built-in deliverability monitoring to:
- track deliverability per mailbox
- use alternative domains
- avoid domain burn
- run outbound at 96% deliverability
We’re at 96% deliverability now. Before, no one even looked at that.
— Sébastien
lemlist didn’t just simplify the stack. It made outbound healthier and more scalable.
Smooth adoption, Strong CSM support, and a Roadmap to make lemlist their outbound cockpit
The implementation started with RevOps testing lemlist in a small POC. It worked immediately, creating the first internal champion.
This champion helped expand usage across AEs seamlessly.
Hands-on support from their CSM
lemlist CSM Tal helped them accelerate adoption with:
- training sessions in France and the UK
- high availability
- fast, actionable support
Fast and effective support. Nothing ever negative to say.
— Sébastien
What comes next for Spendesk?
They plan to expand usage to:
Their vision?
We want a true outbound cockpit where AEs manage everything inside lemlist.
— Sébastien
Watch the full interview
Curious to see what your team can achieve?
Try lemlist to unify your outbound, personalize at scale, and give your AEs a workflow they truly enjoy using.
A leading spend-management platform helping companies control, track, and optimize all corporate spending.
SIZE
300+ employees
FOUNDED
2016
