LinkedIn company ICP scoring automation with Airtop & Google Sheets
Transform your sales strategy by automatically grading LinkedIn prospects based on custom business criteria like technical sophistication and company size. This workflow leverages Airtop to scrape real-time professional data and calculates an Ideal Customer Profile score directly within Google Sheets. Stop wasting time on low-fit leads and start prioritizing high-value opportunities with AI-driven insights.
Run this with your team's AIWhat This Recipe Does
The ICP Company Scoring automation transforms how sales teams qualify leads by replacing manual research with AI-driven analysis. This workflow connects your prospect list in Google Sheets to Airtop's intelligent web browsing capabilities to evaluate companies against your specific Ideal Customer Profile (ICP). Instead of spending hours digging through websites, LinkedIn profiles, and news articles, your team receives a prioritized list of prospects with objective scores and reasoning. This ensures that account executives and SDRs focus their energy on high-value targets that are most likely to convert, reducing time-to-close and increasing overall sales efficiency. By automating the evaluation process, you eliminate human bias and ensure a consistent standard for qualification across your entire organization. The result is a data-driven pipeline where every outreach is informed by deep company insights, leading to more relevant conversations and higher response rates.
What your team gets
Forms and dashboards, so it is not a script only one person understands
Runs on your schedule in the cloud, so it does not stop when a laptop closes
Endpoints, so the rest of your stack can trigger the same work
Google Sheets, Airtop connected for the team, not per person
How It Works
- 1
Open the recipe and connect your accounts
Connect Google Sheets and Airtop once, in your team cloud, and nobody has to do it again on their own machine
- 2
Tell your own agent what is different about your process
Claude, ChatGPT, Cursor, whichever your team already uses. It adapts the recipe to how you actually work
- 3
Run it, then leave it running
It lives in your team cloud, so it keeps going after you close the laptop and every teammate's AI can use it
Who Uses This
- Sales Operations Managers use this to automatically grade incoming lead lists before assigning them to account executives.
- Demand Generation teams use this to filter large lists of event attendees to identify the top 5% of high-fit companies for post-event follow-up.
- Account-Based Marketing teams use this to validate and tier target accounts based on real-time web data and specific industry criteria.
Frequently Asked Questions
How does the AI determine if a company fits my ICP?
The automation uses Airtop to browse the target company's website and then applies a custom scoring logic via the Code node to compare their business model, size, and services against your defined criteria.
Can I adjust the scoring criteria for different campaigns?
Yes, you can easily modify the scoring logic within the workflow to prioritize different attributes, such as industry focus, geographic location, or specific technology stacks.
Do I need to have my data in a specific Google Sheets format?
The workflow requires a simple list of company names or URLs. It will then populate the subsequent columns with the calculated scores and research notes.
What is the benefit of using Airtop for this research?
Airtop acts as an AI agent that can navigate complex websites just like a human researcher, allowing the workflow to find information that is often hidden behind menus or on sub-pages.
Coming from n8n?
This recipe uses nodes like ManualTrigger, GoogleSheets, Airtop, Code. On Runwork, you don't need to learn n8n's workflow syntax. Describe what you want to your own AI agent in plain English.
Based on n8n community workflow. View original
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Run this with the AI your team already uses
Your agent adapts it, your team cloud keeps it running, and everyone's AI can find it.
Open this recipe in Runwork