Last Updated
01.15.2026
Headquarters
San Fransisco, US
Trolley set out to map its TAM by focusing on companies that employ freelancers and are in need of a secure, compliant, end-to-end solution to pay their contractors.
Previously, James (Sales Manager) turned to Sales Navigator and Apollo to locate companies with precise business models in the music, creator, and gig-economy spaces, but their industry and keyword filters were far too broad – and neither platform let him narrow results by paid-recipient volume, a metric crucial to his targeting.
As a result, James spent weeks bouncing between LinkedIn, ChatGPT, company websites, and job boards to build the TAM list, yet account executives still ended up with unqualified accounts and wasted valuable time.
Within hours, Vincent set up the entire research workflow in Floqer. AI agents pulled 10K+ high-fit accounts for the entire quarter and wrote short briefs for each one, showing AEs which payout tool every target already uses. Armed with that insights, Vincent was able to launch pinpoint ABM campaigns.
And whenever there’s an event with an existing lead list from the CRM – a funding round, merger, or a new finance-ops hire – Floqer automatically brings the lead in, refreshes the CRM record, and rewrites the message, so outreach always feels fresh and relevant.
Once Floqer mapped Trolley’s TAM, the sales team still needed a way to understand each prospect’s pain points so they could qualify and prioritize accounts.
Before Floqer, Abdullah and James searched through Reddit threads, Glassdoor reviews, and Google results to uncover payout challenges and determine whether an account belonged in Tier A, B, or C.
They followed a manual process: review each company’s website, identify the payments tech stack, and scan for intent signals – like open finance-operations roles or recent M&A articles – to surface the best opportunities for the sales team.
Whenever a new account hit Salesforce, Floqer automatically enriches the record and assigned a tier based on Trolley’s parameters.
Floqer automated the entire account qualification and tiering process:
AI-driven workflows to detect pain points from social media, news articles, Glassdoor, and Reddit.
Automated deep research to figure out the payout tech stack through the company’s support docs.
Monitoring 50+ data points, such as job changes, hiring, and M&A, in real time to target accounts at the right time.
Score and route prospects into Tiers A, B, and C so reps prioritize high-fit accounts while spending less time on lower-priority ones.
With Floqer
Trolley made Floqer the backbone of its outbound data workflow – using the platform to source, enrich, and validate lead data with a single click. Trolley’s GTM team was able to use real-time Linked profile information, along with insights gathered during account planning [Section 2], to create personalized variants for each persona and deliver messages aligned to what matters most for the ICP.
Once the personalized email was created, it was auto-pushed to the Apollo sequence upon reps’ approval.
More than doubled demo booking rate