Types of Lead Enrichment Data Your Sales Team Needs

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What is Lead Enrichment? (And Why is it Important?)
Lead enrichment is a process where first and third-party information is added to a lead's profile so it is more useful to a sales rep. Instead of relying on a name and email address, lead enrichment adds extra details to a lead's profile like their location, job title, company name, and industry.

This extra enrichment means when a lead is passed onto a rep in your team, they have a way better chance of connecting with them and turning them into a qualified prospect.

This can also help the sales team solve a massive problem—spending time chasing down shitty leads.

According to Gartner, only 44 percent of marketing qualified armenia telegram data leads (MQLs) are promising. But if your team spends equal effort with every lead that drops into their lap, over half their time is wasted on dead opportunities.

Lead enrichment doesn't make sales outreach foolproof. But it does give your reps a better shot at targeting the right leads. The more they know about a prospect, the easier it is to figure out if they are a good-fit opportunity.

The data that matters in the lead enrichment process will directly tie into your ideal customer profile. You should focus on information like:

Contact data: Names, emails, phone numbers, social media accounts, and job titles
Company/account data: Firmographic data like company name, size, employee numbers, and employees in specific departments you’re targeting
Tech data: What tech stack is the lead/company using? Watch out for competitors and search for a good product fit