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The best of the best in sales, growth & automation strategies.

2 min read
Founder & CEO of La Growth Machine, Brice is passionate about data & automation. Since 2012, he has supported 500+ companies with his growth hacking agency (deux.io) and has launched several SAAS related to growth hacking, including La Growth Machine since 2020.

If you’re a Salesperson working in B2B sales, lead enrichment is a term you should be familiar with.

You’ve already gathered your leads, whether through purchasing a B2B email list or using lead generation forms.

But what’s next? How can you leverage this lead list to close more deals and boost lead conversion?

What is lead enrichment? What are its benefits? And how can you use lead enrichment to get more out of your lead list?

In this post, we’ll explore why enriching your leads is essential for converting them into clients, and how La Growth Machine can help you get the most out of your leads, 100% free and unlimited.

What is lead enrichment?

Lead enrichment is the process where marketers or Sales reps take existing lead data and enhance it by adding layers of information, typically using an enrichment tool

Lead enrichment helps you gain deeper insights into your leads, allowing you to build a clearer picture of who they are and how best to approach them.

This means that instead of shooting spaghetti at the wall and hoping it sticks with a generic message, you can craft a personalized message tailored to each lead, greatly improving your chances of conversion.

But what kind of information can you enrich in your lead’s data?

Types of Lead Enrichment Data:

Think of enriching leads as adding additional layers of information to your existing lead data.

Contact Info

This is usually what people refer to when they talk about lead enrichment. Gathering contact information is the primary reason the term “lead enrichment” exists!

And you can easily understand why… Without contact details, you simply can’t reach your leads, no matter how much else you know about them. 😅

Here are some common examples of contact data you can (and should) enrich:

  • Personal email: Often useful for recruiting purposes.
  • Professional email: Essential for reaching leads where they conduct business. Email outreach should still be prioritized, but it’s most effective when integrated into multichannel campaigns.
  • Phone numbers: A great way to catch your lead off-guard and follow up if they haven’t responded elsewhere. However, reaching someone by phone can feel much more intrusive, so use it carefully.
  • etc.

Demographic Data

While contact info is the starting point, demographic data provides deeper insights into who your leads truly are. It goes beyond just names and numbers, focusing on:

  • Location
  • Job Positionz

Don’t get too caught up in these details, though. Use them as an initial segmentation layer, and then apply more advanced segmentation criteria.

Firmographic Data

Firmographic data is essentially the B2B counterpart to demographic data. Understanding the company your lead works for is just as important as knowing the lead themselves.

By incorporating firmographic data, your lead enrichment process becomes more precise, which is crucial in B2B sales. This includes insights like:

  • Industry and Sector: Knowing this can help tailor your pitch to address industry-specific challenges or opportunities.
  • Company Size and Revenue: This shapes your understanding of their budget, decision-making process, and potential needs.
  • Location: Assists with localizing your marketing efforts and understanding regional market dynamics.
  • Technological Stack: Knowing what technologies a potential client uses can help you position your product to integrate or improve their existing systems.

The more accurate your lead enrichment, the more up-to-date your data will be. You’ll spend less time researching and be able to deliver more precise, targeted messages when engaging with leads.

Pretty neat, right?