If you’re a salesperson working in B2B sales, lead enrichment is a term you should know.

You work in sales and you’ve got your leads, whether through buying a B2B email list of leads or just simple lead generation forms that you have on hand.

But now what? How can you use this lead list to your advantage to help close more sales and increase 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 show you why enriching your leads is the key to turning them into customers and uncover how LaGrowthMachine can help you get the most out of your lead list.

enrich your leads

What is lead enrichment?

Lead enrichment is a process where marketers or sales reps take lead data and add additional layers of information to it, usually by using an enrichment tool.

Lead enrichment is simply taking the available information you have on leads and adding additional layers of data to it. This allows you to really get to know your leads and build a better picture of who they are and how 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, increasing the chances of conversion.

But what exactly can you enrich in your lead’s data?

Which lead enrichment data points can you collect?

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

You can enrich leads with firmographic data -or company information like:

  • Company size
  • Annual revenue
  • Industry
  • Location

You can also add in demographic data, such as:

  • Job title
  • Seniority level
  • Gender
  • Age

And finally, you can even enrich leads with technographic or digital data, such as:

  • Website analytics
  • Social media profiles
  • Technology stack

The more accurate your lead enrichment is, the more up-to-date data you’ll have, the less time you’ll actually spend researching your leads, and the more accurate your messages will be when engaging with them.

Pretty neat, right?

Lead enrichment typically goes through specific software. However, sales prospecting tools like LaGrowthMachine tend to have one integrated already.

Our tool automatically enriches your leads and identifies the prospect’s contact information.

That said, our process is unique in that we don’t perform in bulk, but rather spread it out over time as you activate leads during a campaign!

Enrichment feature

This ensures lead quality and accuracy, so your sales team has the most up-to-date lead information when it comes time for your sales outreach.

But we’re getting ahead of ourselves.

Let’s look at why lead enrichment is so important in the first place.

Why is lead enrichment important?

Lead enrichment is an important part of lead generation because it helps to ensure that the lead data you have on hand is up-to-date, accurate, and relevant.

By enriching leads with additional lead intelligence, sales reps can identify high-quality leads faster and develop better lead nurturing strategies. Not only that, but it makes it so you can also easily follow up with your leads with this data.

Additionally, lead enrichment also helps:

  • Clean up and standardize your lead data: Lead enrichment helps to ensure that your lead data is standardized, so you can pull better insights from it.
  • Better qualify your leads: Since you have cleaner data, it’ll be easier to qualify leads thanks to the qualification process being based on more accurate data
  • Uncover purchase intent: It can help to reveal a lead’s purchase intent by uncovering their interests, needs, and motivation for buying.
  • Identify trends or commonalities among leads: This can help you uncover commonalities among leads, so you can develop better marketing strategies or create more relevant content.
  • Match leads with the right messaging: Write the most relevant messages that cater to your leads’ individual needs thanks to the aforementioned benefits.

Ultimately, lead enrichment helps to ensure that you get the most out of your leads and maximize lead conversion.

Get 3.5X more leads!

Do you want to improve the efficiency of your sales department? With LaGrowthMachine you can generate on average 3.5x more leads while saving an incredible amount of time on all your processes.

By signing up today, you’ll get a free 14-day trial to test our tool!

Try now for free!

Lead enrichment risks associated with automation

Nevertheless, lead enrichment is not this great feature that’ll solve all your problems. It also has drawbacks, especially if you’re using it via an automation tool as part of your growth strategy.

It can get you on LinkedIn’s radar for instance, if you’re too aggressive with your prospecting, and you’ll risk banning your account.

That’s why it’s important to keep a few things in mind:

  • Weigh the risks associated with automated lead enrichment against the potential benefits.
  • Always use best practices when engaging with prospects and use lead enrichment responsibly.
  • Have an understanding of the legal requirements associated with enrichment and ensure that you adhere to them.
  • Understand how your sales automation tool works and how it could potentially affect your enrichment.

When you upload leads on LaGrowthMachine, you will notice that they won’t be immediately enriched.

This is completely intentional, as our enrichment process sometimes requires that we visit the lead’s social media profile.

If we were to do hundreds of visits in a bulk, you’d be in a pinch…

By spreading out the enrichment process in time, we ensure that your leads get properly enriched without raising any suspicion from LinkedIn or other social media platforms.

Our enrichment process happens as leads are activated in a campaign, and they’ll go down the right path thanks to conditions preset by one of our templates or yourself.

How to enrich leads’ data using LaGrowthMachine

Now that you understand the basics of lead enrichment and why it’s important, let’s look at how you can enrich your leads’ data using LaGrowthMachine.

Trust me, it’s really simple.

With our platform, you can easily set up automated workflows for lead enrichment, lead nurturing, and/or overall sales outreach.

Here’s what our Enrich feature can do:

  • We will automatically match verified emails from your CSV or Linkedln Import.
  • Need phone numbers for cold calling? LaGrowthMachine will provide them for you!
  • No LinkedIn profiles in your file? LaGrowthMachine can automatically find It using the prospect’s full name and company info!
  • Want to use Twitter for your sales prospecting but don’t know their Twitter account? You get the idea.

Let’s go through an example together, shall we?

As you can see from this screenshot, enrichment is enabled. LaGrowthMachine will automatically find emails, phone numbers, LinkedIn accounts, and so on…

The next step is to take the leads and segment them based on:

  • If LGM has enriched the lead’s Professional email, then an email will be sent
  • If LGM did not enrich their ProEmail, then the platform will prioritize LinkedIn for the activation

And that’s it! Welcome to your new world of managing leads, saving time, and saving your budget!

Top 5 lead enrichment tools

In case you don’t feel like using LaGrowthMachine to get the most out of your lead generation process, don’t worry, we still got you!

Here’s a list of the 5 most well-known lead enrichment software tools, along with:

  • A brief description
  • Their main advantages
  • Main drawbacks
  • And pricing

We know how arduous the lead enrichment process can seem, but with the help of these tools, you can streamline it and obtain accurate and comprehensive data about your leads.

Take a closer look at each tool’s unique features, advantages, and disadvantages to find the one that is most suitable for your business needs.

Lead Enrichment SoftwareDescriptionAdvantagesDrawbacksPricing
ClearbitReal-time lead enrichment and data validation with advanced search and filtering capabilities, automated lead scoring and qualification, and seamless integration with popular CRM platforms– Advanced search and filtering capabilities
– Automated lead scoring and qualification
– Seamless integration with popular CRM platforms
Can be expensive for larger businesses with high volumes of leadsGet in touch with the sales team
DiscoverOrgCloud-based sales and marketing intelligence platform with highly accurate and verified data, advanced search and filtering capabilities, and seamless integration with popular sales and marketing tools– Highly accurate and verified data
– Advanced search and filtering capabilities
– Seamless integration with popular sales and marketing tools
High cost can be a barrier for smaller businessesGet in touch with the sales team
DropContactAutomated lead enrichment and data validation with AI-powered algorithms, enriched data can be downloaded as CSV or integrated with CRM– Affordable pricing
– Automated and quick data enrichment
The accuracy and completeness of data might not always be 100%Based on number of searches.
Starts at $24/month
LeadGeniusHuman researchers gather and validate data on potential leads, customizable data enrichment and validation workflows, and advanced reporting and analytics– High levels of accuracy and completeness
– Customizable data enrichment and validation workflows
– Advanced reporting and analytics
Higher cost compared to other data enrichment toolsGet in touch with the sales team
Apollo.ioCloud-based sales engagement platform with access to accurate and comprehensive data, advanced search and filtering capabilities, and automated lead scoring and qualification– Access to accurate and comprehensive data
– Advanced search and filtering capabilities
– Automated lead scoring and qualification
Can be expensive for businesses with high volumes of leadsFreemium.
Start at $49/month

Get to enriching your leads

Lead enrichment is a powerful way to improve the quality of your leads and increase sales.

By collecting essential information about your leads, you can personalize your approach further and improve your sales outreach.

That said, it’s essential to be aware of the risks associated with automation and ensure that you use a reliable and trusted tool like LaGrowthMachine.

Get 3.5X more leads!

Do you want to improve the efficiency of your sales department? With LaGrowthMachine you can generate on average 3.5x more leads while saving an incredible amount of time on all your processes.

By signing up today, you’ll get a free 14-day trial to test our tool!

Try now for free!

When it comes to lead enrichment, the possibilities are endless, and the benefits are enormous.

And if you’re looking for the best lead enrichment tools, we’ve got you covered.

Our top five picks are sure to provide you with everything you need to take your business to the next level!

Happy enriching!