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Inbound Data Enrichment - A Guide

Sales Organizations invest a significant amount of time and resources on enriching and qualifying leads manually. This process requires the following steps:

1. Collecting data from many sources.

2. Applying the filters of your customer persona.

3. Labeling it based on your conventions.

For example, label it as Enterprise/Small/Mid-term. Classify by industry (NAICs/GICS…either of the classification systems).

Factually speaking, qualifying leads manually is impossible when you have an inbound volume higher than 5-10K. However, good news is that data enrichment has advanced.

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Sales Rep can now prioritize/qualify accounts with more intelligence

1. Collecting data from many sources.

2. Is the customer an educated one?

3. Do they have the right team?

4. What products do they sell?

5. Is this customer a SaaS/Ecommerce company?

Here's how Inbound Lead Qualifier works

Helps know the technologies used by B2B leads, this is useful for pitching the RIGHT product to them.

Tracks more than 3000 technologies.

Helps to know the teams your leads have. The chances to convert accounts are higher when you have the right teams.

Knows the skills they are hiring for along with the best practices they are implementing.

Classifies your leads by GICS industry or NAICS industry standard.

Handles the volume. Its customers have more than 1000 B2B leads per day. It helps enrich and check qualifications on them all.

Enriching CRM leads is important

1. To qualify or disqualify inbound leads.

Companies do have different criteria to qualify. Most of the enriched data is used to qualify and inform sales about the account and the lead. Automated enrichment can speed up the process by 10 hours (at minimum).

2. To assign leads to the right salesperson.

Enterprise accounts vs. mid-market.

USA vs. APAC accounts. 

Accounts can be categorized by products also.

3. To segment leads for future nurturing.

This requires industry, company size, and revenue labeling.

Can Inbound Lead Qualifier enrich every company in the world?

1. Lead Qualifier/Enricher will enrich more than 60-80% of the companies.

2. Rest of the leads can be enriched to a certain extent by the end of the day or end of the week.

3. No one can enrich personal information to a good extent. If personal email addresses are in bulk, you can try other similar products.

Should you take the plunge in inbound lead enrichment just because your lead volume is high?

Certainly not, you must do a pilot first

Is a good % of leads coming from corporate?

Are sign ups converting? If the bottom funnel is the bottleneck, solve that first.

✤ Enrichment and qualification should be solved only when you have established an inside sales team, a qualification criterion, and a good inbound volume.

So, how do you qualify leads? Do let us know. We will be happy to discuss it with you!

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