Prospecting is the first step in the sales process. And good prospecting can be possible only if you have verified contact data on your ideal buyers.
But what if your data is incomplete and unreliable?
You might know the exact accounts that are a good fit for your solution. But, missing or unverified email and phone data in your prospect list means you simply can’t reach who you want to reach. And you end up exhausting all your ICP-fit potential customers on the list.
But you can’t stop selling. So, you widen the filters to find accounts that might not fit your ideal buyer criteria all that well. And if the contact data is missing or of poor quality for them as well, you keep widening the filters and trying to reach out to accounts and prospects who aren’t a great fit.
The result: Poor email response rates. Fewer phone conversations. An alarming dip in meetings booked.
So, what's the way out of this deadly trap? Using tools that enrich your data with surgical precision and append missing information.
With data enrichment tools at your beck and call, you can enhance your records with a few clicks and make more informed business decisions. These tools will help you find prospects who snugly fit your ideal buyer profile so that you no longer have to worry about engaging unfit leads ever again.
To help you with this endeavor, we bring you 15 data enrichment tools that will make sure your databases are pristine so that you can build targeted lists for prioritized prospecting.
What Is B2B Data Enrichment?
Data enrichment is the process of enhancing the lead data that already exists by appending additional information to collected data. It helps you fill the gaps in existing data with up-to-date and relevant information from external databases so that you can reach out to the right prospect with confidence.
In other words, data enrichment focuses on supplementing additional information to first-party data and broadening the limited information to help your prospecting efforts.
But what’s first-party data, you ask? First-party data refers to the information that you have directly collected from leads and site visitors. You can collect this data from sources such as forms, email lists, and social media.
This raw and unenriched data is stored in different systems, including CRMs and sales applications. Since first-party data usually consists of basic information such as customer feedback and demographic information, it can’t really aid you in your sales outreach.
What Are Data Enrichment Tools?
Data enrichment tools add additional information to your existing contact details on your leads to help you gain insights on your buyers. These tools match your available information against its databases and add relevant information to your contact list.
The enriched data can include details like contact information like email and phone data, job titles, company information, and social media profiles.
To understand how data enrichment tools work, let’s zoom in on the key steps involved in the process of enhancing contact data:
- Data Input: The input can be email addresses, customer records, or any other relevant data set that you want to enrich.
- Data Analysis: Once you’ve loaded the input data, the enrichment tool analyzes the data set to look for key identifiers such as email addresses or company names to match and enrich the data.
- Data Matching: Using the identifiers, the data enrichment tool uses its vast database and algorithms to match the provided data with external data sources. These can be any sources with details about individuals and companies, like public databases, social media platforms, or business directories.
- Data Appending: Once your input data is matched with the database, the software appends additional information to enrich each entry in your data set. The appended data can be job titles, company size, industry, social media profiles, interests, and more.
- Data Integration: After the enrichment process, the tool integrates the enriched data back into your system—whether it’s a CRM, sales engagement platform or email marketing software.
What Are the Benefits of Data Enrichment Software?
Bad data can have serious repercussions for your business. According to the MIT Sloan Management Review, bad data can lead to a loss of 15% to 25% of revenue for most companies.
And despite all the technological advancements in B2B sales, the problem of bad data hasn’t really gone away. A Dun & Bradstreet survey of 600 B2B sales, marketing, and data leaders reveals that their top data-related challenges that remain are data accuracy (35%), data consistency across platforms (32%), and incomplete/missing data (32%).
So, having updated, relevant, and accurate data on your prospects can help you overcome the problem of bad data and help you drive revenue predictably. Take a closer look below on how data enrichment tools can help you crush your revenue goals:
Better Customer Profiles
Accurate and updated contact data will help you find and qualify leads that meet your ideal buyer profile. This subsequently, enables your team to spend time pursuing leads and selling the solution instead of adding leads to the contact list one by one, manually.
Data enrichment tools automate the process of qualifying leads who matter by setting up a lead scoring system. This way, your sales team can interact with leads of the highest quality, close more deals, speed up the sales cycle and see a decreased churn rate.
Easy Segmentation of Leads
Businesses have a wide array of leads and prospects to choose from. But to find your best leads, you need to understand the uniqueness of each buyer and gauge how well they fit your solution. For this, you need to segment your leads into smaller lists based on attributes that will help you identify the ones with the most value.
You can segment your leads in numerous ways, such as demographic, technographic, geographical, and behavioral data. This kind of needs-based segmentation will help you always keep track of where your leads are on their buyer journey.
With data enrichment tools taking over the task of enhancing data, you can see better segmentation and organization of leads. Sales teams can create personalized outreach with much more ease.
Leads can be neatly compartmentalized into groups based on demographic, geographic, professional and behavioral data. For instance, when carrying out an email campaign, you set up cadences based on the location of the leads and reach out to them when they are most likely to open your emails.
Personalize Your Outreach
Picture this: your lead has recently been promoted. Would you begin your cold call with a generic “Hi, is this a good time to talk?” and cross your fingers, hoping they would reply with a “yes”
Or would you highlight their change in the hierarchy level and open your call with an “I noticed you have recently been promoted. Congratulations!” Which icebreaker do you think would encourage your lead to hold a conversation with you?
If you think the second question would make your lead feel more inclined to continue conversing, then you have the initial step of personalized outreach down.
8 out of 10 buyers are more likely to buy from companies that offer personalized experiences. And data enrichment tools can make this process a whole lot easier by constantly bringing your aggregated, relevant data.
You can use the augmented data to your advantage and gain a panoramic view on your leads. You can keep track of every lead interaction, from customer inquiry to a product purchase. Data enrichment will give you granular, accurate information on your leads, such as job titles, domain, revenue slab, and insights on buying behavior.
With the enriched and relevant prospect information at hand, you can craft emails and script your calls that focus on their interests, challenges and pain points. Personalized emails and outreach will subsequently help your company stand out and win more prospects.
Target Your Prospects Better
Data enrichment tools provide intent signals, which can help you recognize leads that are more inclined to buy your solution. These platforms can help you pinpoint your prospects with precision by analyzing online behavior and buying intent.
By knowing the intent signals, you can reach out to high-value leads strategically using sales prospecting software and ensure your efforts result in more lead-to-customer conversions.
Revive Old Leads
Existing databases are rife with lead information that is outdated or missing relevant details. Subsequently, you might miss out on a sales opportunity due to inaccurate data. So, enriching existing contact information will help you breathe life back into dormant leads.
Data enrichment software constantly updates you on the leads who have previously gone cold. Be it a promotion or an office expansion, keep track of what your leads are doing and gain additional insights such as job changes or industry updates. Deliver content that matters to your leads and add them back to the sales funnel when the opportunity strikes.
15 Best Data Enrichment Tools To Help Ace Your Sales Prospecting Efforts
A reliable data enrichment tool acts as a data quality management platform that cleans your contact lists, enriches datasets, and analyzes intent signals.
With data enrichment tools, you can get an in-depth analysis of your leads and personalize your outreach. Keep reading to find out how the following tools will help you connect and engage with more prospects:
1. Prospect IQ by Klenty
With a single click, Prospect IQ can enrich data and empower sales teams to carry out precise outreach strategies so that no call or email goes wasted.
Prospect IQ uses a unique waterfall model for lead enrichment, which entails aggregating data from multiple vendors to ensure your database is filled with accurate phone and email data.
Moreover, Prospect IQ guarantees a 98% data enrichment rate to ensure that your contact list always stays pristine and relevant.
Here are some of Prospect IQ’s core data enrichment features you need to lookout for:
- Complete account insights. You just need to add the domain name to obtain a comprehensive contact profile for each account with all relevant information consolidated.
- Email finder. Get email, technographic and title information instantly and maximize prospect reach. And you needn’t worry about updating your CRM either. Prospect IQ automates the process for you.
- Phone finder. Prospect IQ lets you gather accurate phone numbers for prospects with just their emails or LinkedIn URLs in a single click, enabling enhanced prospect contactability for calling. Plus, it comes with seamless CRM integration to ensure data accuracy and help you avoid manual work.
- LinkedIn prospector. The platform’s LinkedIn plugin helps you obtain accurate email and phone numbers of your prospects with just their LinkedIn URLs in a single click. And, you can seamlessly import LinkedIn URLs of target prospects into your CRM or a sales engagement platform.
- Wide contact database. Prospect IQ comes with over 220 million accurate email addresses and verified phone numbers worldwide and 26+ data filters to help you find accounts that best fit your ICP and build airtight lists of accounts and prospects.
Pricing:
Prospect IQ comes with flexible pricing plans to fit your specific prospecting efforts. Whether you need both email and phone credits or just one of these, you can customize the pricing to pay for only what you need.
- Email: Starts at $40/month (billed annually) for 1000 email credits/month
- Phone: Starts at $40/month (billed annually) for 200 phone credits/month
2. ZoomInfo SalesOS
Connect with your ideal customers and close more deals with ZoomInfo. Rely on the platform’s contact database to identify buying signals and find prospects with most value. Find your best prospects and win them with relevant data.
Check out some of its key features:
- Verifies prospect profiles against 60 vendors via codeless interface so that you can enrich both large and niche data
- Get insights on prospect signals based on metrics and embedded reports provided by ZoomInfo and prepare your sales pitch
- Keep your database clean with ZoomInfo’s automated data cleansing capabilities and keep your contact list up-to-date. Avoid duplication of contact data with ZoomInfo.
- Access an extensive database of over 14 million companies and 235 million business professionals.
- Integrates with numerous tech stacks such as HubSpot, Eloqua, Outreach and Salesforce.
Pricing: Available on request
3. Clearbit by HubSpot
Clearbit gives you real-time data enrichment that matters. Get the context you need on relevant contacts and take advantage of its intent-based outreach so that you can reach out to the right prospect at the right time.
Keep reading to find out more about its key features:
- Combs through 250+ sources including websites, public records, legal filings and social media networks.
- Has 100+ B2B attributes including tech stack, mobile numbers, employee count and revenue slab.
- Advanced filtering that allows you to segment your accounts and contacts using multiple configurations.
- Automatically refreshes the database so that you have access to updated record with relevant information at any given time.
- Seamless integration with leading platforms such as HubSpot, Facebook, Salesforce and Marketo.
Pricing: Available on request
4. Crunchbase
Crunchbase helps you find companies and unearth relevant company data at scale. Personalize your communications and run your campaigns based on prospect insights to deliver your best sales pitch.
Here are some of its data enriching capabilities:
- Use advanced filters to scour through your database to find ideal companies and decision-makers.
Gain key insights on your prospects by uncovering investment opportunities and automatic lead recommendation. - Access company data directly through your CRM via a simple API connection or bulk CSV export.
- Monitor the competitive landscape and predict your sales growth with real-time accurate data.
Pricing:
- Starter: $348 per month/user (billed annually)
- Pro: $588 per month/ user (billed annually)
- Enterprise: Available on requestData Licensing: Available on request
- Data Licensing: Available on request
5. Demandbase One
Demandbase helps businesses to maintain their databases with accurate information on prospects. The platform offers professional services varying from implementation management to market guidance and helps businesses run effectively.
Find out more about the platform’s core features:
- Account Intelligence capabilities that provides you with firmographic, contact info, company news and social media insights.
- Reveals customer information such as website visitors and includes details on them.
- Offers technographic data on which tech stack the businesses are using.
- Automate account hierarchies to uncover new sales opportunities and properly assign accounts.
- Keeps your contact list clean with data hygiene visualizations and erasing irrelevant and inaccurate contact information.
- Multiple integrations with leading CRMs such as Salesforce and Microsoft Dynamics 365.
Pricing: Available on request
6. MaxMind
MaxMind provides contextual data on contacts, specifically comprehensive geolocation information. The tool uses IP address data to provide insights into the location of prospects for more targeted and personalized outreach.
Here are some of MaxMind’s best data enriching features:
- Gives enriched data on website visitors so that you take a targeted approach to prospecting and show only relevant content and ads.
- Gather insight on your prospects including mobile number, postal code, ISP, domain and connection type.
- Useful for fraud prevention by scouring through a large data set and gives you a clearer picture of who your buyers really are.
- Seamless integrations with numerous applications and can be easily integrated with your tech stack.
Pricing: Available on request
7. BuiltWith
If you want to learn about your contact and accounts, BuiltWith will help you with that. Discover niche information on your prospects with real-time data enrichment through native Marketo Webhook that gives data on your prospect’s websites.
Let’s zoom in on some of its core features:
- Understand technographic data of your prospects and enriched insights on software, tools and frameworks they use.
- Score leads based on demographic data such as income level and address and segment leads accordingly.
- Offers a plug-in extension so that you can easily access your contact list and relevant data.
- Has an extensive database of over 5000+ web technologies, 250+ websites and 2 million ecommerce stores that serve as resources for sales teams.
- Personalize your outreach by analyzing the tech stack used by your prospects and tailor your messages accordingly.
Pricing:
- Basic: $295/month
- Pro: $495/month
- Enterprise: $995/month
8. Leadspace
Keep your data house in order with Leadspace. The platform offers multi-source validation with real-time enrichment so that you can monitor the prospect data that comes your way. Reduce the data management tasks for your sales team and increase your productivity with Leadspace.
Keep reading to find out some of its essential features:
- Unifies multiple data sources including 1st and 3rd party data from social media, contact databases, customer relationship management systems.
- Prioritize your prospects by gauging intent signals and assigning them scores.
- Segment your prospect lists by taking buyer data into account including account hierarchies.
- Get valuable insights on your leads and prospects with custom buyer personas and persona scores and prioritize engagements accordingly.
- Direct integrations with CRMs and marketing automation platforms.
- Personalize your outreach by accessing updated technographic, intent data and firmographic details of prospects
Pricing: Available on request
9. Enricher.io
Make data enrichment simple with Enricher.io. Turn any email or domain into a complete data profile with relevant and updated contact information. Build data-driven products at scale with Enricher.io.
Here are some of its data enriching capabilities:
- Auto-enriches prospect information of existing databases such as Salesforce and Hubspot CRM.
- Make use of AI-powered capabilities and gain actionable insight on your prospects and make data-driven decisions.
- Access an extensive database with over 2.5 billion contacts ranging from individual buyers to business profiles.
- Has 26 data attributes including resume, contact, social and demographic information and delivers contact information at scale.
Pricing: Available on request
10. Cognism
Cognism offers account and contact data enrichment empowering sales reps to engage with the right prospect at the right time.
The platform’s major features include:
- Finds verified contact information of accounts and decision-makers so that you can engage with ideal-fit profiles.
- Guarantees 98% accuracy of phone-verified mobile numbers.
- Uses intent data to determine which prospects are worth pursuing and provides buyer insights.
- Offers Chrome Extension to enrich LinkedIn profiles and Sales Navigator lists.
- Seamless integration with CRMs like Salesforce, HubSpot, Pipedrive and Outreach
Pricing: Available on request
11. LeadFeeder by Dealfront
LeadFeeder tracks website visitor data and helps you uncover potential leads by identifying companies that visit their website. You can understand which leads matter and focus on converting them.
Let’s take a look at some of its key features:
- Enriches prospect information such as company data, industry type, contact information and behavioral insight.
- Connect contact data extracted from website visitors with website analytic software and identify sales opportunities from the traffic that visits your site.
- Helps create contact lists based on buyer intent based on online behavioral patterns.
- Leverage sales triggers to see what actions your website visitors take and find the companies and domains they belong to. Pair this information with LeadFeeder’s contact database and gain insight on the best point of contact.
Pricing:
- Website visitor identification solution: Starts at $152/month
- Sales intelligence solution: Available on request
12. Datanyze
Datanyze helps you analyze your buyer's tech stack, their tech buying habits ,and the challenges they face for you to gain a competitive advantage for your business.
Here are some of its essential features:
- Reveals B2B contact data such as prospect’s email address and phone numbers while you are viewing their LinkedIn page or business website.
- Manage contact list by tagging prospects and companies to build segmented lists that can later be added to your CRM.
- Offers Google Chrome Extension so that you can view your prospect’s contact and company data without leaving your browser.
- Engage with prospects through Datanyze’s cold call and email outreach capabilities.
Pricing:
- Nyze Lite: Free
- Nyze Pro: $55/month
13. Adapt.io
Adapt can put an end to your data inconsistencies. With Adapt, you can be rest assured that your profiles are updated and standardized. The platform will constantly refresh your contact list and get rid of redundant data. Win more leads and see improved conversion rates.
Here are some of Adapt’s hero features:
- Adapt’s lead intelligence platform keeps your CRM and automation systems clean and up-to-date.
- Enriches CRM with APIs that can be connected to your CRM and Adapt will fill in the missing data.
- Assign scores to leads so that you can power your workflow and empower your teams to prioritize engagements.
- LinkedIn integration reveals any email addresses associated with the profile’s LinkedIn so that you can reach out to them with the right address.
- Enhance personalization by taking advantage of the verified and reliable data provided by Adapt.
Pricing: Available on request
14. Apollo.io
Want your business to always have its CRM enriched with B2B data and supercharge your sales team by automating sales outreach? Meet Apollo, the platform that will boost sales efforts by making your database actionable.
Let’s take a look at some of its core features:
- Maintains database hygiene by removing any decaying data in your CRM with a few clicks.
- Offers 65+ firmographic fields for scoring, routing, research and analytics for targeted lead prioritization.
- Creates targeted lists by using its multiple configurations for higher conversion. Use filters to find prospects based on company size, industry, etc.
- Sets up cadences for a multichannel outreach. Includes channels such as email and phone calls so that you can never worry about losing track of your leads.
Pricing:
- Limited version: Free/user
- Started: $49/user/month
- Professional: $99/user/month
- Organization: $79 /user/month
15. Lead411
Make sure your database is fresh and up-to-date with Lead411. Find leads with ease and witness an improved conversion rate with Lead411’s consistent data enrichment.
Here are some of the Lead411’s key features:
- Capitalizes on intent data by integrating with Bombora. Target your contact outreach by identifying the leads of highest value.
- Eliminates redundant data by constantly polishing your database and removes outdated contact information.
- Offers over 25 CRM integrations including Salesforce, HubSpot and Pipedrive so that you have a wide array of sources to verify information against.
- Verifies emails by checking B2B contact email addresses, the response status and open email validation.
- Has Chrome extension so that you can find prospect information on LinkedIn or a company website.
Pricing:
- Basic: $900/seat/year
- Pro with Bombora intent: $3500/year (billed annually)
- Unlimited: Available on request
How Does Prospect IQ Help You Find the Best-Fit Accounts for Your Solution?
Why is contact data incomplete and unverified in the first place?
Most B2B contact databases available in the market provide you data from a single provider. So, if you want to target accounts or prospects from a specific region or industry, chances are you won’t find the relevant contact details in your single-source database if its provider doesn't have the data.
One way to overcome this is investing in more than one B2B database platform to enrich the contact data yourself. But this is a cash-draining step—databases don’t come cheap. Also, manually toggling between multiple database platforms and resetting the filters every time can be time-consuming and terribly frustrating.
What if we told you that one tool can combine data from multiple providers and enrich on top of each other to give you verified, reliable data? That tool exists, and it’s Prospect IQ by Klenty.
Prospect IQ is a prospecting data platform that uses the waterfall lead enrichment model. The platform aggregates data from multiple vendors and carries out multiple enrichments on top of each other to achieve an unparalleled 98% enrichment rate for email and phone data. This lets you effortlessly enrich your database with highly verified phone numbers with emails in a single click.
Having reliable and verified contact data enables you to execute account-based prospecting. You can identify the ICP accounts within your target market, identify the right stakeholders within accounts, and target with precision.
With Prospect IQ’s data enrichment capabilities, rest assured your pipeline will brim with high-quality deals, so that you can drive more revenue predictably.
Curious about how Prospect IQ will serve your organization’s goals? Book a demo now!
