Wouldn’t it be nice if your sales team could look into a crystal ball? They could stare at it and see relevant, accurate data about target prospects. 🔮
This might seem like an out-of-this-world concept. But it’s possible thanks to B2B data enrichment.
Enrichment is the process of populating existing data with additional information. It can also be called data appending. There are manual ways of doing this, plus plenty of great tools on the market that do it automatically.
Let’s look at some data enrichment tools you can try for free. 👇
A free data enrichment tool that should 100% be on your radar. Kaspr will enrich data while you find individual prospects or lead lists on LinkedIn, Sales Navigator and Recruiter Lite. Users of Kaspr get instant access to accurate data verified and checked against 150 sources.
When you sign up to Kaspr for free, you can start by using the LinkedIn Chrome Extension to find phone numbers, email addresses and company info to sync back to your CRM and other apps.
The Kaspr web app also makes it possible to enrich data later on using a workflow. 👇
Kaspr’s database has over 500 million phone numbers and email addresses, so there is plenty to enrich your systems!
👉 Psst: Did we mention trying Kaspr for free?
Another great data enrichment tool is Cognism, which will help you connect with 87% of your list. Cognism goes further than Kaspr as a data provider, with technographic and intent data, plus sales event triggers. It’s safe to say Cognism should fall high on your list, too!
Cognism’s ‘Enhance’ feature makes it easy for users to keep their lists clean. Refresh stale records and fill in missing gaps.
💡 Compare both: Kaspr vs. Cognism: mega showdown.
Lusha is another data enrichment platform on the market. Thanks to its 7 Trust-Filters™, businesses can get full access to unique and high-quality data on decision-makers.
The tool helps keep your CRM and other systems up-to-date with fresh data by using automated workflows that enhance your current contacts, leads, and accounts. You can also find new contacts to add using Lusha’s Chrome Extension.
It’s worth mentioning that integrations are only available from Lusha’s Scale Plan. So, if updating your systems is a priority, you’ll need to be able to commit to this plan if you pick Lusha as your data enrichment provider.
💡 See how Kaspr compares: Kaspr vs. Lusha.
The next tool on our list is Adapt.io. Enrichment within Adapt enables you to complete your data from form fills or other sources. There are a few ways you can enrich data using Adapt; this includes updating a CSV file, updating your CRM and using their API.
Adapt enriches using 25+ data attributes like direct dial, phone number, email address and department within the company.
The Snov.io API makes it easy to fully integrate this enrichment platform and get full lead profiles based on email addresses only. It works by searching through the entire Snov.io database and providing all the information that’s held on that email address.
You can also sync prospects using Snov.io’s integrations with HubSpot, Pipedrive and more. It’s not clear from their website how big the Snov.io database is, but it does look like they specialize in email addresses with an email finder, email verifier and email warm-up (to make sure you get into the main inbox).
They’ve recently joined forces with HubSpot; the next tool on our list is Clearbit. The data enrichment that Clearbit provides is powered by machine learning.
100+ reliable firmographic, demographic and technographic data attributes can be updated for every contact and account in your CRM, marketing automation and other tools. A unique feature of Clearbit is that it can automatically refresh data on all your records every 30 days, wherever they are.
Next on our data enrichment tool list is Apollo.io. They’ve got a 275M+ contact database for users to refresh their systems.
Apollo.io have a few unique features, like the data health center, where users can unlock their total addressable market (TAM) and identify missing or inaccurate data. The tool will also flag incorrect data in your CRM due to job changes and track any contacts that are missing email addresses.
ZoomInfo boasts a vast database containing information on more than 104 million companies and 321 million business professionals, which likely contributes to its widespread popularity. Users of ZoomInfo can enrich their CRM and marketing automation platforms however often they like with their workflows.
ZoomInfo also provides insights into how healthy your database is through metrics and embedded reports.
👉 Check out these ZoomInfo alternatives.
6sense Revenue AI is a tool that helps businesses prioritize their potential customers. It tracks online behavior to gauge buying interest and provides insights to focus on the most promising leads. While they offer a free plan with basic contact and company information, it doesn’t include additional details like technology usage or interests.
Datanyze is another B2B enrichment tool that’s made this list. It’s similar to Kaspr in that it helps salespeople get data for the prospects they are looking at on LinkedIn.
Though Datanyze is able to give users enriched data while they browse LinkedIn, it doesn’t look like it comes with native integrations to update your CRM and other systems. You can export the lists you create to CSV files, though.
FullContact is an enrichment platform that can update your systems with many different data points, including business phone numbers, email addresses, and more.
The enrichment offered by FullContact happens in real-time and uses multidimensional insights, ethical sourcing and an API to update your systems.
The data cleansing process can be done manually. But let’s face it, this is so time-consuming, and it’s easy for small details to fall through the cracks.
This is where data enrichment tools come in. 🤩
These tools use two types of B2B data:
Here are some essential considerations if you’re looking for a solution to implement:
In B2B, enrichment is the process of enhancing or improving data by adding additional information. An example of data enrichment would be updating your CRM using a prospecting tool to sync contact information like phone numbers and email addresses back to your tools.
The main objective of data enrichment is to make business data more complete, reliable and actionable.
In sales, marketing and RevOps, it’s particularly important for:
If your sales team wants to speak to more prospects, good quality B2B data is crucial.
But where does this type of data come from? It’ll be one of these three sources:
Here’s an explanation of each.
B2B data often comes as inbound leads. This could be when potential customers share information on your landing pages and other website contact forms.
This data can be valuable because it’s directly from the lead. But it’s important to consider the intent behind the action.
Requesting a demo is a far higher-intent activity than downloading an e-book (if your marketing team is still hung up on lead gen 😉).
Your sales development team can also go on the hunt for their data, particularly if cold outreach is a common route for you.
They’ll research companies and prospects they want to turn into opportunities. Remember, Chet Holme’s buyer’s pyramid says 30% of your ideal customer profile (ICP) are “not thinking about buying”... yet.
This data type used to take time, effort, and often a lot of spreadsheets. But now, some great B2B contact data tools are on the market (Ahem).
💡 Top tip: How to Get Phone Numbers From LinkedIn [Step-By-Step]
You can also get contact info through B2B data providers.
This could look like lists based on your ICP. Unfortunately, these can still come in spreadsheet form.
It could also be enrichment through a third party. Maybe you’re using LinkedIn Sales Navigator and have decided to upload your lead list to a bulk phone finder.
This can also be entire platforms, whether automatically retrieving contact data by web scraping or providing intent insights.
Data cleansing is part of the enrichment process. This fixes incorrect, incomplete, or duplicate data.
Old email addresses, duplicate contacts, and misspelled names will slow down your outbound sales team.
Here are some key indications that your data isn’t healthy:
There are no two ways; keeping data clean is a priority. 💯
Especially in this environment, where daily prospecting is required. As Morgan J Ingram, x4 Top Sales Voice on LinkedIn explains here. 🎬
But enrichment also provides benefits like:
Everyone knows the "pray and spray" approach doesn't work anymore. Your salespeople need to make their outreach specific to stand out. Which is where data enrichment comes into play. Helping you create targeted outreach towards each group.
Accurate data means your outbound team can focus on speaking to the right people. And hit the numbers they need to do this. More conversations mean higher conversion rates.
How successful you are in your sales efforts depends on data quality. To make sure all communication is unique, you need to show that you know about your prospects. The correct quantitative and qualitative data allows you to create personas that are useful when going through your pitch. The richer the profile, the better the interaction.
It can sometimes take months to move a prospect through the sales funnel to convert to a lead. But with data enrichment, sales reps can forget leads that don’t fit their ICP and focus on the ones that do.
Data protection laws, including GDPR, restrict the type of data a company can store and for how long. The data enrichment process comes in handy here. Because it helps teams keep up with these laws as prospects unsubscribe or add themselves to do-not-call lists.
Accurate data doesn’t grow on trees. 🌲
But with the right tools, your sales team can find it easily. If you want to arm your reps with the best chance for success, consider trying Kaspr for free.
Join the 50K+ Kaspr users:
✅ No credit card is required to sign up.
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