If you are a marketer, you’ve probably heard this from LinkedIn gurus: “If you know your customers’ names and emails, you can start selling today!”

Yes, we agree that it is a good starting point. But that’s about it.

Let’s be honest: it’s like having a phonebook of contacts without knowing their interests or needs. All you can do is send generic emails, make cold calls, and hope for the best results from your sales efforts. 

Now, imagine this: instead of a phonebook, you have a detailed profile for each name. You know their job title, their company’s challenges, and even their recent social media activity. Suddenly, conversations shift from awkward introductions to compelling connections built on understanding.

This is the power of lead enrichment tools. They help you go beyond names and emails, revealing deep insights that transform how you engage with potential customers.

Read on to learn more about:

  • How lead enrichment tools work
  • How you can benefit from lead enrichment tools
  • The best lead enrichment tools of 2024
  • How to choose the one which best suits your needs

Let’s dive in!

What Are Lead Enrichment Tools and How Do They Work?

Imagine each lead as a puzzle. Without enrichment, you only have a few scattered pieces. Enrichment tools provide the missing pieces, forming a complete picture of their needs, interests, and behaviors.

Simply put, a lead enrichment tool automatically gathers and adds additional data to existing lead profiles, enhancing your understanding of potential customers.

Here is a quick look at how they work:

Step 1: Data Collection and Matching

  • Tools gather data from diverse sources like public databases, social media platforms, business websites, and purchased data lists. 
  • Then, their intelligent algorithms match collected data points like names, email addresses, companies, and job titles to your existing lead profiles. 
  • Once this step is done, they identify and eliminate duplicate entries.

Step 2: Data Appending and Validation

Once the new data points are ready, enrichment tools append them to your existing profiles. Say, for each record, they append new information about:

  • Contact data: Additional phone numbers, social media profiles, and work addresses.
  • Firmographic data: Company size, industry, revenue, funding information.
  • Technographic data: Software and tools used by the company.
  • Behavioral data: Website visits, content downloads, engagement history

Once the records are enriched, the lead enrichment tools verify and correct data inconsistencies. They use various methods like cross-referencing with multiple sources and real-time verification services.

Step 3: Data Integration and Ongoing Enrichment

The new, enriched data seamlessly integrates with your CRM, marketing automation platform, or other sales and marketing tools.

This process is continuous. Tools regularly scan for new data and update your leads automatically, ensuring your information remains fresh and relevant.

What Are The Benefits of Using Lead Enrichment Tools?

#1 They Help You Understand Your Leads Better

Lead enrichment tools work like detectives for your sales team, uncovering hidden information about your leads. They paint a clearer picture of who your leads are and what they need.

Lead enrichment tools go beyond basic contact details, revealing: 

  • Job titles and company information: Understand your leads’ roles and responsibilities within the organization and see how they match your ideal customer profile. 
  • Industry and size: Gauge their potential needs and budget based on their company’s context.
  • Social media profiles and website interactions: Learn about their interests, pain points, and online behavior.
  • Tech stack and purchase history: Identify what technologies they use and if they’ve interacted with your brand before.
  • Purchase intent signals: Gauge their buying readiness based on online searches, website visits, and content downloads.
  • News and financial data: Understand their company’s recent developments and financial health.

This deeper understanding not only helps you close more deals faster but also builds stronger, longer-lasting relationships with your customers.

#2 Personalized Engagement Strategies

Is your personalization limited to adding names to emails? It is time for a change. With lead enrichment tools, you can use data-driven insights to create genuine, relevant connections with each lead, turning them into loyal customers.

Now, how do you actually go about doing it? Here are two ways – dynamic content tailoring and predictive engagement timing.

  1. Dynamic content tailoring: When you have enriched data about your leads, you can personalize the contents of your emails, messages, articles, and newsletters. With real-time insights into lead behavior and preferences, you can also tailor the content dynamically.

You can present your leads with articles that are relevant to their industry. You can highlight case studies that address their challenges and even personalize their website experiences based on their web activity.

  1. Predictive engagement timing: Lead enrichment tools activity patterns and purchase intent signals to suggest ideal engagement times, i.e., when your lead is most receptive to your emails. The result? Higher engagement, higher open rates, and higher response rates.


#3 Enhanced Lead Scoring

It is simple: enriched information lets you identify and prioritize high-potential leads.

Traditional lead scoring relies on basic data, like industry or website visits. Enrichment tools unlock richer features like job titles, purchase history, tech stack, and firmographics. This helps you paint a more comprehensive picture of a lead’s potential value and buying intent. You can now assign a score to your leads based on their future potential and not just past interactions.

Enrichment tools also update lead scores in real time based on new information gathered. For example, if a lead downloaded a case study relevant to their pain point, their score increases.

#4 Segmentation Beyond Demographics

Lead enrichment tools help you look beyond basic segmentation like industry or size. For example, you can identify micro-segments based on specific buying intent signals, interests, and behavioral patterns revealed by enriched data. Then, you can run targeted campaigns for each segment.

By focusing on high-value segments with targeted outreach, you maximize your campaign return on investment and spend less time chasing unqualified leads.

The Best Lead Enrichment Tools in 2024

#1 Adapt.io

First on our list is Adapt.io, a lead intelligence platform that helps marketers access the most accurate and verified B2B contact data. 

Adapt.io helps you get a clearer picture of your target audience, build personalized outreach campaigns, and close more deals. Adapt.io’s lead enrichment tool enriches your existing records with more than 20 crucial data parameters so that you can get a big-picture view of your leads.

With more than 200 million verified B2B contacts and advanced filters, Adapt is the right fit for you if you want to enrich your CRM and scale your growth.

Key features:

  • Extensive company database and contact database
  • Data enrichment and validation
  • Regular contact information updates
  • Technographic data
  • Integration with CRM systems
  • Customizable enrichment workflows aligned with your business objectives
  • APIs and browser extension

Pricing:

Adapt.io offers different pricing tiers and packages based on features, credits, and a number of licenses. You can customize the pricing plans to suit your needs.

#2 Clearbit

Clearbit offers a lead enrichment tool that helps you find new leads, enrich incomplete records, and correct data inaccuracies. It offers real-time enrichment so that you can convert your best opportunities by taking timely action.

Key features of Clearbit’s lead enrichment tool:

  • Collects data from more than 250 reliable sources, like public records, websites, and social media.
  • Offers more than 100 B2B attributes like employee count, tech stack, and revenue.
  • Clearbit’s advanced filtering allows you to strategically segment your accounts.
  • It automatically refreshes the database so that you have access to updated records with relevant information at any given time.
  • Seamless integration with leading platforms such as HubSpot, Facebook, Salesforce, and Marketo.

Pricing: 

Clearbit offers several pricing plans. As of 2024, the Clearbit for Business plan is volume-based and can be customized to include add-on capabilities.

#3 ZoomInfo Sales OS

ZoomInfo has one of the largest commercially available B2B contact databases, with information about more than 14 million companies and 235 million professionals. This unique feature has made ZoomInfo the go-to solution for marketers looking to expand their TAM. Let us look at the best features of ZoomInfo Sales OS, ZoomInfo’s data enrichment tool.

Key features:

  • Integration to CRM and marketing automation tools
  • Data Cleaning
  • Data Enrichment
  • Data segmentation and filtering
  • News alerts and people alerts (in real-time)
  • Analytics and Reporting
  • Regular data updates

Pricing:

ZoomInfo offers flexible pricing packages across a range of solutions. You can also choose from three support levels based on your company’s needs.

#4 Enricher.io

Enricher is a dedicated data enrichment tool that helps you uncover complete information about your leads thanks to its massive database and AI-powered capabilities.

Key features:

  • Improved data quality with data standardization
  • Integration with existing CRM tools and auto-enrichment of data
  • Extensive database of over 2.5 billion business and personal profiles 

Pricing:

Enricher offers flexible pricing and usage-based pricing plans. They also give a 100% money-back guarantee.

#5 FullContact

FullContact is a trusted data enrichment solution that helps you identify people accurately. Armed with this data, your sales reps and marketing teams can optimize user experiences with data-driven intelligence. 

Key features:

  • FullContact’s Resolve capability matches your data to individuals and then maps a PersonID to those individuals. It can process the data you collect online as well as the information you collect offline and enter manually. With intelligent matching and PersonID assignment, you can get the online and offline data in a single, easy-to-manage profile.
  • FullContact’s enrichment software guarantees uptime of 99.5% in a given month.
  • Strong privacy and data protection features to prevent fraud

Pricing:

FullContact offers a 14-day free trial. After your trial ends, you can upgrade to one of three paid plans starting at 99 USD.

#6 Pipl

Pipl has a mammoth database of over 5 billion trusted profiles. They provide you with a holistic picture of digital identities and connect them to offline customer records.

Key features:

  • Pipl lets you find qualified leads easily. Even with basic contact information, you can uncover a person’s digital identity, gain social media insights, and build a reliable list of authentic customer profiles. 
  • The strong fraud detection capabilities help you separate real identities from fake ones.
  • Extensive verification with over 740B trust signals

Pricing:

Pricing for Pipl is available on request.

#7 InsideView Enrich (Demandbase One)

Demandbase One is lauded for its ability to clean and enrich existing data that is maintained in other systems.

Key features:

  • It can integrate directly with Salesforce and Microsoft Dynamics CRM Online to enrich new leads.
  • Demandbase also enriches new leads in Oracle’s Eloqua and Marketo marketing automation application from any source, in real-time, with over 40 fields of accurate information.
  • Offers accurate and up-to-date technographic data on which tech stack your target businesses are using.
  • Automates account hierarchies to properly assign user accounts and helps you tailor your campaigns.

Pricing:

Pricing for Demandbase One is available on request.

#8 Datanyze

If you want to gain valuable insight into your leads without leaving your browser, Datanyze is the tool for you.

Key features:

  • Export profiles directly through the Google Chrome Extension
  • Get contact information directly from LinkedIn profiles and company websites

Pricing:

Datanyze offers two pricing plans:

Nyze Lite: Free

Nyze Pro: 55 USD per month

#9 LeadGenius

LeadGenius is an easy-to-use, data-rich platform for B2B marketers. It is easy to use and provides accurate and updated marketing data so that you can achieve precision targeting.

Core features:

  • On-demand services like data cleaning, validation, and enrichment
  • Personalized datasets
  • 24 x 7 extensive customer support
  • Preferred by small teams, freelancers, and growing businesses

Pricing:

LeadGenius offers customizable pricing plans, available on request.

#10 Leadfeeder

LeadFeeder’s enrichment tool tracks website visitor data and helps you uncover potential leads. They use IP data tracking and reveal key information about your inbound leads, such as which companies they work at, what tools they use, etc.

Core features:

  • Provides website visitor information such as contact data, company names, company revenue, company domain, industry, and behavioral insights.
  • Connects contact data with website analytic software to identify sales opportunities from website traffic.
  • Helps create segmented contact lists based on buyer personas and buyer intent throughout the customer journey. 


Pricing:

Leadfeeder’s website visitor identification solution starts at 152 USD per month. The pricing for their sales intelligence solution is available on request.

#11 BuiltWith

BuiltWith offers real-time data enrichment through native Marketo Webhooks that can extract third-party information from your competitors’ websites.

Key features:

  • Extensive database of over 5000+ web technologies, 250+ websites, and 2 million e-commerce stores
  • Reveals technographic data of your prospects, such as the technology stack and frameworks they use.
  • Offers a plug-in extension that helps you access your high-value leads easily.

Pricing:

BuiltWith offers three pricing tiers:

  1. Basic: 295 USD per month
  2. Pro: 495 USD per month
  3. Enterprise: 995 USD per month

Choosing the Right Lead Enrichment Tool for Your Business

Congratulations! Now that you’ve explored the benefits of lead enrichment tools and have a list of 11 recommendations, you are ready to invest in one.

Now comes the crucial step: choosing the right tool for your unique needs.

Here are four key factors (and some additional ones) that you should consider:

#1 Integration with CRMs and Sales Tools

  • Does the tool offer seamless integrations with CRMs (Customer Relationship Management) software and sales automation platforms? Does it offer any native integrations? This ensures smooth data flow and efficient workflows.
  • How easy is the integration process? Look for tools with intuitive interfaces and readily available support for a smooth setup.

#2 Data Accuracy and Validation

  • How does the tool verify and ensure the accuracy of its data? Check for methods like cross-referencing, real-time verification, and human review processes. 
  • Does the tool offer only third-party data or a combination of third, second, and first-party data?
  • Does the tool offer data quality guarantees or metrics to assess its reliability? Aim for tools with transparent data practices and high accuracy rates.

#3 Global vs. Local Data Coverage

  • Does the tool cover the geographical regions you target? If you deal with international leads, check the depth and quality of its global data compared to local options.
  • Do you need specific industry-focused data sets? Some tools cater to specialized industries and offer more granular information within those sectors.

#4 Pricing and Credit Limits

  • What is the pricing structure of the tool? Consider subscription models, pay-as-you-go options, and any additional fees based on data usage or features. Some tools also have pricing plans based on credits per month or users per month. 
  • Are there credit limits or usage restrictions on your chosen plan? Understand how much data you can access and if it aligns with your needs.

#5 Bonus Factors to Consider While Selecting a Lead Enrichment Tool

  • Additional features: Do you need specific features like lead scoring, segmentation, or campaign management tools? Choose a tool that offers functionalities relevant to your workflow.
  • Ease of use: Do you need a tool with a Chrome extension or API integration?
  • Customer support: Is the vendor known for responsive and helpful customer support? This can be crucial for troubleshooting or maximizing your use of the tool.
  • Free trials or demos: Many tools offer free trials or demos. This allows you to test them firsthand and assess their suitability for your business before you make a purchase.

Over to You

Now that you know what lead enrichment tools are and what they can do for you don’t settle for a mere phonebook of contacts. Instead, find a lead enrichment platform that works for you. Understand your leads better, create targeted campaigns, and achieve greater success with your marketing campaigns. 

Happy prospecting! 

Really Get to Know Your Leads With Adapt.io.

No more half-baked data, incomplete lead profiles, and missing information. Fill in the gaps with Adapt.io, your trusted partner for your lead enrichment needs.

Here are five reasons why you should choose Adapt.io for lead enrichment: 

  1. You Can Enrich Your Leads With a *Rich* Dataset 
  • Access a wide range of B2B firmographic data such as company size, industry, location, revenue, and technographic information.
  • Enhance lead profiles and enable more targeted and personalized outreach.
  • Append missing information to your leads and validate existing data. 

  1.  Regular Data Updates = No More Missed Opportunities
  • Real-time updates and changes to contact information, so you have accurate and current data – always. 
  • Better outreach, fewer missed targets, and a thriving sales pipeline. 
  1. Technographic Data Enrichment for Laser-Focused Sales Pitches
  • In 2024, technographic data is super valuable for lead enrichment, as it helps you understand your prospects’ technology preferences and needs. 
  • More targeted and relevant conversations with leads.
  1. Smooth Integration with CRM Systems + Centralized Database
  • Integrates comfortably with popular CRM systems.
  • Seamless data transfer and synchronization.
  • Integration ensures that enriched lead data is automatically updated and available within the CRM system.

  1.  Customizable Enrichment Workflows For Your Needs
  • You can use Adapt to define customizable enrichment workflows based on your specific needs.
  • Select the data points to enrich, set enrichment criteria, and establish rules for data validation. 

Get started with Adapt.io today! Visit our website to learn more, or drop us an email.

FAQs

Supercharges your leads with deeper data (job title, interests, purchase intent) for personalized engagement and higher conversions.

Understand your leads beyond names and emails, enabling effective targeting, nurturing, and, ultimately, more sales.

Unfortunately, there’s no “one size fits all.” It depends on your specific needs, budget, and target market. Research options are based on the size of the database, integration, data accuracy, coverage, and features.