B2B sales leads need to be enriched if they are to become prospects, and if you’re looking to increase your sales pipeline, it all starts with lead enrichment. When you enrich your leads, you make them ready to be sold to so that when the sales team approaches them, the process goes smoothly and the chances of success are maximized. Here’s why you need lead enrichment to boost your B2B sales.
What is lead enrichment?
If you’re in B2B sales, then you know that the leads are the lifeblood of your business. Without leads, you can’t make sales and without sales, you’re out of business.
What is Lead Enrichment? Lead enrichment is the process of adding valuable information to your leads so that they have more information to help them decide whether or not they want to work with you or learn more about your products and services.
Lead enrichment involves taking the details of a prospect from a cold lead and adding more detail to it. You may add their address or general location (such as the Permian Basin), business phone number, or any other information that would help someone build rapport with them. By tracking their information, you’ll gain a stronger insight into their buyer’s profile so your sales team can have targeted conversations that will increase their probabilities to close. It will also give you stronger information so you can build trust with prospects by providing them with a level of transparency they don’t normally get when they are not using lead enrichment to boost sales.
Why is lead enrichment crucial for your sales team?
Lead enrichment can provide invaluable insight into what your customers want and how they want to be communicated with before they buy from you. It also makes your sales team more knowledgeable about who their leads are so they can personalize their approach.
Lead enrichment allows your sales organization to ensure its contact data is complete, of high quality, and up-to-date. These three conditions mean you have data accuracy, which is crucial for B2B companies.
Did you know that studies show average lead-to-customer conversion is 143:1?
However, companies with best-in-class data management practices require only 68 leads to secure each new customer meaning that data accuracy can increase your closing rates by 152%.
Lead enrichment entails looking at all of the data points in a lead’s contact history to find patterns. For example, if someone buys one product, but never completes an order, it may mean they’re hesitant to spend money on anything else until they know it’s good quality, or they may be budgeting for future plans. Having this information will help you create stronger marketing campaigns that will close more sales in the future.
What are the benefits of lead enrichment for a sales team?
There are multiple benefits of lead enrichment for your sales team:
- Lead enrichment can help sales teams identify and qualify potential customers, saving time and resources.
- Lead enrichment can provide crucial information about a lead that can be used to personalize the sales pitch and increase the likelihood of conversion.
- Lead enrichment can help sales teams prioritize leads, ensuring that the most promising prospects are contacted first.
- Lead enrichment can help sales teams stay organized and keep track of their progress, making it easier to measure results and ROI.
How does lead enrichment work?
When you enrich your leads, you’re essentially adding data that can help you better understand and qualify them. This data can come from a variety of sources, including public records, social media, and other online resources. By enriching your leads, you can create more targeted marketing campaigns, improve your sales conversion rates, and close more deals. You’ll be able to make smarter decisions about the best products or services for the prospect, as well as whether they are a good fit for your company’s offerings.
But how does lead enrichment work? Lead enrichment is not just about gathering information on who a lead is; it’s also about figuring out what type of person they are. For example, if someone has engaged with content related to frac’ing, but nothing else, they may not be interested in downstream relations.
Create a Brilliant B2B Sales and Marketing Strategy with Enriched Lead Details
When you have the right leads, half the battle is already won. Lead enrichment is key in allowing your sales team to work efficiently while creating immediate and positive connections with your prospects. Using technology to make this task easier, ensure accuracy, and maintain updated information will have an immensely positive effect on your sales team and business.
If you’re looking to increase conversion rates for your B2B sales, consider utilizing a digital marketing team. A digital marketing team can help you identify potential clients, craft custom messages, and track engagement. Plus, they can provide valuable insights into what’s working and what’s not.
Ready to get started, or have additional questions about using lead enrichment to boost sales? Feel free to reach out to Revvnue’s team of experts for a FREE consultation >> Contact us today!
