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 how to prepare your sales team and bring on clients with ease.
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.
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.
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?
Create a Brilliant B2B Sales and Marketing Strategy with Enriched Lead Details