Ever feel like you’re just guessing with your marketing and sales? Lead intelligence can change that.
It’s like having a cheat sheet that helps you understand your prospects better and tailor your approach to win them over.
In this post, we’ll explain lead intelligence and how to enhance it using lead enrichment. We’ll also show you some top tools to get started.
TL;DR
- Lead intelligence means collecting and using data to understand your prospects beyond their contact info.
- With lead intelligence, you can better engage and convert your leads by understanding their interests, behaviors, and needs.
- Key lead data points for lead intelligence include contact info, demographics, website engagement, social media activity, and brand interactions.
- Use lead intelligence data to inform your lead generation, leverage AI to enrich leads, and enhance conversions with lead scoring.
Best lead intelligence tools:
- PhantomBuster is a powerful automation tool that helps you scrape data from various social media channels. It also offers AI functionality that you can use to enrich your lead lists, keeping your CRM updated with fresh, relevant data. Prices start at $56/month after a 14-day free trial.
- HubSpot is an all-in-one sales software that collects data on website visitors and tracks interactions with leads. You can also enhance your HubSpot data with PhantomBuster for added insights. Prices start at $20/month.
- Apollo is a marketing automation tool with over 275 million contact records and a LinkedIn Chrome Extension. Prices start at $59/month.
- Cognism is lead intelligence software that enriches your CRM with accurate and up-to-date contact details. While Cognism isn’t transparent about its pricing, some sources mention it costs between $15,100 and $103,000 annually.
What is lead intelligence?
Lead intelligence means collecting and using data to understand your prospects.
It’s not just about their contact info. It’s knowing where they work, what they do, their interests, and how they interact with your business.
This info gives you a clearer picture of what your leads care about and what they’re looking for.
Why is lead intelligence important?
Lead intelligence helps you better understand your leads. By knowing their interests, pain points, behaviors, and needs, you can tailor your marketing and sales efforts.
The more personal your interactions are, the better engagement and conversion rates you’ll get.
In short, lead intelligence turns raw data into valuable insights, helping you focus on the right leads and boosting your sales funnel.
Key lead data points
When you’re gathering intent data, there are several key sources you should focus on.
Here’s a quick rundown of some important ones:
- Contact info: Grab their email addresses, phone numbers, company details, and social media profiles.
- Demographics: Find their age, location, job title, and other key details.
- Website engagement: Check which pages they visit on your site and how they navigate.
- Social media activity: Look at what they do on LinkedIn, Twitter, and Facebook. T
- Brand interactions: See how they interact with your brand, like subscribing to your newsletter or following you on social media.
With this info, you can reach out more effectively and build better relationships with your leads.
How to leverage lead intelligence data
Lead intelligence data can make a difference in your sales efforts. Here’s how you can make the most of it:
Inform your lead generation
Lead intelligence gives you better insights into your ideal audience, helping you focus your lead-generation efforts on the right people.
Instead of casting a wide net, you can zero in on those more likely to be interested in your offer.
You spend less time chasing cold leads and more time connecting with potential customers.
Better AI lead enrichment
More data means better insights. When you feed AI with detailed lead information, it can do a lot more for you.
Using AI, you can create more targeted outreach strategies and enrich your lead lists. This enriched data helps you develop relevant lists for different segments.
For example, the PhantomBuster AI LinkedIn Profile Enricher can analyze your data and provide helpful info about your leads based on it.
You can use it to understand which leads have changed jobs in the past 30 days and then filter the results to create a new list.
Enhance conversions with lead scoring
Having more data allows for better lead scoring. If you know your leads’ behaviors and interests, you can score them more accurately.
This helps you focus on the most promising leads, which boosts your chances of closing deals.
With reliable lead scoring, you can tailor your follow-ups to address their specific needs and pain points, making your interactions more impactful and likely to result in a sale.
Personalize outreach
You can personalize your outreach messages with detailed lead data.
Rather than sending generic emails, craft one that speaks directly to your leads’ interests. Listing specific actions they’ve taken shows that you’ve paid attention to their journey.
It makes your communication more engaging and increases the likelihood of getting a response.
Best lead intelligence software
Let’s look at some of the best lead intelligence tools out there.
Each of these marketing tools helps you gather and leverage lead data to improve your sales and marketing efforts.
PhantomBuster
PhantomBuster is a powerful automation tool that pulls data from multiple social media channels.
It also offers AI functionality that you can use to enrich your lead lists, keeping your CRM updated with fresh, relevant data.
PhantomBuster is perfect for automating and streamlining data collection and enrichment processes.
Here are some lead intelligence features that make PhantomBuster stand out compared to its alternatives:
- Scrape data from multiple sources: Gather prospects’ data and social media activity.
- Use AI for data enrichment: Enhance your lists with detailed information.
- Automate CRM updates: Keep your database current and comprehensive.
- Create custom workflows: Automate repetitive tasks to save time.
- Generate comprehensive reports: Get insights into the performance of your lead generation efforts.
Pricing starts at $56/month after a 14-day free trial, including 20 hours of execution time, 5 Phantom slots, and 10,000 AI credits.
HubSpot
HubSpot is an all-in-one sales software designed to streamline your sales process.
It tracks leads and collects visitor data, making it easy to nurture relationships.
Here’s what you can do with this lead intelligence software:
- Collect data on website visitors: Track visitor behavior and interactions.
- Automate sales tasks: Create automated, personalized email sequences and follow-up tasks to maintain consistent communication throughout the sales process.
- Track performance: Analyze sales and data quality, track commercial activity in real time, and support contact initiatives for your sales team.
- Enhance data: Use PhantomBuster to enrich your HubSpot data with additional insights from LinkedIn and other sources.
Pricing starts at $20/month for the Starter Plan, including core CRM features, email scheduling, templates, sequences, and basic calling features.
Apollo
Apollo is a popular sales automation software with over 275 million contact records that you can use to enhance your lead intelligence process. Keep in mind that since these records are not scraped in real-time, the data will not be 100% accurate.
Here is how Apollo helps collect lead data:
- Extensive data syncing: Syncs comprehensive business data with your CRM for up-to-date information.
- Advanced filtering: Refine your lead lists by using filters like revenue, funding, and job role.
- LinkedIn Sales Navigator integration: Collect contact info directly from LinkedIn with the Chrome extension.
- Global database: Access over 220 million contacts, significantly more than competitors like ZoomInfo.
Apollo’s paid plans start at $59 per user monthly, billed annually. Each paid tier offers unlimited email credits and more mobile and export credits, allowing extensive data use.
Cognism
Cognism is a lead intelligence tool that enriches your CRM with accurate and up-to-date contact details.
Key Features:
- Compatible with major CRMs and sales engagement tools: It integrates easily with your existing tech stack, including Salesforce, HubSpot, Pipedrive, Microsoft Dynamics, Outreach, and SalesLoft.
- Global reach: Provides international coverage to help you connect with leads worldwide.
- Browser extension: Enriches LinkedIn profiles and Sales Navigator prospect lists directly from your browser.
While Cognism isn’t transparent about its pricing, sources say it costs $15,100 to $103,000 annually. The service includes access to its global lead database, CRM data enrichment, and various integration options to keep sales data up to date.
Conclusion
Sales reps, customer success teams, and decision-makers need high-quality intent data to build strong customer relationships.
PhantomBuster is the easiest way to streamline your lead intelligence process. By filling in the gaps, you’ll get all the information you need to improve your sales and marketing efforts.
