Lead Enrichment Checklist: 10 Steps to Better Data

Bad data costs companies $15 million yearly. Here's how to fix it in 10 steps:

Quick Facts:

• Companies lose 30% of data quality yearly
• Each sales rep loses $32,000 from bad data
• Wrong data eats 15-25% of revenue

What You'll Learn:

• How to clean messy contact lists
• Which tools automate data updates
• Ways to measure data quality
• Steps to keep info fresh

Skip the fancy stuff. Just follow these 10 steps to fix your data and boost sales. Let's dive in.

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Lead Enrichment Basics

Here's what you need to know about building complete lead profiles and fixing common data problems.

Main Types of Lead Data

A complete lead profile combines these key elements:

Common Data Problems

Bad data isn't just annoying - it's expensive. Gartner found it costs companies $15 million each year. Here's what goes wrong:

How AI Fixes Data Issues

AI tools help clean up these messy data problems:

"Bad data kills AI projects before they start." - Bill Hare, Guest Blogger for Validity

Here's the bottom line: AI needs clean data to work. Just ask Zillow - they lost $245 million in one quarter because they fed their AI bad data. Start with clean data, and your AI tools will actually help you grow.

Getting Ready for Data Enrichment

Here's what you need to know before starting data enrichment:

Check Your Current Data

Let's look at the basics of data health:

Track These Numbers

These metrics show if your data enrichment works:

Pick Your Targets

Here's what good targets look like:

"When your data is complete, you can trust that you have an accurate picture of what your current opportunity looks like and what you should expect that to convert into in terms of revenue." - Cognism Team, Data Quality Experts

Here's the thing: Companies lose 30% of their sales data quality every year. And bad data? It costs each sales rep about $32,000 in lost revenue.

That's why you need to measure and track these metrics from day one. Good data enrichment can fix these issues - but only if you know what you're measuring.

10 Steps to Better Lead Data

Here's how to fix your messy lead data and boost your sales:

1. Check Your Data

Your database probably has holes. Look for:

• Missing contact info
• Old company details
• Bad email formats
• Incomplete addresses

2. Make Data Consistent

Stop the chaos. Use these formats:

3. Remove Duplicates

Here's what to look for:

4. Verify Information

Get it right with these tools:

5. Add Basic Info

Start with these must-haves:

6. Add Extra Details

Make your data work harder:

7. Group Your Leads

Break it down:

8. Check Data Quality

Know your numbers:

9. Connect Your Systems

Make them talk:

10. Plan Updates

Stay on top of it:

"The average sales representative loses around $32,000 in additional revenue due to bad sales data. For a medium-sized team, this can amount to around half a million dollars a year." - Hitech BPO Data Quality Report

Here's the bottom line: Bad data eats 15-25% of your revenue. Follow these steps to stop the bleeding.

Tips for Success

Here's how to build and manage your data effectively:

Build Your Data Step by Step

Start with the basics and build up. Here's what to focus on:

Pick Your Data Tools

Here's what each top tool does best:

Set Up Smart Automation

Let machines handle these tasks:

"The most successful customers are the ones that understand that a data strategy is not one-and-done." - Sneh Kakileti, VP of Product Management at ZoomInfo

Check out these results:

Bottom line: Build your data in phases. Pick tools that fit your goals. Automate where you can - but ONLY if your base data is clean.

Useful Tools

Here's a breakdown of the top tools to help with your data and connections:

AI Tools for Data

These tools help you find and manage leads:

Data Checking Tools

These tools keep your data clean and up-to-date:

Here's what users say about these tools:

"ZoomInfo's extension sits right on my Salesforce or SalesLoft. I can see the best contact info for prospects instantly." - Verified User in Computer Software

Connection Tools

Want to connect your tools? Here are your options:

"Clearbit did exactly what we needed - enriching leads in Salesforce with zero hassle." - Verified User in Marketing and Advertising

Bottom line: Test before you buy. Most of these tools offer free trials or basic plans so you can see what works for your needs.

Track Your Results

Here's how to know if your data enrichment is working:

Key Numbers to Watch

Track these metrics in your CRM and sales tools:

Data Health Check

These numbers tell you if your data's getting better:

Money In vs. Money Out

Here's what goes into your spending:

To figure out if it's worth it, use this simple math: (What you got - What you spent) / What you spent × 100

The numbers don't lie: Salesforce found companies using better data in their CRM boost sales by up to 29%. Here's what that looks like:

"Better leads = better sales. Keep an eye on both how many AND how good." - Marsden Marketing

Fix Common Problems

Here's what kills your sales data - and how to fix it:

Data Errors

Your data mistakes are costing you money. MIT found that bad data eats 15-25% of company revenue each year. Even worse? People cause 75% of these problems.

System Connection Issues

When your tools don't sync right, your data gets messed up. Here's what to watch for:

"Bad CRM data means your sales team can't forecast deals or spot closing signals" - Whatfix

Keep Data Clean

Your data gets dirty FAST. In fact, 30% of customer info goes bad every year. Here's how to stay on top of it:

Set up these automatic checks in your CRM:

• Phone number format validation
• Email verification before saving
• Required field warnings
• Duplicate detection alerts

Here's the bottom line: 44% of sales teams say bad CRM data cuts into their revenue. Don't let messy data kill your sales. Make data cleaning a weekly habit, not an annual headache.

Summary

Here's what makes lead enrichment work:

Your enriched data should include:

Here's what you'll get:

• Less time typing in data
• No more chasing dead leads
• Marketing that hits home
• Up-to-date customer info

Do these now:

• Check data quality weekly
• Update old records every 3 months
• Delete duplicates fast
• Fix errors on sight

Your data improves when you:

• Fill gaps automatically
• Keep contacts fresh
• Sort leads clearly
• Link tools properly

Bottom line: Good data = more sales. Bad data = wasted time and money. Make these steps part of your weekly work, not just a one-off task.

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