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While Salesforce can be a great tool for consolidating your leads and sales opportunities, you won’t get the results you’re after without complete data. If you buy outdated lead lists and flood the prospects with impersonal emails, don’t be surprised if your conversion rate doesn’t budge. 🚫
To make your outreach more impactful, you need to enrich your leads with fresh and comprehensive information—and our guide will show you how. We’ll also discuss how lead enrichment in Salesforce can benefit your ROI and zoom in on a tool that can make this process a piece of cake. 🍰
Why You Should Enrich Your Data in Salesforce Leads
Prospects get bombarded with emails daily, and if you don’t find a way to personalize your approach, they won’t waste more than a second on your pitch. The truth is that you can’t expect exceptional outreach results with basic data.
So, if you want to stay competitive, you need to master lead enrichment. 💻
This process can help you create better sales opportunities that turn into revenue by:
- Leveraging high-quality data
- Improving targeting
- Helping you create more focused funnels
- Allowing you to personalize outreach
💡 Bonus read: Find out more about why data enrichment is important in this guide to the benefits of data enrichment.
Leveraging High-Quality Data
Inaccurate, outdated, or incomplete lead data wastes your time, hinders your efforts, and creates a bad first impression. Even if you have comprehensive data, if it hasn’t been updated for a year or two, it might’ve gone stale and needs refreshing. All of this calls for lead enrichment.
With relevant and up-to-date data points, you’ll be able to:
- ✔️ Segment leads
- ✔️ Focus on the most promising prospects
- ✔️ Make informed decisions about your sales processes
- ✔️ Tailor your outreach to each prospect
- ✔️ Improve conversation rates
💡 Bonus read: If your unsure if Salesforce is the right CRM for you or you need a change, check out our Salesloft vs. Salesforce comparison to see how it stacks up against this popular solution.
Improving Targeting
Once you fill in the gaps about your prospects, your sales team can better understand their preferences and compare them to your ideal customer profile. Then, they can refine segmentation and define the best outreach strategy for each group. 🧑🤝🧑
Improving your targeting can ensure that your team prioritizes leads with the highest potential for conversion.
Helping You Create More Focused Funnels
To improve your sales, you need to make it easier for leads to move through your funnel. That asks for personalizing your sales efforts for each segment in the funnel, from initial contact to closing the deal. 🤝
With precise data from lead enrichment, you can pinpoint the traits of your ideal customer, adjust the target segments, and help your sales teams entice clients to take action.
Allowing You To Personalize Outreach
Customers have more than enough spammy and generic emails in their inboxes. If you don’t want them to ignore your messages, you need to personalize them and make them interesting. 💌
Let’s say you only have the prospect's name and email address. There’s not much you can do with that to personalize the email.
In a different scenario, if you enrich your lead data with their industry, job title, and company size, you can write a pitch that addresses their pain points and gives them a tailored solution.
💡 Bonus read: Having trouble with cold emailing or messaging prospects on LinkedIn? These guides can help you with that:
- Cold email templates for crafting effective messages
- How to cold message on LinkedIn
- LinkedIn outreach templates
Types of Lead Enrichment in Salesforce
You can compile different types of data to enrich your Salesforce lead records, including:
- Demographic data
- Contact data
- Firmographic data
- Behavioral data
The table below shows what kind of data you can expect with each type:
Enriching leads with this information helps your sales teams get a deeper insight into your prospects’ profiles, needs, and behaviors. Based on that, they can segment leads, send more relevant messages, and close the deal faster. 💼
How To Enrich Your Salesforce Contacts
Salesforce is a feature-packed CRM tool that comes with its data enrichment tool—Data Pipelines. Designed to clean, transform, and enrich large volumes of data natively within Salesforce, the tool can connect to external data sources and perform invaluable calculations to help you get a complete picture of customer activity.
If you’re looking for additional information for contact enrichment, or you want access to firmographic or other specialized data that is not available in your external data sources, you might need to perform some additional enrichment. You have two options:
- Manual enrichment
- Automatic enrichment
Manual enrichment means that your team has to research and update lead information by hand. They’ll need to Google them, check their social media, and add the missing data to Salesforce. Besides researching people, they’ll also have to dig into their companies to compile firmographic data. 🏢
A less time-consuming approach is using lead enrichment tools that can scrape data and automatically add relevant data points to Salesforce. They’ll update your data as well, so it stays current without you having to do anything.
There are lots of lead and data enrichment tools that are compatible with Salesforce, so the choice isn’t easy. If you need a recommendation—Clay can be a great option. 📌
Clay’s native Salesforce integration ensures you can manage and improve all data in one place. You can easily:
- ✔️ Search
- ✔️ Create
- ✔️ Update records
- ✔️ Pull in reports
How Can Clay Help You With Salesforce Lead Enrichment
Clay is a data enrichment service and a sales automation platform that can automate your lead enrichment process and help you increase your conversions with targeted and personalized outreach.
One of Clay’s most impressive features is its integration with 50+ data providers. You can pick the ones you want, and it will automatically fill your lead lists with data points. 🔗
To ensure that nothing falls through the cracks, Clay uses waterfall enrichment to check data providers one by one for the information you need. Choose data points you want Clay to find (like someone’s email address or phone number) and the platforms it should target. The search stops once it collects the data, and you only pay for the data you get—so you won’t waste any money. 💰
The platform can enrich both your people and company records with lots of different data, including:
If you’re worried about the learning curve, don’t be. Clay has an easy-to-use interface, and on top of that, it comes with premade templates for:
- Enriching inbound leads
- Sourcing contacts
- Finding work emails
- Writing emails
Best part? Thanks to Clay’s CRM enrichment, you won’t have to manually update your Salesforce database. Clay will send all enriched data back to your CRM, and you can even use Clay’s formulas to clean and format the data in Salesforce. 🧹
📽️ Want to see how Clay’s lead enrichment works? Check out this video:
Save Time With Clay’s AI Features
Clay takes lead enrichment to a whole new level with its various AI solutions that save you time and simplify your workflow. 🤖
The first one is Claygent—an AI web scraper. It scours the internet to find any information you need. Give Claygent a prompt, like:
- Visit a company website and decide if it’s B2B and SOC-II verified.
All that’s left to do is sit back down, and you’ll get a precise answer in seconds. To speed things up, you can create your Claygent templates and reuse them whenever you need.
Clay also uses AI enrichment to save you time and provide the information you need. By using ChatGPT, it can:
- Read and analyze PDFs and websites
- Summarize research
- Qualify your leads
- Make interferences
With the help of the prompts, you can even train Clay’s AI to improve targeting and help you increase your conversions.
To get the most out of your data to personalize emails, you can use Clay’s AI Messaging. This tool can draft hyper-personalized emails based on the data from the Clay table—making every email unique and tailored to each prospect. ✉️
You don’t even have to write prompts if you don’t feel like it since Clay offers you numerous templates to get you started. Use Clay’s ready-made messaging templates for:
- Personalizing outbound with prospect’s main challenges
- Writing personalized emails using press clips, current customers, and job openings
- Enriching inbound leads and writing personalized emails
While Clay doesn’t have a native email sender, it integrates with over 100 platforms, so you can automate your email campaigns with your preferred tool. All you need to do is push the data to your email sequencer, and Clay will handle the rest.
How Much Does Clay Cost?
If you want to test the waters before you commit, you can sign up for Clay’s free plan. It gives you access to all the essentials like building lead lists, enriching data, AI message writing, and more, so you can see how it performs.
Clay also offers flexible plans to suit everyone’s budgets. You can choose between four paid tiers:
With every Clay plan, you get unlimited users, so you can ensure the whole team has access to your favorite tool. 🧰
If you’re hesitant, you can take advantage of the 14-day free trial to see if the plan you’re interested in can meet your needs.
Tens of thousands of industry professionals have already opted for Clay, and here’s one of the reasons why:
Start Using Clay for Free
If you’re ready to give Clay a try, you can sign up in three easy steps:
- Visit the signup page 👈
- Enter your name, email, and password
- Explore Clay’s lead enrichment and other impressive features
To find out more about how companies improved their results with Clay, you can visit the platform’s University or join the Slack community. You can also sign up for Clay’s newsletter if you’re interested in tips for improving your conversions, industry news, or product updates. 💌
💡 Keep reading: If you want to gather comprehensive info before you enrich it, check out these guides on data scraping:
While Salesforce can be a great tool for consolidating your leads and sales opportunities, you won’t get the results you’re after without complete data. If you buy outdated lead lists and flood the prospects with impersonal emails, don’t be surprised if your conversion rate doesn’t budge. 🚫
To make your outreach more impactful, you need to enrich your leads with fresh and comprehensive information—and our guide will show you how. We’ll also discuss how lead enrichment in Salesforce can benefit your ROI and zoom in on a tool that can make this process a piece of cake. 🍰
Why You Should Enrich Your Data in Salesforce Leads
Prospects get bombarded with emails daily, and if you don’t find a way to personalize your approach, they won’t waste more than a second on your pitch. The truth is that you can’t expect exceptional outreach results with basic data.
So, if you want to stay competitive, you need to master lead enrichment. 💻
This process can help you create better sales opportunities that turn into revenue by:
- Leveraging high-quality data
- Improving targeting
- Helping you create more focused funnels
- Allowing you to personalize outreach
💡 Bonus read: Find out more about why data enrichment is important in this guide to the benefits of data enrichment.
Leveraging High-Quality Data
Inaccurate, outdated, or incomplete lead data wastes your time, hinders your efforts, and creates a bad first impression. Even if you have comprehensive data, if it hasn’t been updated for a year or two, it might’ve gone stale and needs refreshing. All of this calls for lead enrichment.
With relevant and up-to-date data points, you’ll be able to:
- ✔️ Segment leads
- ✔️ Focus on the most promising prospects
- ✔️ Make informed decisions about your sales processes
- ✔️ Tailor your outreach to each prospect
- ✔️ Improve conversation rates
💡 Bonus read: If your unsure if Salesforce is the right CRM for you or you need a change, check out our Salesloft vs. Salesforce comparison to see how it stacks up against this popular solution.
Improving Targeting
Once you fill in the gaps about your prospects, your sales team can better understand their preferences and compare them to your ideal customer profile. Then, they can refine segmentation and define the best outreach strategy for each group. 🧑🤝🧑
Improving your targeting can ensure that your team prioritizes leads with the highest potential for conversion.
Helping You Create More Focused Funnels
To improve your sales, you need to make it easier for leads to move through your funnel. That asks for personalizing your sales efforts for each segment in the funnel, from initial contact to closing the deal. 🤝
With precise data from lead enrichment, you can pinpoint the traits of your ideal customer, adjust the target segments, and help your sales teams entice clients to take action.
Allowing You To Personalize Outreach
Customers have more than enough spammy and generic emails in their inboxes. If you don’t want them to ignore your messages, you need to personalize them and make them interesting. 💌
Let’s say you only have the prospect's name and email address. There’s not much you can do with that to personalize the email.
In a different scenario, if you enrich your lead data with their industry, job title, and company size, you can write a pitch that addresses their pain points and gives them a tailored solution.
💡 Bonus read: Having trouble with cold emailing or messaging prospects on LinkedIn? These guides can help you with that:
- Cold email templates for crafting effective messages
- How to cold message on LinkedIn
- LinkedIn outreach templates
Types of Lead Enrichment in Salesforce
You can compile different types of data to enrich your Salesforce lead records, including:
- Demographic data
- Contact data
- Firmographic data
- Behavioral data
The table below shows what kind of data you can expect with each type:
Enriching leads with this information helps your sales teams get a deeper insight into your prospects’ profiles, needs, and behaviors. Based on that, they can segment leads, send more relevant messages, and close the deal faster. 💼
How To Enrich Your Salesforce Contacts
Salesforce is a feature-packed CRM tool that comes with its data enrichment tool—Data Pipelines. Designed to clean, transform, and enrich large volumes of data natively within Salesforce, the tool can connect to external data sources and perform invaluable calculations to help you get a complete picture of customer activity.
If you’re looking for additional information for contact enrichment, or you want access to firmographic or other specialized data that is not available in your external data sources, you might need to perform some additional enrichment. You have two options:
- Manual enrichment
- Automatic enrichment
Manual enrichment means that your team has to research and update lead information by hand. They’ll need to Google them, check their social media, and add the missing data to Salesforce. Besides researching people, they’ll also have to dig into their companies to compile firmographic data. 🏢
A less time-consuming approach is using lead enrichment tools that can scrape data and automatically add relevant data points to Salesforce. They’ll update your data as well, so it stays current without you having to do anything.
There are lots of lead and data enrichment tools that are compatible with Salesforce, so the choice isn’t easy. If you need a recommendation—Clay can be a great option. 📌
Clay’s native Salesforce integration ensures you can manage and improve all data in one place. You can easily:
- ✔️ Search
- ✔️ Create
- ✔️ Update records
- ✔️ Pull in reports
How Can Clay Help You With Salesforce Lead Enrichment
Clay is a data enrichment service and a sales automation platform that can automate your lead enrichment process and help you increase your conversions with targeted and personalized outreach.
One of Clay’s most impressive features is its integration with 50+ data providers. You can pick the ones you want, and it will automatically fill your lead lists with data points. 🔗
To ensure that nothing falls through the cracks, Clay uses waterfall enrichment to check data providers one by one for the information you need. Choose data points you want Clay to find (like someone’s email address or phone number) and the platforms it should target. The search stops once it collects the data, and you only pay for the data you get—so you won’t waste any money. 💰
The platform can enrich both your people and company records with lots of different data, including:
If you’re worried about the learning curve, don’t be. Clay has an easy-to-use interface, and on top of that, it comes with premade templates for:
- Enriching inbound leads
- Sourcing contacts
- Finding work emails
- Writing emails
Best part? Thanks to Clay’s CRM enrichment, you won’t have to manually update your Salesforce database. Clay will send all enriched data back to your CRM, and you can even use Clay’s formulas to clean and format the data in Salesforce. 🧹
📽️ Want to see how Clay’s lead enrichment works? Check out this video:
Save Time With Clay’s AI Features
Clay takes lead enrichment to a whole new level with its various AI solutions that save you time and simplify your workflow. 🤖
The first one is Claygent—an AI web scraper. It scours the internet to find any information you need. Give Claygent a prompt, like:
- Visit a company website and decide if it’s B2B and SOC-II verified.
All that’s left to do is sit back down, and you’ll get a precise answer in seconds. To speed things up, you can create your Claygent templates and reuse them whenever you need.
Clay also uses AI enrichment to save you time and provide the information you need. By using ChatGPT, it can:
- Read and analyze PDFs and websites
- Summarize research
- Qualify your leads
- Make interferences
With the help of the prompts, you can even train Clay’s AI to improve targeting and help you increase your conversions.
To get the most out of your data to personalize emails, you can use Clay’s AI Messaging. This tool can draft hyper-personalized emails based on the data from the Clay table—making every email unique and tailored to each prospect. ✉️
You don’t even have to write prompts if you don’t feel like it since Clay offers you numerous templates to get you started. Use Clay’s ready-made messaging templates for:
- Personalizing outbound with prospect’s main challenges
- Writing personalized emails using press clips, current customers, and job openings
- Enriching inbound leads and writing personalized emails
While Clay doesn’t have a native email sender, it integrates with over 100 platforms, so you can automate your email campaigns with your preferred tool. All you need to do is push the data to your email sequencer, and Clay will handle the rest.
How Much Does Clay Cost?
If you want to test the waters before you commit, you can sign up for Clay’s free plan. It gives you access to all the essentials like building lead lists, enriching data, AI message writing, and more, so you can see how it performs.
Clay also offers flexible plans to suit everyone’s budgets. You can choose between four paid tiers:
With every Clay plan, you get unlimited users, so you can ensure the whole team has access to your favorite tool. 🧰
If you’re hesitant, you can take advantage of the 14-day free trial to see if the plan you’re interested in can meet your needs.
Tens of thousands of industry professionals have already opted for Clay, and here’s one of the reasons why:
Start Using Clay for Free
If you’re ready to give Clay a try, you can sign up in three easy steps:
- Visit the signup page 👈
- Enter your name, email, and password
- Explore Clay’s lead enrichment and other impressive features
To find out more about how companies improved their results with Clay, you can visit the platform’s University or join the Slack community. You can also sign up for Clay’s newsletter if you’re interested in tips for improving your conversions, industry news, or product updates. 💌
💡 Keep reading: If you want to gather comprehensive info before you enrich it, check out these guides on data scraping:
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