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Enrich Inbound Leads

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inbound

Role:

Sales Ops, Marketing

KPIs:

Inbound lead conversion, inbound close rates

Target Market:

All

GTM Motion:

Inbound demand generation

Want to go up?

The Problem

 

It can be frustrating to receive inbound leads that are missing crucial account or contact information. Marketing has done all the hard work to get them to engage, but the leads only gave a partial overview of their information.

These critical data points are necessary for your ability to reach and convert these prospects into customers. Without the data points and customization, booking appointments becomes much harder, and nurture sequences lose effectiveness. An additional issue is that these incomplete contacts then clutter your CRM with duplicates or incomplete leads.   

 

 

This is for GTM functions that:

 

  • See a large number of incomplete inbound leads
  • Struggle to engage inbound leads and/or book meetings
  • Struggle to convert inbound leads into customers 

 

What KPIs will this impact?

 

    • Inbound lead conversion rates 
    • Inbound lead close rates 
    • Inbound marketing ROI
    • Reduced cost per lead
    • Total Leads 

Missing inbound data points? No problem.

Enrich Inbound Leads

Enrich Inbound Leads

This play is used by clients who receive inbound leads but notice crucial account and contact information missing. DataBees, with our unique tech + human approach, steps in to fill in the blanks, enhancing the quality of your leads.

The Solution & Process

 

  1. Inbound leads enter CRM. 
  2. DataBees enriches these leads with missing information and further data points.
  3. Inbound leads are then matched to existing CRM records, or new records are created. 
  4. Leads are either contacted or added to nurture sequences. 

 

 

Real-world use case:

“We’re getting the leads; we are just missing some of the pieces.”



Our client in the IoT and Telematics sector received a healthy number of leads through inbound channels. The issue was that these leads had vital data points missing. A Sales Ops nightmare. This put multiple spanners in the works for their GTM motion:

 

  • It hurt their reply and response rate when they reached out to book a meeting. 
  • Some inbound form fills were revisiting leads, but their process unknowingly created duplicates in their CRM due to the unknown data points.
  • Because data was incomplete, they couldn’t add them to personalized and effective nurture campaigns.
  • Because the data was incomplete, they couldn’t assign the lead to the appropriate AE based on territory and deal size. 


Today, these issues are a thing of the past. Since 2022, DataBees and our GTM data technicians have been enriching, organizing, and allocating new inbound leads like clockwork.

This ensures: 

  • Their team can score and prioritize hot leads 
  • Nurture sequences will be firing to the leads that aren’t quite ready yet
  • Ready-to-buy leads are being handed to the correct AEs
  • Their CRM remains clean and tidy
  • They’ve seen an increase in inbound lead conversion rates

 

 

See how [insert case study] used this exact strategy to achieve x goal

Case Study
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