{"id":38209,"date":"2018-09-13T20:25:50","date_gmt":"2018-09-13T20:25:50","guid":{"rendered":""},"modified":"2023-05-15T09:38:45","modified_gmt":"2023-05-15T09:38:45","slug":"enriching-the-contact-base-uses","status":"publish","type":"post","link":"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/","title":{"rendered":"Why Enrich Your B2B Contact Base? Focus On 8 Use Cases Of Data Enrichment"},"content":{"rendered":"<p>84% of marketing databases are of poor quality and therefore not usable. This is the result of a report by <a href=\"https:\/\/www.netprospex.com\/wp-content\/uploads\/2014\/12\/2014-NPX-Benchmark-Report.pdf\" target=\"_blank\" rel=\"noopener noreferrer\">NetProspex<\/a>. According to the same report, basic data such as sector of activity, turnover or number of employees are missing in 88% of the files.<\/p>\n<p>At the same time, the marketing technology (MarTech) landscape has been growing rapidly for several years. However, despite the growth of these technologies, B2B marketers continue to see the ROI of their actions weakened by incomplete customer data.<\/p>\n<p>Forms don&#8217;t collect all the data you need. If you want to get more out of your marketing automation software and improve your marketing performance, you need to enrich your leads by collecting more data about them. Enriching your lead data is an essential part of today&#8217;s inbound marketing strategy.<\/p>\n<p>We will start with a quick reminder of what lead nurturing is. Then we will present 8 use cases of lead nurturing. Enjoy your reading.<\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_83 counter-hierarchy ez-toc-counter ez-toc-transparent ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Sommaire<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/#what-is-data-enrichment\" >What is data enrichment?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/#1-reduce-the-size-of-forms\" >#1 Reduce the size of forms<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/#2-identify-and-eliminate-fields-that-have-a-negative-impact-on-conversion\" >#2 Identify and eliminate fields that have a negative impact on conversion<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/#3-collect-more-information-about-your-leads-to-better-personalise-your-messages\" >#3 Collect more information about your leads to better personalise your messages<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/#4-recognise-the-ip-address-of-visitors-to-your-site\" >#4 Recognise the IP address of visitors to your site<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/#5-set-up-a-lead-scoring-system\" >#5 Set up a lead scoring system<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/#6-identify-the-right-qualification-criteria-to-improve-the-quality-of-your-leads\" >#6 Identify the right qualification criteria to improve the quality of your leads<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/#7-make-key-data-available-to-your-sales-people\" >#7 Make key data available to your sales people<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/#8-giving-new-life-to-your-lost-leads\" >#8 Giving new life to your lost leads<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"what-is-data-enrichment\"><\/span><span class=\"ez-toc-section\" id=\"what-is-data-enrichment\"><\/span>What is data enrichment?<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Contact enrichment refers to all the techniques aimed at enriching the information you have on your contacts. Once you have captured a contact\/lead, you inevitably have information about him: the surname, first name, email, company, and even other information about the company and its needs. But this information is often insufficient. The more data you have about your contacts, the better you can qualify them, understand their needs and expectations and refine your marketing automation scenarios \/ email campaigns. It is therefore crucial to enrich your contact data.<\/p>\n<p>The enrichment of leads can be done :<\/p>\n<ul class=\"listFont iconChevron listLeft\">\n<li>Manually. Example: by calling the lead to ask about their company, their needs, their objectives, etc.<\/li>\n<li>Automated, using lead enrichment software in conjunction with third party data providers.<\/li>\n<\/ul>\n<p>No matter how you organise your lead nurturing, it is bound to be affected by the following 8 use cases.<\/p>\n<p class=\"blocIntro\">Discover the <a href=\"https:\/\/salesdorado.com\/en\/automation\/tools-linkedin-leads\/\">best tools for generating leads from LinkedIn<\/a>.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"1-reduce-the-size-of-forms\"><\/span><span class=\"ez-toc-section\" id=\"1-reduce-the-size-of-forms\"><\/span>#1 Reduce the size of forms<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>It is well known that the shorter a form is, the higher its conversion rate (all other things being equal). A form with 15 fields will always have a lower conversion rate than the same form with only the 5 main fields. All A\/B tests show this. And often, the conversion gap is enormous. It is therefore advisable to limit the number of questions in your forms, by concentrating on priority data: surname, first name, email, company website, job title, etc. However, everyone will agree that your sales people need more data to qualify leads: telephone number, number of employees, address, sector of activity, CMS used, etc.<\/p>\n<p>It&#8217;s true that there is a dilemma. Less data collected in forms means more leads collected but potentially lower <a href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/\" data-internallinksmanager029f6b8e52c=\"244\" title=\"lead conversion\">lead<\/a> to customer <a href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/\" data-internallinksmanager029f6b8e52c=\"244\" title=\"lead conversion\">conversion<\/a> rates. Your marketing automation platform needs a lot of high quality data to run at full power. Having less data can reduce the effectiveness of your marketing actions. There is a balance to be found. But one thing is for sure: doing lead nurturing allows you to collect information later, and therefore reduce the size of forms without missing out on essential data.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"2-identify-and-eliminate-fields-that-have-a-negative-impact-on-conversion\"><\/span><span class=\"ez-toc-section\" id=\"2-identify-and-eliminate-fields-that-have-a-negative-impact-on-conversion\"><\/span>#2 Identify and eliminate fields that have a negative impact on conversion<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>A <a href=\"https:\/\/unbounce.com\/conversion-rate-optimization\/how-to-optimize-contact-forms\/\" target=\"_blank\" rel=\"noopener noreferrer\">study by UnBounce<\/a> showed that asking for the phone number reduced the conversion rate of the form by 5% on average. There are a number of pieces of information that leads are reluctant to give: turnover, Twitter and LinkedIn accounts, address, age, etc. Eliminating unnecessary fields can significantly increase the conversion rate of forms and potentially save you a lot of money. Possibly do some A\/B testing to analyse the impact of your different fields on conversion, comparing forms with and without. Again, don&#8217;t forget that there are other ways to collect information about your leads: removing some fields from your landing page form can be compensated for by using lead enrichment techniques or technologies.<\/p>\n<figure id=\"attachment_1258\" aria-describedby=\"caption-attachment-1258\" style=\"width: 824px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" src=\"\/wp-content\/uploads\/2018\/09\/formulaire-livre-blanc.png\" \/><figcaption id=\"caption-attachment-1258\" class=\"wp-caption-text\">Source : <a href=\"https:\/\/www.journaldunet.com\/livres-blancs\/book\/48-2e-barometre-smart-retail\/\" target=\"_blank\" rel=\"noopener noreferrer\">JDN<\/a><\/figcaption><\/figure>\n<p class=\"blocIntro\">Read our <a href=\"https:\/\/salesdorado.com\/en\/sales-qualification\/\">full guide to lead qualification<\/a>.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"3-collect-more-information-about-your-leads-to-better-personalise-your-messages\"><\/span><span class=\"ez-toc-section\" id=\"3-collect-more-information-about-your-leads-to-better-personalise-your-messages\"><\/span>#3 Collect more information about your leads to better personalise your messages<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Emails with a personalised subject line have a <a href=\"https:\/\/www.marketingdive.com\/news\/study-personalized-email-subject-lines-increase-open-rates-by-50\/504714\/\" target=\"_blank\" rel=\"noopener noreferrer\">50% higher<\/a> open rate than emails with a generic subject line. However, some companies have not yet taken the plunge and personalised their mailings. Why is this? Marketers today have the tools to implement this personalisation. They have the technology. They have the know-how. They themselves are convinced of the importance of personalisation. <a href=\"https:\/\/blog.hubspot.com\/marketing\/data-personalize-marketing-li\" target=\"_blank\" rel=\"noopener noreferrer\">75% of marketers<\/a> think that the personalisation of content is very important. What are they missing? Data. The data that makes the difference and that will allow them to better segment their file and to personalise the content of the messages sent via custom fields.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"4-recognise-the-ip-address-of-visitors-to-your-site\"><\/span><span class=\"ez-toc-section\" id=\"4-recognise-the-ip-address-of-visitors-to-your-site\"><\/span>#4 Recognise the IP address of visitors to your site<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Most marketing automation and web analytics tools allow you to know and analyse the behaviour of unidentified, unknown visitors. <a href=\"https:\/\/www.hubspot.com\/products\/sales\/sales-leads\" target=\"_blank\" rel=\"noopener noreferrer\">HubSpot Prospects<\/a> is one such tool. It allows you to recognise the IP address of visitors and, from there, to retrieve a lot of information about your unidentified visitors: company name, location, number of visits, etc. Once you have identified a few dozen recent visitors to your site who have the characteristics of your target clientele, you can try to reach them through outbound campaigns.<\/p>\n<p><img decoding=\"async\" src=\"\/wp-content\/uploads\/2018\/09\/hubspot-prospects.png\" \/><\/p>\n<p class=\"blocIntro\">Discover <a href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-strategies\/\">20 high potential lead generation techniques<\/a>.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"5-set-up-a-lead-scoring-system\"><\/span><span class=\"ez-toc-section\" id=\"5-set-up-a-lead-scoring-system\"><\/span>#5 Set up a lead scoring system<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><a href=\"https:\/\/salesdorado.com\/en\/account-based-marketing\/lead-scoring\/\" data-internallinksmanager029f6b8e52c=\"82\" title=\"How to do Scoring on Excel\">Lead Scoring<\/a> consists of ranking leads according to their value and maturity level. This ranking is based on a number of criteria relating to :<\/p>\n<ul class=\"listFont iconChevron listLeft\">\n<li>Lead behaviour: page views, time spent on the site, videos viewed, clicks, etc.<\/li>\n<li>Their firmo-demographic profile: company, department, function, company size, address, sector of activity, turnover, etc.<\/li>\n<\/ul>\n<p>Only a small proportion of new leads are ready to buy. In the majority of cases, an individual who has turned into a lead (by downloading content, for example) is not &#8220;sales-ready&#8221;. This is why leads need to be qualified, or &#8221; <a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/lead-nurturing\/\" data-internallinksmanager029f6b8e52c=\"160\" title=\"Lead nurturing\">nurtured<\/a> &#8221; as they are called. This work is done by marketing. This nurturing phase is fed by the information you have on your leads, hence the interest, once again, of lead nurturing. This information makes it possible to personalise the sharing of content and messages, but also to refine the scoring.<\/p>\n<p class=\"blocIntro\">Find out <a href=\"https:\/\/salesdorado.com\/en\/sales-qualification\/build-lead-scoring-strategy\/\">how to build a Lead Scoring strategy<\/a>.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"6-identify-the-right-qualification-criteria-to-improve-the-quality-of-your-leads\"><\/span><span class=\"ez-toc-section\" id=\"6-identify-the-right-qualification-criteria-to-improve-the-quality-of-your-leads\"><\/span>#6 Identify the right qualification criteria to improve the quality of your leads<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Let&#8217;s say you regularly go to trade fairs. Thousands of people have visited your stand, you have gained hundreds of contacts. Half of them are B2B contacts, the other half are B2C contacts. Except that, problem is, you only sell to B2B customers. How long will it take your sales people to split the B2B and B2C contacts? They&#8217;ll have to visit each website, but sometimes they&#8217;ll also have to call, because it&#8217;s not always clear whether a company is B2B or B2C from its website. The real solution is to put in place a system, techniques to attract only leads that are relevant to your target, leads that are likely to turn into customers of the company. Improving the quality of incoming leads will inevitably have a positive impact on your conversion rates and therefore on the productivity of your sales team.<\/p>\n<p>The bottom line is this: lead nurturing makes it much easier to discriminate between leads and focus on the &#8220;right&#8221; leads. To take the example above, retrieving information about the company&#8217;s target type (B2B and B2C) will allow you to sort out the leads generated from the start.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"7-make-key-data-available-to-your-sales-people\"><\/span><span class=\"ez-toc-section\" id=\"7-make-key-data-available-to-your-sales-people\"><\/span>#7 Make key data available to your sales people<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>It is estimated that salespeople spend on average only one third of their working time selling, i.e. doing their job&#8230; Several studies are regularly published on the subject. Several studies are regularly published on the subject, and the results are more or less always the same. What do they do the rest of the time? How do they spend their time? Essentially, they do manual research on prospects and data entry. Before a call, a salesperson does two things: type the company name into <a href=\"https:\/\/salesdorado.com\/en\/inbound-marketing\/google-business\/\" data-internallinksmanager029f6b8e52c=\"89\" title=\"Google My Biz\">Google<\/a> and go to LinkedIn. Using data enrichment technologies frees up a lot of your salespeople&#8217;s time and helps them focus on the activity that really adds value: selling.<\/p>\n<p class=\"blocIntro\">Find out <a href=\"https:\/\/salesdorado.com\/en\/outbound-sales\/write-perfect-prospecting-email\/\">how to write the perfect prospecting email<\/a>.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"8-giving-new-life-to-your-lost-leads\"><\/span><span class=\"ez-toc-section\" id=\"8-giving-new-life-to-your-lost-leads\"><\/span>#8 Giving new life to your lost leads<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>You may have a file of leads called &#8220;Lost Leads&#8221;. They are probably gathering dust as you read this article! Budget, timing, competition, etc. Many things can change over time. Companies raise funds, marketing priorities change, new contact channels are developed, the company&#8217;s organisation evolves. The product or service offering may also change, and the target audience with it. What to do with your old lists? Undoubtedly, they retain value, unless you know how to exploit them. Lead nurturing can be used to find out more about who is behind these abandoned lead lists and how to use them for new purposes.<\/p>\n<p>As you can see, lead nurturing can only be beneficial to your organisation and the sales performance of your business. These use cases provide an insight into some of the possible uses of this technique. We hope that reading this article has given you some insight into the practice of lead nurturing.<\/p>\n<div style=\"display: none;\"\n    class=\"kk-star-ratings kksr-valign-bottom kksr-align-center \"\n    data-id=\"38209\"\n    data-slug=\"\">\n    <div class=\"kksr-stars\">\n    <div class=\"kksr-stars-inactive\">\n            <div class=\"kksr-star\" data-star=\"1\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"2\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"3\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"4\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"5\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n    <div class=\"kksr-stars-active\" style=\"width: 0px;\">\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n<\/div>\n    <div class=\"kksr-legend\">\n            <span class=\"kksr-muted\">Qu'avez-vous pens\u00e9 de cet article?<\/span>\n    <\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>84% of marketing databases are of poor quality and therefore not usable. This is the [&hellip;]<\/p>\n","protected":false},"author":46,"featured_media":2497,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[225],"tags":[312],"class_list":["post-38209","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-automation","tag-guides"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Why Enrich Your B2B Contact Base? Focus On 8 Use Cases Of Data Enrichment | Salesdorado<\/title>\n<meta name=\"description\" content=\"The enrichment of leads is a very widespread technique. Discover 8 concrete examples demonstrating the real interest of this approach.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Why Enrich Your B2B Contact Base? Focus On 8 Use Cases Of Data Enrichment | Salesdorado\" \/>\n<meta property=\"og:description\" content=\"The enrichment of leads is a very widespread technique. Discover 8 concrete examples demonstrating the real interest of this approach.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesdorado\" \/>\n<meta property=\"article:published_time\" content=\"2018-09-13T20:25:50+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-05-15T09:38:45+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2018\/09\/enrichissement.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1440\" \/>\n\t<meta property=\"og:image:height\" content=\"810\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Yassine Hamou Tahra\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Yassine Hamou Tahra\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"8 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Why Enrich Your B2B Contact Base? Focus On 8 Use Cases Of Data Enrichment | Salesdorado","description":"The enrichment of leads is a very widespread technique. Discover 8 concrete examples demonstrating the real interest of this approach.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/","og_locale":"en_US","og_type":"article","og_title":"Why Enrich Your B2B Contact Base? Focus On 8 Use Cases Of Data Enrichment | Salesdorado","og_description":"The enrichment of leads is a very widespread technique. Discover 8 concrete examples demonstrating the real interest of this approach.","og_url":"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/","og_site_name":"Salesdorado","article_published_time":"2018-09-13T20:25:50+00:00","article_modified_time":"2023-05-15T09:38:45+00:00","og_image":[{"width":1440,"height":810,"url":"https:\/\/salesdorado.com\/wp-content\/uploads\/2018\/09\/enrichissement.jpg","type":"image\/jpeg"}],"author":"Yassine Hamou Tahra","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Yassine Hamou Tahra","Est. reading time":"8 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/#article","isPartOf":{"@id":"https:\/\/salesdorado.com\/en\/automation\/enriching-the-contact-base-uses\/"},"author":{"name":"Yassine Hamou Tahra","@id":"https:\/\/salesdorado.com\/en\/#\/schema\/person\/ed9c1cde25eaf45b5be26c723edebebf"},"headline":"Why Enrich Your B2B Contact Base? 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