If you’re tired of chasing down half-baked B2B leads with missing info, you’re not alone. Most sales and marketing teams burn hours googling company details or manually filling in spreadsheets. There’s a better way. If you’re using Harmonic (or thinking about it), you can automate a lot of your lead enrichment and actually trust your profiles. This guide is for folks who want more accurate data, less grunt work, and a little less chaos in their pipeline.
Let’s get into it.
Why Automate Lead Enrichment in the First Place?
Before you start wiring up tools, let’s be honest: most B2B lead data is a mess. Titles change, companies get acquired, people move on. If you rely on static lists or old spreadsheets, you’re setting yourself up for wasted outreach and missed opportunities.
Automating enrichment means you:
- Skip the manual research (no more LinkedIn rabbit holes)
- Get fresher, more accurate data
- Spend less time cleaning and more time actually selling
Harmonic claims to help you “discover, enrich, and monitor” B2B leads — but as with any tool, you’ll need to set things up right to actually get the benefits.
Step 1: Know What You Actually Need to Enrich
Don’t just enrich for the sake of it. Figure out which info actually moves the needle for your team. This isn’t the same for everyone.
Ask yourself: - What data do my reps actually use? (Industry, headcount, funding, decision-maker contact info?) - What’s missing from our current process? - What’s “nice to have” vs. “dealbreaker”?
Pro Tip: Start with the basics—company name, size, industry, LinkedIn URL, and a real contact (not just “info@”). If you try to enrich 20 fields right away, you’ll just get more noise.
Step 2: Set Up Your Harmonic Workspace
Assuming you have a Harmonic account (if not, get one and poke around), here’s what to do:
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Import your existing leads
You can usually upload a CSV, connect your CRM, or paste in LinkedIn URLs. Clean your list first; junk in, junk out. -
Map your fields
Harmonic will try to match your columns to its own fields. Double-check these. If “Company Size” is mapping to “Phone Number,” fix it. Seriously, check this—bad mapping ruins everything downstream. -
Choose your enrichment sources
Harmonic pulls from its own dataset (scraped from public sources, LinkedIn, Crunchbase, etc.). Make sure it’s set to pull the types of data you want—sometimes you can toggle extras like funding, founders, or recent news.
Heads-up: No tool nails every field, especially with startups or stealth companies. Don’t expect perfection.
Step 3: Automate Enrichment Triggers
Now the good stuff: set up rules so Harmonic enriches leads automatically, not just when you remember.
Here’s how most folks do it:
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On new lead creation:
As soon as a new lead hits your CRM or spreadsheet, Harmonic grabs extra data. -
On a schedule:
Set Harmonic to re-enrich your leads every week or month. People change jobs, so don’t let your data rot. -
On demand (manual):
You can always hit “refresh” for tricky leads, but the goal here is less manual work, not more.
To set this up: - Use Harmonic’s built-in integrations (with Salesforce, HubSpot, Google Sheets, etc.) where possible. Native integrations usually break less than third-party hacks. - If you’re technical (or have someone who is), use Harmonic’s API or Zapier to trigger enrichment on your own terms.
What to skip: Don’t run enrichment on your entire database every day. It’ll cost you credits (and patience), and you’ll get flagged for spammy behavior in some cases.
Step 4: Review and Clean Up Enriched Data
Automated doesn’t mean flawless. Once Harmonic enriches your leads, spot-check the data before you start blasting emails.
- Look for obvious mismatches (wrong industry, weird job titles, wrong LinkedIn links)
- Check for duplicate records—Harmonic is decent, but doppelgängers slip through
- Remove or flag records that are missing must-have info (like verified email)
Reality check: Some leads will always come back incomplete, especially if they work at stealth startups or barely use LinkedIn. Don’t waste time chasing ghosts.
Step 5: Sync Enriched Data Back to Your CRM or Outreach Tool
Enrichment’s only useful if your team can see and use it. Make sure Harmonic’s data actually lands where your sales and marketing folks work.
- Use Harmonic’s direct CRM integrations if you can. Less duct tape = fewer headaches.
- If you’re using a spreadsheet or custom tool, export from Harmonic and import regularly, or use Zapier to automate the sync.
Watch out for:
- Field mismatches (again)—double-check mapping so you don’t overwrite good data with junk.
- Overwriting manual edits—if your reps hand-edit records, make sure enrichment doesn’t blow away their work.
Step 6: Set Up Alerts for Key Changes
One of Harmonic’s best features is monitoring for changes—like if a company just raised funding, or a contact switched jobs.
- Set up alerts for the triggers that matter (funding rounds, headcount spikes, exec departures)
- Route alerts to Slack, email, or your CRM, so nothing gets missed
- Use these triggers to kick off personalized outreach or update account statuses
Don’t overdo it: Too many alerts = alert fatigue. Pick 2–3 changes that actually matter for your pipeline.
What Actually Works (And What Doesn’t)
What Works
- Automating enrichment on new leads, not your whole database
- Focusing on must-have fields, not vanity data
- Periodic re-enrichment (monthly is usually enough)
- Using direct integrations, not endless CSV exports/imports
What Doesn’t
- Blindly trusting all enriched data—always spot-check
- Chasing every last data point (e.g., obscure social links)
- Hoping enrichment will fix a junky source list
- Setting up dozens of alerts—nobody reads them all
What to Ignore
- Hype about “real-time” enrichment. Unless you’re buying ads or trading stocks, you don’t need updates every second.
- Fancy AI “insights” if you just want basic company/contact info. Get the basics right first.
Quick Troubleshooting
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Seeing lots of blanks?
Double-check your source data and make sure you’re not feeding in garbage. Harmonic’s coverage is good, but not magic. -
Duplicates everywhere?
Use Harmonic’s deduplication tools or clean your CRM beforehand. Garbage in, garbage out. -
Integrations flaking out?
Try a manual export/import cycle, or contact support. Sometimes, it’s just a bug.
Keep It Simple (and Iterate)
You don’t need a Rube Goldberg machine to get accurate B2B lead profiles. Start by automating enrichment for just a few fields and a single source. Check the results, tweak your process, and add more complexity only if you need it. Harmonic can save you hours, but only if you keep things tidy. Build trust in your data, and the rest gets a whole lot easier.