If you’re in B2B sales, you already know the pain: so many leads, so little signal. You need to know which companies are actually interested—before you waste hours chasing ghosts. This guide is for sales teams (and the folks supporting them) who want to cut through the noise and work smarter, not harder.
We’ll walk through how to use CompanyEnrich to spot high intent accounts—the kind of companies that are warmed up and ready to buy, not just poking around. I’ll be honest about what works, what doesn’t, and what you can skip.
Step 1: Get Your Data House in Order
Before you even touch CompanyEnrich, make sure you’ve got your own lead and account lists organized. Garbage in, garbage out.
- Start with a clean list: Export your leads from your CRM or wherever you keep them (HubSpot, Salesforce, Airtable, a Google Sheet—doesn’t matter).
- Dedupe and format: Remove obvious duplicates and check that each row has a company name, website, and, ideally, a domain. If you’re missing domains, CompanyEnrich can sometimes help, but don’t expect miracles.
- Prioritize by recent activity: If you can, sort by companies that have recently filled out forms, downloaded content, or engaged with your site. Recent activity is a strong intent signal.
Pro tip: Don’t overthink the initial list. You can—and should—iterate on this later.
Step 2: Connect to CompanyEnrich and Upload Your List
Now it’s time to use CompanyEnrich. The tool works by taking your company list and matching it with their database to enrich each record with extra info—think firmographics, tech stack, hiring signals, and more.
- Upload your CSV: Most folks just upload a CSV. Make sure your columns are clearly labeled (e.g., “Company Name,” “Domain”).
- Map your fields: The platform will prompt you to confirm which column is which. Don’t skip this—it’s worth double-checking.
- Choose enrichment options: Some plans let you pick what data you want (e.g., employee count, funding rounds, tech used). Stick with what’s relevant to your team.
What to ignore: Don’t waste credits enriching every field under the sun. Focus on what actually helps you spot intent—like recent hiring, tech adoption, or specific job postings.
Step 3: Identify and Use Real Buying Signals
Here’s where most teams go wrong: they think “enriched data” is the same as “intent.” It’s not. You want to look for actual signals that a company might be ready to buy. Here’s what’s worth your attention:
- Recent hiring activity: Companies hiring for roles related to your product are often gearing up for a purchase.
- Tech stack changes: If CompanyEnrich shows a company just adopted (or dropped) a technology you integrate with or compete against, that’s a buying signal.
- Funding news: Fresh funding can mean new budgets and a willingness to try new tools.
- Website activity: If your site is hooked up to CompanyEnrich, you can sometimes see which companies are visiting your pricing or product pages.
What doesn’t matter as much: - Huge company size or revenue (unless you sell only to whales). - “Intent” scores that are just black boxes—ask for transparency on how they’re calculated. - Vague social media mentions.
Pro tip: Create a simple scoring system. Assign points for each real signal and sort your list. Don’t get bogged down in fancy scoring models—just be consistent.
Step 4: Build Practical Filters and Views
CompanyEnrich offers filtering and segmentation. Use this to cut your list down to the accounts that matter right now.
- Stack up the signals: Filter for companies showing multiple signs of intent. For example: “Hiring for IT roles + using Salesforce + visited our demo page in the last month.”
- Save views for your team: Make it easy for reps to grab a daily or weekly list of high-priority accounts. Don’t bury them in data.
- Set up alerts: Some versions let you get notified when a target account shows a new intent signal. Useful, but don’t rely on alerts alone—they’re easy to ignore.
What to skip: Don’t waste hours tweaking filter logic. If you have to explain your process in a paragraph, it’s probably too complicated.
Step 5: Sync Enriched Data Back to Your Sales Tools
This is where the rubber meets the road. If the data just sits in CompanyEnrich, it’s not helping anyone.
- Push to your CRM: Use integrations (or just export/import) to get enriched, prioritized account data back into Salesforce, HubSpot, or whatever you use.
- Tag or flag high intent accounts: Make it visually obvious which accounts should be worked first. Use a custom field or a tag like “High Intent.”
- Share with the team: Don’t keep the list to yourself. Run a quick meeting or drop a Loom video walking through how to use it.
Pro tip: If your CRM is a mess, keep a separate “hot list” in a shared Sheet or Slack channel. The point is to make action easy, not to build a perfect data pipeline.
Step 6: Take Action—and Iterate
Data is only as useful as what you do with it. Here’s how to keep things practical:
- Reach out with context: Use the enrichment data in your outreach. Mention that you saw they’re hiring for a relevant role, or noticed a recent tech change.
- Track what works: Don’t just blast the same message to every “high intent” account. Test different approaches and see who actually replies or books a call.
- Refine your signals: Over time, you’ll see what actually predicts a real opportunity for your business. Adjust your scoring and filters accordingly.
Don’t get stuck: If you spend more time fiddling with filters than actually contacting accounts, you’re missing the point.
Honest Takes: What Works, What Doesn’t
Let’s be real. CompanyEnrich is a solid tool, but it won’t magically tell you who’s about to sign a contract. Here’s my take after seeing lots of teams use tools like this:
What works: - Using multiple intent signals, not just one. - Keeping things simple and actionable—don’t over-automate. - Actually reaching out to accounts quickly when you see a new signal.
What doesn’t: - Blindly trusting opaque “intent” scores. - Enriching every possible data field (it just creates noise). - Letting the data pile up without sharing it with the team.
What to ignore: - Any feature that sounds like it came from a sci-fi movie (“Predictive AI Buyer Readiness Score!”). If you don’t understand how it works, don’t bet your number on it.
Wrapping Up: Keep It Simple, Keep Moving
Don’t let “intent data” become another thing to overcomplicate. The best sales teams use CompanyEnrich to point them in the right direction, then get on with the real work: talking to people and solving problems. Start simple, pay attention to what’s working, and don’t be afraid to throw out what isn’t.
The goal isn’t a perfect process. It’s more good conversations with the right accounts. That’s what moves the needle.