So you’ve got a decent sales pipeline, but your reps are spending more time hunting for contact info than actually selling. Or maybe your CRM is full of half-baked leads—missing emails, outdated titles, bounced phone numbers. If that sounds familiar, this guide is for you.
We’ll walk through a no-nonsense, step-by-step process for using Infotelligent to actually improve your outreach, not just pad your database with random names. If you want a pipeline packed with real, reachable prospects (and not just spreadsheet filler), keep reading.
Why Bother Enriching Your Sales Pipeline?
Let’s be honest: most prospect lists are a mess. Outdated info, missing emails, people who left the company six months ago. Trying to sell to these “leads” is a waste of everyone’s time.
Enriching your pipeline means you:
- Reach real decision-makers, not dead ends
- Spend less time researching, more time selling
- Boost open rates and responses (because you’re not spamming the wrong person)
- Cut down on embarrassing “This person doesn’t work here anymore” replies
But, not all data enrichment tools are created equal. Some just slap on whatever info they can find, relevant or not. That’s why a targeted, step-by-step approach—along with a bit of skepticism—is your best bet.
Step 1: Get Clear on Your Ideal Customer Profile (ICP)
Before you start dumping contacts into your CRM, get laser-focused on who you actually want to talk to. More isn’t better—relevant is better.
Ask yourself:
- What’s the company size and industry you actually close deals with?
- Which job titles have the authority (and budget) to buy?
- Are you targeting users, decision-makers, or influencers?
Pro tip: If your last 10 deals came from mid-sized SaaS companies, don’t chase Fortune 500s just because the data is there.
What to ignore: Don’t waste time or credits on every contact Infotelligent finds. Stick to your ICP.
Step 2: Prep Your Existing Data
You don’t want to enrich junk. Start with a cleanup:
- Pull a fresh export of your CRM or lead list.
- Weed out obvious duplicates, bounced emails, and contacts with no company info.
- Tag the records you actually want enriched (e.g., missing emails, no phone, unclear title).
Pro tip: Run a quick deduplication and sanity check before uploading anything to Infotelligent. No sense paying to enrich the same record three times.
Step 3: Set Up Your Infotelligent Account
If you’re new to Infotelligent, get your account sorted out:
- Choose a plan that matches your team size and how many contacts you’ll realistically need each month.
- Set up user seats for everyone who’ll be prospecting.
- Get familiar with the dashboard, filters, and export options.
What works: Infotelligent has decent onboarding and support if you get stuck. Don’t be shy about asking for a walkthrough.
What to ignore: Don’t let the endless filter options overwhelm you. Start basic; you can get fancy later.
Step 4: Build Targeted Lists Using Filters
Here’s where the magic (or mess) happens. The goal: use Infotelligent to build hyper-targeted lists that match your ICP, not just “anyone with a LinkedIn profile.”
How to do it:
- Use filters for company size, revenue, industry, and geography.
- Refine by department and seniority level (e.g., “VP Marketing” at SaaS companies, 100–500 employees).
- Watch out for overly broad filters—thousands of results are a sign you need to niche down.
Pro tip: If you’re torn between quality and quantity, start small. Ten hyper-relevant leads beat a hundred random ones every time.
What works: Infotelligent does a solid job with direct emails and titles, but don’t expect perfection. Always double-check a sample before a big export.
Step 5: Export (and Sanity-Check) Your Data
You’ve got your list. Don’t just hit “Export All” and load it into your CRM. Take a beat:
- Spot-check 10–20 records for accuracy: emails, company names, titles.
- Cross-check with LinkedIn or company websites if you’re skeptical.
- Export only what you need (CSV or direct CRM integration).
What works: Infotelligent’s exports are pretty clean, but the occasional weird or outdated title slips through. Don’t blindly trust any tool.
What to ignore: Don’t get lured into exporting 10,000 records just because you can. More data isn’t better—better data is better.
Step 6: Enrich and Update Your CRM
Now for the part that actually helps your sales team:
- Import the enriched data into your CRM, mapping fields carefully (don’t overwrite good info).
- Use tags or custom fields to note “Infotelligent sourced” contacts.
- Set up regular enrichment—monthly or quarterly—to keep things fresh.
Pro tip: If you’re using Salesforce, HubSpot, or similar, set up a “review” stage before new contacts go live. Catch duplicates and obvious junk before they clog your pipeline.
What works: Updating existing records (not just adding new ones) is where enrichment pays off. Suddenly, all those “maybe someday” leads have direct dials and accurate roles.
Step 7: Make Outreach Human
Enriched data is only as good as your outreach. Don’t blast generic emails just because you have more contacts.
- Personalize your messages using up-to-date info (name, title, company, recent news).
- Segment your sequences by role, industry, or buying stage.
- Use phone numbers wisely—don’t cold call at 8 a.m. on Monday.
What to ignore: Don’t get lazy and treat enrichment as a silver bullet. People still want relevant, human outreach—not another “Just checking in” spam.
Step 8: Track, Measure, and Iterate
You’re not done yet. See if enrichment is actually moving the needle:
- Monitor open rates, replies, and (most important) booked meetings.
- Track which segments or titles respond best.
- Regularly prune your pipeline—no shame in removing dead leads.
Pro tip: Share wins and misses with your team. If a certain data field is always inaccurate, flag it for review.
Honest Thoughts: What Works, What Doesn’t
- Works: Direct dials, verified emails, up-to-date titles—these are genuinely useful for real outreach.
- Doesn’t: Relying on enrichment alone. You still need a focused ICP and human follow-up.
- Ignore: Vanity metrics like “number of contacts enriched” if they don’t turn into meetings or deals.
Enrichment should make life easier, not bury you in busywork.
Keep It Simple, Iterate, and Don’t Overthink It
You don’t need a perfect system or a million contacts. Start with a clean ICP, enrich a focused list, and measure what actually leads to conversations. Iterate as you go—ditch what doesn’t work, double down on what does. The best sales teams keep things simple and stay skeptical of magic bullets.
Now, go make your pipeline actually worth something.