Data security has always been the top priority for Salesforce and its responsible experts. Data enrichment makes the process of already existing data stored in a business’s CRM system with additional relevant insights accountable for an organization’s functioning and decision-making processes, especially in revenue generation.
Did you know that poor data quality is prevalent, affecting 77% of companies, and has detrimental consequences on business performance? With Salesforce Data Enrichment you can address these challenges and improve prospecting, outreach, customer segmentation, and most importantly pricing strategies.
That being said, an incompetent database with outdated, twofold, and incomplete information can dramatically impact a business workflow and your sales team might struggle to acquire new customers in challenging markets.
Nevertheless, if you effectively get a grip on data quality, you will not just generate good leads but also accelerate the profitability of your products and services.
Get in touch with a leading Salesforce development company like DianApps for your Salesforce data enrichment to save cost and drive revenue.
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What is Salesforce CRM?
The coreSalesforce system that keeps track of all your customer information is called Customer Relationship Management, or CRM. It provides actionable information, integrates with social media, aids in team communication, and helps sales management. CRM solutions hosted in the cloud provide total mobility and open access to a marketplace of proprietary apps.
What is Data Enrichment?
Complete information on your leads, including contact information, address, and company, as well as company-specific factors like size, industry, and location, may be filled up with the aid of data enrichment.
Let’s say Acme Ltd. sends you a lead on a man named Adam Doe. Though it sounds encouraging, what is Acme all about? Beyond his phone number and email address, who is this Adam guy?
To create a 3D persona, data enrichment snoops about and gathers information from internal purchase histories, company directories, and social media activities. Adam Doe is now a computer fanatic with a keen eye for new developments in the industry and a habit of acquiring expensive devices.
You’re all set! Now is the moment to modify your proposal and win Adam over.
Your lead has developed into a real person who is approachable and interested in you.
With Salesforce, data enrichment accurately adds useful information to your current customer data. With this extra information, you can gain a more complete view of your target market and potential customers.
Three methods may be used to carry it out:
- Direct: Your leads may choose to survey to provide all of their personal information.
- Internal: You compile disparate lead data from several databases into a single one.
- External: You can obtain external records by outsourcing this to independent data enrichment providers.
Teams may establish a single, consolidated source of all CRM data using Salesforce data enrichment, enabling members to make choices more quickly and effectively. Information can be:
- Data cleansing is the process of eliminating duplicate, outdated, and incomplete data and ensuring that the datasets are error-free.
- Data Appending: A unified dataset that provides a comprehensive consumer profile may be produced by combining data from several sources.
Select the Best Salesforce Implementation Partner to know practical usage of data enrichment tool.
Why Do Business Need A Salesforce Data Enrichment Tool?
Studies show that 77% of businesses have problems with data quality.
Data enrichment can basically make the salespeople’ lives simpler by giving them as much information as can on their leads, even while they are already juggling a growing buying committee.
When data enrichment is done correctly, sales teams can:
Benefit from higher-quality data:
By eliminating repetition, data enrichment adds important context to the data. With less human labour, this can assist in building an efficient sales pipeline for your representatives.
Craft Messages that Matter:
You may learn important details about the interests and aversions of your prospects, such as their go-to sport or pastime. This might assist you in modifying your message such that it catches their interest and resonates with them.
Choose the Correct Audience:
When you have a thorough understanding of your prospect for Startup business, you can accurately allocate your efforts and identify the real stakeholders. When your representatives have a deeper comprehension of the buying committee, they are more likely to pursue the appropriate lead and create successful account strategies.
Forecast Achievement:
Having accurate data enables your representatives to completely comprehend the actions of their buying committee. With precise prediction pipelines and the necessary background knowledge, they can better prepare themselves.
Bonus! Your internal data can also be improved via data enrichment. By making connections, representatives may see trends, learn new information, and stop impending client attrition.
Top 7 Salesforce Data Enrichment Tools
1. Affinity
Affinity for Salesforce is a data enrichment tool that automatically creates and enhances Salesforce records by syncing with your calendar and email. However, it goes one step further by emphasising relationship intelligence.
In other words, it offers connection and network insights to facilitate the discovery of warm introductions and fresh sales prospects. By providing relationship insights across all client touchpoints, this Salesforce connection provides sellers with all the information they need to make relationship-based choices.
You no longer need other tools since Affinity for Salesforce gives you a comprehensive picture of every relationship in your company inside your CRM.
Do you prefer to work on a browser or your inbox? Teams can easily view and change information without ever opening Salesforce thanks to the Affinity Chrome plugin.
2. Zoominfo
Zoominfo offers a 360-degree perspective on people and businesses, including firmographic information (name, size, industry, and location of the organisation). It instantly adds new or existing records to your data and is neatly optimised for Salesforce.
Why would you utilise it?
- Large database for thorough searches
- Deep insights from data (technographic & firmographics)
- Great for locating decision-makers who are difficult to approach
3. Clearbit
In its own words, Clearbit positions itself as “the marketing data engine for all of your customer interactions.” Real-time lookups of “fresh” data on your clients and prospects are available through the Clearbit program.
Based on 36 user reviews as of this writing, the Clearbit data enrichment plugin for Salesforce has an average rating of 4.6 out of 5 stars. Salesforce AppExchange states that annual fees for each organisation begin at $18,000.
In his 2018 AppExchange review, Clearbit user John Salomon states that the program “has been a step above all our other data enrichment tools we’ve used in the past.” It gives us up-to-date, precise information on our contacts, prospects, and accounts.”
4. Crunchbase
A list of firm activities, funding, structure, investment, and more is provided by Crunchbase, a website geared towards startups and businesses in the IT sector. Along with detailed profiling, it offers information into investment rounds and industry trends.
- Comprehensive company profiles including news, funding history, and important personnel information.
- The free tier offers the most basic business data.
- More sophisticated search features and deeper data insights are available with paid services.
- Streamlines procedures by integrating with marketing automation platforms and CRMs.
5. Cognism
This all-in-one solution not only updates outdated databases and bridges information gaps about your prospect, such as job changes or city moves, but it also maintains up-to-date technographic data. Representatives can access Cognism’s GDPR-compliant database while on the internet by using the Chrome extension. You may determine whether the customer is prepared to purchase from you by using its “Intent Signals.”
- Integrates automation, multi-channel interaction, and data enrichment.
- Email outreach is automated for effective lead nurturing.
- Customised social media exchanges for focused messaging
Best Practices For Salesforce Data Enrichment To Drive Better Revenue
Businesses must constantly enhance their customer data to gain actionable insights and cultivate deep connections with their clients. To guarantee that the attached information provides value rather than exacerbates any pre-existing problems in your database structure, the aforementioned data enrichment hurdles must be overcome. With the help of DianApps Salesforce development solutions, here the following best practices can assist you in doing so.
#1. Use Automation & AI to speed up the Data Enrichment Process
For a faster and more effective Salesforce data enrichment process, use automation and artificial intelligence (AI) solutions. You can guarantee quick and accurate data entry into your CRM by automating time-consuming operations like data entry. The entering data may be cleaned and standardised with the aid of AI algorithms.
You may build up data enrichment plans where the AI algorithms identify missing or obsolete information and automatically enrich the records with fresh information, all while requiring little monitoring from you.
Your sales staff may easily access more information by utilising automated tools and technology, freeing them up to concentrate on creating more productive sales cycles that will boost income.
#2. Verify and cross-reference Salesforce Information
Having conversations with the appropriate clients may greatly improve conversion rates. Verify and compare consumer data with pertinent external data sources to perform cross-referencing.
These sources might be government registers for business verification, social media platforms for up-to-date contact information, or industry databases for business specifics.
For example, in Salesforce, you have a client profile called Olivia Smith. To make sure the information matches, you may verify by visiting their LinkedIn page and cross-referencing their contact data.
Verify the accuracy and consistency of the data in your Salesforce CRM by validating it. Verify the details in your Salesforce data again by comparing it to other pertinent fields.
#3. Continuously Monitor and Improve Salesforce Data Enrichment Processes
Use KPIs to gauge how well your data enrichment procedures are working. To strengthen any areas in which your data appending process is deficient, pay close attention to the enrichment coverage, data accuracy rates, and time-to-enrichment.
Receive input from stakeholders—both internal and external—that are directly related to your Salesforce data. Ask CRM users in your company for feedback so you may learn about their experiences, identify any problems, and determine how the expanded data is assisting them.
Make the necessary changes to bring the procedure into compliance with their daily data needs. Ask for input from interested parties, such as data analysts, who may offer insightful opinions about the efficacy of improved sales data. Sort your process improvements according to their input.
Your company may improve customer interactions and streamline the data enrichment process with the aid of these feedback loops and KPIs to enhance sales performance, and sustainable revenue growth.
#4. Contract Out Data Enrichment Activities for Measurable Results
Salesforce data enrichment is essential for companies to get a competitive edge, but it comes with a lot of work, from handling enormous amounts of data to guaranteeing its relevance, quality, and dependability.
By collaborating with an outside team, you may free up internal staff members to handle client data enrichment projects. It enables them to concentrate on vital revenue-generating tasks like following up with specific clients and completing transactions.
Professionals add up-to-date information to your Salesforce data to help you implement more effective sales tactics and increase conversion rates.
For example, one of the top companies in the water technology industry was having a lot of trouble maintaining its customer data. Their marketing efforts were hampered by their CRM data, which had grown stagnant and contained old and missing entries.
Conclusion
Hire a Salesforce consulting partner for enriching your company’s customer data is essential if you are utilising the Salesforce CRM system to store customer information. By deciding on the best method for enhancing customer data, you may increase sales, build stronger relationships with potential customers, find new sales prospects, and get the most out of your investment.
