Big Data

  • Better, Faster, Cheaper in the Data Intelligence Space

    by Scott Leese and Richard Harris | September 28, 2020

    Quality data in sales has always been important. Scott Leese and Richard Harris have been beating this drum for years now and they have co-authored this post specifically as it relates to data quality.

    The day of reckoning is upon many organizations who have ignored data quality issues until 2020. Companies with bad data will simply not be able to keep up with their competitors as we navigate 2020 and 2021. If you still think you can win in the sales world without having a solid data provider, you may as well close your doors now. Or, I suppose you can leave them open, but your competitor will simply crush you. Yes, it’s that important.

    Most organizations want Better, Faster, and Cheaper, and many claim they do all 3. But in reality they can only do 2 at best.

    1. They can be Better and Faster, but only if it’s Cheaper.
    2. They want Better and Cheaper, but that’s rarely Faster
    3. They want Cheaper and Faster, but that doesn’t not mean Better.

    It’s enough to make you wish you could sit in your son’s Distance Learning 6th Grade Algebra class. Here’s the real answer. Solving the Better, Faster, Cheaper dilemma has never been more true than we have all experienced in 2020. Especially when it comes to data sources for Sales Teams.

    This post is designed to give you some of the best practices, best in class features, and other top of mind priorities one should be looking for as it relates to purchasing a Data Provider, and let you do it better, faster, and cheaper.

    Sales Intelligence

    This information is the information a salesperson can use to create relevance. Whether it’s during the initial outreach by an SDR/ BDR or by an AE or even Customer Success. This information is critical to securing a real connection that starts the trust building bridge. A platform you want should be able to provide: Executive Biographies, Recent Funding, IPO, Opening a New Location, Hiring Plans, Job Openings, New Executive Hire, Awards and More.

    Comprehensive Data Set

    This is the intel that shows you what’s behind the curtain at the company level, not just the individual. Locations, Industry, Employee Size, Revenue, Technology Used, Public/Private Company Search and more. Without accurate data here, your ICP searches will be skewed.

    Accuracy and Re-Verification Schedule

    An absolute MUST! With so many people changing roles right now or will be changing in 2021 and 2022 current data is mission critical. Vendors should be verifying information in both an automated AND human touch process. Be sure to ask! If your vendor is not verifying data every 3 months or less, then you need to find a different vendor, period.

    Sales Engagement

    Sales Engagement has been “in” for years now. When you can combine the data directly with an engagement platform, that’s what you need. If the data provider actually has an engagement element even better. One less platform for a rep to learn is a massive advantage

    Multiple Sources

    For the last 3 years, I’ve been speaking with customers who tell me they are actually using more than one data tool. In some cases, it’s two data providers. In others it’s a data provider and a data “cleansing” service. By all means you need to start with one, and that needs to be a strong provider of quality data, but it’s also ok to double dip.

    Chrome Extension 

    This is another MUST HAVE feature these days for any tools your sales team is using. This circles right back to the top as it relates to Better, Faster, Cheaper.

    Finally, if you are still the leader who thinks your SDR, Inside Sales Team or Field Sales Team should be doing this manually, I’ve got news for you. Unless you are paying them big money, they are going to leave as soon as possible. Oh, and if you’re a rep who is expected to do data research as part of your sales job, hit me and Scott up on LinkedIn, we know tons of companies looking for great sales people.

  • Raffle for Black Lives Matter

    by Tom Blue | June 9, 2020

    We are creating a huge raffle for Black Lives Matter….

    What is in it for you?

    • 1 Year of Lead411 Enterprise Unlimited Export Subscription ($10K to $100K value) *subject to our current terms & conditions
    • The Ultimate Sales Book Bundle (see below)
    • A Dopamine Boost for being awesome
    • All donators get 1 free month to our Starter sub (regardless if they win the raffle)

    How to Enter?

    • Donate $25 to Black Lives Matter for 1 Raffle ticket – Email me your receipt –
    • Tag a friend in my Linkedin post and get 1 Raffle ticket if they donate $25 – If they donate I will look to see who referred them.

    Other Info:

    • We will announce the winner on our social media channels and notify the winner directly via email on June 24th, 2020. The winner will be emailed directly too.
    • For each $25 you donate you get 1 raffle ticket.
    • For every person you tag in the Linkedin comments that also donates gets you an additional raffle ticket.
    • You must work for a company within sales, marketing, biz dev, etc. (we only accept business emails for sign up, personal emails are not permitted)
    • The data provided in Lead411 can only be used for your internal business purposes (not for personal consumption) and is not to be shared with others (we take data privacy seriously).
    • We are donating $500 to Black Lives Matter ourselves.

    • What books are in the Ultimate Sales Book Bundle?

  • 6 Must-Ask Questions for your Contact Data Provider

    by Jeremy Unruh | January 28, 2020

    The need for accurate data is at an all time high, which means that vetting the right data provider is of great importance, to ensure your business stays compliant with data regulations, and new data privacy laws like the CCPA.

    In order to help our customers and potential customers understand how Lead411 has taken the appropriate steps to protect our customers, here are our answers to the top 6 must-ask questions to ask your contact data provider.

    1. Where is your data sourced from?

    Our data is sourced through a multi-faceted approach. Our data team uses a proprietary technology that searches public data, social resources and company websites. Our data team also verifies that our sources are correct through manual verification, automated verification, and real-time verification before it is added to the Lead411 platform.

    2. How often is your data cleaned and re-verified?

    We are constantly looking at our data to ensure it is as clean and accurate as possible. The verified data has a 90% accuracy rate. We make sure to clean and re-verify our data every 3 months. We know that companies hire new employees, employees retire or move on to new opportunities, etc, so we are constantly looking at our data to make sure we add or eliminate data from our platform as the ebb and flow of the corporate world does the same.

    3. How often do you add new data?

    We add data everyday! Whether its new direct dials, new email addresses, new company branch locations, new executive hires etc, we are constantly making improvements to our platform so can we add value that our customers can utilize daily. We also use proprietary research methods to get data that other data providers can’t, which helps us stay ahead of the competition.

    4. Are you compliant with the California Consumer Protection Act (CCPA) and the General Data Protection Regulation (GDPR)? Is my company and personal data private as a customer? Do you scrape my email signature if I am a customer?

    We are compliant with the CCPA and GDPR meaning we respect a contacts data and comply to remove their data at their request. We make sure we protect the data in our platform, and the privacy data of our customers. Our team makes sure to keep up with all the laws and regulations surrounding data privacy. We never scrape email signatures (like some of our competitors) which could be a liability risk and we never add customer data to our platform when they sign up as a customer, a free trial or demo. We use a third-party secure platform for payment and customer subscriptions information and that data is removed if the relationship with Lead411 is terminated.

    5. Beyond just general contact data, how can I leverage your data to help my business further?

    Lead411 is proud of the depth of our data. Our customers utilize our trigger intelligence to find opportunities to reach out with the right conversation. Our triggers include data about new hires, new executives, new IPO’s, new funding, recent company awards, expansion plans and more. We know each one of our customers has a unique data set, and we try to offer an all-encompassing and easy to use solution.

    6. What makes you different from other data providers?

    Beyond our data, and the in-depth data intelligence, we offer our customers the ability to reach out directly from our platform with our Reach feature. Reach gives our customers the ability to set up email and/or SMS campaign cadences, so there is no need to export to a third-party email client, and no need to upload data to the company CRM until a contact is a warm and qualified prospect.

    Why are these questions so important?

    The answer is time. We have prospects looking for data providers who go with a smaller, un-proven solution and end up coming back to Lead411 after they realize they should have asked the right questions to find the right provider. When you are looking for a provider, be sure you know what you are getting. There are a lot of solutions in the data space that sacrifice quality and privacy, so be sure to save time and ask these questions as you evaluate your next data provider.

    If you would like to evaluate Lead411 as your next data provider, we would be happy to set up a demo with you.

    Find a time for a demo.

  • Lead411: Updated Enterprise Level Features and Data Accuracy for our Fast Growing Client Base

    by Jeremy Unruh | September 9, 2019

    In the data era, there are few companies that have encompassed a holistic approach toward customer needs for data accuracy, research, outreach, and integration.  Our goal at Lead411 is to be the most comprehensive data platform on the planet and we have done so through listening to our enterprise customer needs, creating innovative solutions and ensuring our data is as accurate as possible.  As we continue to evolve our solution, here are the features we are focused on specifically.  This blog post serves as an informative resource for companies looking for an all inclusive and affordable solution.


    Data Enrichment:
    Using the latest Lead411 API you are able to enrich and append our verified contact and company data to your own data set for enriching inbound leads or your current prospecting database with all of the data points below.

    • validated email addresses
    • direct dial mobile phone numbers
    • technology data stack
    • titles, locality and company locality
    • social profiles, industry, bio
    • job openings
    • company info like revenue & size
    • triggers like fundings and M&As


    Data Cleansing:
    Using Lead411’s chrome extension, data append feature and API you are able to quickly append and cleanse your data within Salesforce or your own home grown CRM. Take your current dataset of contacts/companies and clean them up with our fresh companies and contacts.


    List Building:
    New advanced filters for Lead411’s List Building were added to the web application as well as the upgraded API. Here is a full list of all filters available;

    • Titles, Departments and level
    • City, State, Country, Zip(radius)
    • Industries or keywords from company description
    • Suppress your own customers or previous contacts
    • Limit by email or direct dial, etc.
    • Job Openings and tech stack
    • Fundings, M&As, Hiring plans and new offices.
    • Revenue & Employee size


    Data Dashboards:
    Upon logging into the Lead411 web application you will see a dashboard of our datasets and what has happened in the past 24 hours or week including how many company updates, people updates, news events broken down by funding, mergers, acquisitions, new hires, hiring plans, employment changes, etc.


    Our chrome extension and our web application has built in integrations with some of the best sales enablement, crm and sales automation saas. Our chrome extension allows you to pull Lead411 data while you are browsing social sites and company websites, as well as append/enrich your Salesforce leads directly with Lead411 data. Other saas we integrate with include, Salesloft, MS Dynamics, Zoho, Insightly, SugarCRM, Highrise, Pipedrive, Keap, vTiger, Capsule, Nutshell, PipelineDeals,, SalesforceIQ, ZenDesk, PersistIQ, Hubspot,, AgileCRM, Less Annoying CRM, Oracle, PCRecruiter, Freshsales and Salesfusion.


    Market Intelligence:
    Using Lead411 Intel you are able to gather Market insights using our competitive intelligence data, monitoring customer/account news events, and our TrackStar feature which gives you alerts on your accounts when someone at that account changes jobs. IN the screenshot you can see the red buttons mentioning Similar Companies(Competitors), branch locations, historical trends and job openings.


    Reach – Automated Email/SMS Engagement:
    Setup automated emails and/or SMS message campaigns, create custom templates, add contacts directly from the Lead411 platform from the advanced search or trigger results, track replies and opens, create tasks, follow up on social platforms, keep notes and more, all from our newest Lead411 feature inside of Lead411.  No need to export to a third party email platform and no need to login to your existing CRM to track opportunities. You can set up Reach and save valuable time because your workflow is all within the Lead411 platform!


  • Direct Mobile Dials are Fueling B2B Communication Channels

    by Jeremy Unruh | November 1, 2018

    Time is always a key factor in sales. Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity.  However, there is nothing worse than reaching out and getting “ghosted”. Never hearing back and having to deal with the anxiety of “do I reach out again?”, “am I bugging them?”, “did they get my message?”, “I was sent to voicemail again, did I lose the deal?” This uncertainty is nothing new to any seasoned sales person. One way to alleviate this anxiety is to reach out via multiple channels to find the best way your prospect or customer prefers to communicate.

    So what outreach methods are the best communication channels to get in touch with your prospect or customer, and get that response in order to alleviate some of the uncertainty of the common sales process? One company, Text Us, is using text messaging to avoid the voice mailbox and cluttered email inbox to help customers reach out via mobile phone text message and they are having greater success with staggeringly higher response rates than traditional methods. In fact, According to their website, textus customers are seeing a 40% response rate to text messages. The data makes complete sense when you think about how often the average person checks their cell phone every day. According to a 2015 study by Deloitte, the average american checks their cell phone 46 times a day. That is an average of 3 times an hour (assuming 8 hours of sleep a night we all get…right). So why wouldn’t it make sense to reach out directly via text to take advantage of one of these attentive moments.

    The data doesn’t stop with text messaging. In fact, there are still many benefits to reaching out via phone call or email. Let’s look at the benefit of picking up the phone and reaching out first.

    The benefits of the phone call include:

    • Personalization, reaching out with a voice to match the message
    • Back and forth to build trust, ask questions and gain understanding
    • Hanging up is hard to do, it is much harder to hang up than press the delete button

    Phone calls are still a great way to reach out because they are the closest thing to an in-person meeting, but they are still incredibly time consuming.  If you know your audience and know that conveying trust is a major point of the business relationship (and you can’t get together for a face-face-to-face), phone calls are still a powerful communication channel.

    Email is still a popular tool to reach out as well.  Email can include an incredible amount of information that is consumable when the recipient is ready to read it.  According to a Return Path study last year, analyzing 27 Billion emails sent by Americans between May 2016 and April 2017, 55% were opened via a mobile device.

    The benefits of an email include:

    • Email is incredibly time saving for both parties
    • Emails are less invasive, and can be responded to at a convenient time
    • You can track email data and know what is working and what isn’t

    Email is still a popular method to reach out because its a quick and easy way to send important documents, contracts, and additional information to advance the B2B relationship.  There are downsides to email, including spam traps, and inbox overload, as the average American receives 121 emails a day (40 of which are B2B emails).

    Email, phone calls and text messages are still viewed as 3 separate communication channels in the sales/marketing world, but email marketers and sales professionals alike need to make sure they are using each one effectively, as the majority of Americans continue to utilize their mobile cell phones more and more.

    At Lead411, we are committed to this data and have been adding more and more mobile phone numbers and verified emails to our platform.  As this trend continues, the need for accurate phone numbers and verified email addresses will be at the forefront of the B2B relationship for marketing and sales professionals alike, as they look for the most successful ways to improve communication and maintain revenue streams without worrying if the message was received or not.


  • How Recruiting Trigger Data is Fueling Staffing Industries

    by Jeremy Unruh | August 15, 2017

    As a recruiter in a large company, you already know the challenges in finding the perfect candidates to hire in each department. Perhaps you’ve gone through a lot of turnovers over the last few years simply because you didn’t do well enough in vetting the candidates you interviewed. If you’re still doing this, it’s time to start using intelligence data in your company. To find and fill positions, trigger data does more than just find information on potential employee leads. It can help you mine data when you need to receive funding or when releasing an IPO.

    Finding Fresh Contacts for Hiring

    Using trigger data for contacts helps you weed out those you know aren’t the best candidates for hiring, or for any other partnership. Being able to gather this data automatically through a platform can save you days of having to find these prospects on your own.

    What’s most important is finding a data platform that easily integrates with a CRM so you have easy ways to communicate with candidates. When you add trigger events to your data, you’ll find out whether a potential employee you’ve wanted to hire is available or not.

    How many times have you had certain people in mind to fill a position, only to find out they already work for someone else? Real-time trigger data lets you know when these people become available so you can entice them to work for you.

    Using Data to Find Funding

    Part of your job as a recruiter is perhaps finding companies or people who can provide funding for your business. Trigger data lets you know when companies or individuals have funds available at key times.

    In a more competitive business world, you don’t want to miss out on receiving funding from a prospect only because you missed out on alerts.

    To create lasting relationships and move ahead of competitors, you need detailed real-time data.

    Trigger Data When Releasing an IPO

    When you need to find individuals or companies to invest in your new IPO, trigger data works the same way. You’ll want this data to become as thorough as possible, including gathering everything from geographic segment reports to executive biographies.

    All of this information and more can paint a more rounded picture about which prospects are worth your efforts and which ones become a waste of time to pursue.

    At Lead411, we provide up-to-date trigger data platform that digs deep to help your recruiting staff find valuable connections that can last a lifetime.

  • How Intelligent Marketing Triggers are Eliminating the Tradition of Buying Lists

    by Jeremy Unruh | July 17, 2017

    Using Data to Grow Your Prospects

    More data is publicly available today than ever before, and this new information is helping marketers rethink their approach to sales. By analyzing data in an intelligent way, marketers create more targeted conversations, convert more prospects to customers, and eliminate the need to buy lists and blast information with intelligent marketing triggers.

    List Buying

    Traditional thinking about internet marketing creates a demand for an endless supply of new contacts. In the past, sales teams turned to list buying as a way to source new email addresses.

    List buying allows marketers to build up their contacts immediately by acquiring a list compiled by another company. Marketers often select some basic data, such as demographic information.

    While list buys are efficient, marketers know that blasting these lists is not always effective. To start, it’s impossible for marketers to know whether their emails will even reach real people. But most importantly, this impersonal approach goes against the most fundamental principles of marketing – it doesn’t focus on customer preferences.

    Intelligent Marketing Triggers

    In recent years, marketers are rethinking this approach. Publicly available data can grow a list of legitimate contacts who are likely interested in your product. What’s more, intelligent triggers can help marketers understand purchasing behavior.

    Intelligent marketing triggers are eliminating the need for list buying by creating a mechanism for more intentional conversations with real prospects. This new approach leads to better, more relevant offers that are more likely to lead to sales.

    It reduces the need to blast potential customers with information, which also means emails more likely to be read and less likely to end up in the SPAM folder.

    Joining the marketing revolution and harnessing data to gain insight about their prospects can help you maintain a competitive edge. At Lead411, we can provide the tools to help you understand more about your potential customers.


  • How Big Data can Fill Your Sales Pipeline Fast!

    by Jeremy Unruh | November 3, 2016

    Big data is this generation’s telephone. It changes everything about our lives, from the regulations we live with, to the charities we support, and even the products we buy. Particularly, big data has revolutionized the way companies think of potential customers. Instead of trying to pull them to the product, companies can put the product where consumers are. Information is the most powerful force in advertising.

    If you’re looking for ways to build your customer pool and convert leads into sales, you need to look at what Big Data practices can do for you. Think about how these three strategies could fundamentally revolutionize the way you market and sell.

    1) Meet your customers where they are

    Your customers no longer need to rely on your company’s advertising to learn about your product. A quick search can put them in touch with all the reviews, comparisons, and information they could want to know. They don’t have to worry about whether or not advertisement is telling the truth. They’re confident in the results of their own research.

    Powerful predictive tools can show what customers who are considering your product will look for. Using search algorithms, you can know where your customers are getting information from, and then be there to meet them in those spaces. You can bolster your credibility with potential customers while ensuring they get accurate, honest information about your products and services.

    2) See changes in customer behavior as they happen

    It’s a nightmare scenario for business owners to suddenly start losing clients. Tracking down the source of the problem is like finding a leaky pipe underwater. Is it marketing? Is it service? Is it pricing? It could be anything, and there’s not time to tinker and figure out. It’s a guessing game where a wrong answer could mean the end of your business!

    Big data aims to fix that problem. Seeing in real-time the changes that are occurring in sales patterns can help isolate causes. If a big jump in sales corresponds with a new e-mail campaign, you can see how much of it is coming from the e-mail campaign and how much is changing somewhere else. You can diagnose problems before they get bigger, and ramp up successful efforts before they lose momentum.

    3) Build and train your team

    It may be hard to isolate what parts of the customer experience are most or least successful at converting leads. Maybe your team has a weakness in retention, but excels in initial conversion. Big data can help diagnose where the weaknesses are with granular precision. If you have a few agents who aren’t “morning people,” but start rocking at 3 pm, big data can show you that.

    The data revolution is coming to your industry, and the only question is if you’ll be leading the charge or playing catch-up. Ready to take the big data plunge? Contact us to start filling your sales pipeline, today!


  • Predictive Analytics and the Sales Process

    by Jeremy Unruh | October 21, 2016

    Though many modern marketers and business executives have heard of and understand terms like data analysis, big data, data mining, predictive analytics, and the like; there are still many professionals that have heard the terms, yet don’t understand them.

    However, predictive analytics is something that all professionals should strive to understand.

    Predictive analytics can offer businesses a simple way to increase revenue while decreasing risks and costs.

    Predictive analytics is the use of data gathered through:

    • Machine learning,
    • Statistics,
    • Data mining, and
    • Modeling

    … to clarify what has happened in the past. In theory, studying these patterns can predict future behaviors in many cases. However, some experts believe that predictive analytics still aren’t an exact science. Harvard professor Gary King believes that,

    “statistical prediction is only valid in sterile laboratory conditions, because the number of environmental variables and human responses to those variables is inherently unpredictable.”

    However, criticism aside, results speak for themselves.

    Businesses in dozens of industries are seeing results from the study of predictive analytics. It seems studying data can support some degree of future buying behavior and decision-making, though maybe not all.

    In addition, as technology becomes more proficient, predictive analytics programs gain increased speed and ability to carry out projects.

    A Modern Tool that Greatly Improves the Traditional Sales Process

    Most sales professionals are familiar with the traditional sales process. It typically consists of steps like:

    • Gaining product knowledge,
    • Prospecting,
    • Approaching,
    • Assessing needs,
    • The presentation,
    • The close, and
    • The follow-up

    Predictive analytics improves just about every step of the traditional sales process except the first step of gaining product knowledge. That, the sales professional will have to complete on his or her own. However, predictive analytics:

    • Gives sales professionals incredible insights on who their best prospects are likely to be,
    • Gives them tips about the most effective ways to approach prospects,
    • Helps them assess a potential client’s needs even before the approach,
    • Tells them what presentation methods will work best with each potential client,
    • Helps them understand when and how to close a sale, and
    • Does a great deal to automate, yet personalize the follow-up process.

    In addition, predictive analytics helps marketing and sales teams work hand-in-hand when it comes to making contact with prospects and nurturing leads.