If you had to pick one thing that makes your sales and prospecting efforts more effective, what would it be?
For most businesses, the answer is lead intelligence (or, knowing more about those people you’re trying to sell to.)
In fact, in our latest report, nearly 70% of the marketers and salespeople we spoke with consider lead intelligence to be a “very effective” part of their prospecting efforts.
有了像这样的发光评论，我们想知道我们的朋友在哪里获得了这些很棒的数据，从而改变了他们的销售和营销流程。因此，我们要求他们使用他们最喜欢的主要智能工具进行餐具，现在我们正在与您分享。
What Is Lead Intelligence Anyway?
Before we get into the tools, let’s back up for a second and answer a question many of you may be asking. Even for seasoned marketers and salespeople, “lead intelligence” can be a confusing and imprecise term.
简而言之，Lead Intelligence包括您可以收集有关潜在客户和潜在客户的任何数据或信息。这个想法是，信息可以帮助您更好地理解并向这些人或企业出售。
To break it down further, lead intelligence can include (among other things) data like:
- 联系信息
- 网站交互数据
- 兴趣数据
- 人口统计信息
- 社交媒体概况和活动
毫不奇怪，我们的报告显示联系信息一直被评为铅智能工具的最有用的功能 - 所有人，如果您甚至无法联系到某人，就很难出售。
但是网站交互数据和兴趣数据分别排名第二和第三。
With that in mind, it’s clear that lead intelligence tools have a lot of value to offer marketing and sales—so let’s get into the specific tools our friends swear by.
17种最佳铅智能工具
我们在此报告中遇到的一个问题是：营销人员和销售代表使用CRM系统中的主要情报数据，还是使用其他领先情报工具来增强对潜在客户和前景的理解？
We posed that question to respondents and they said, overwhelmingly, that they use a separate tool to bolster the lead intelligence available to them. So, naturally, we asked them to share which tools they use and why they’re so valuable. Here are all the tools they recommended.
1. Albacross
“Albacross跟踪访问您网站的访问者，” Newaz Chowdhury解释说Powerphase。“In our case, it’s mostly companies that visit. It tracks their data and includes all the basic company info like contact details and where they are located. As well as basic analytics like where they came from and what they did on your site.”
Oksana Chyketa also recommended Albacross, adding, “Having access to such information gives us a chance to perform relevant warm calls instead of cold ones, our email marketing campaigns get enhanced audience segmentation and increased open rates, and more.”
2.嗡嗡声
AJ Alonzo ofdemandDrivetold us about a newer lead intelligence tool called Buzz, and boy did Alonzo rave about it. “嗡嗡声is a new tool that was just announced by LeadSift, and it’s amazing.”
“他们使用AI为目标帐户找到引人注目的触发事件，因此您拥有正确的知识，可以帮助您个性化消息传递并更好地与潜在客户建立联系。没有什么像和谐的时刻那样在正确的时间与正确的潜在客户联系，嗡嗡声可以帮助您定期达到这一时刻。”
3. Clearbit
One of the tools we heard several mentions of isClearbit。汤姆·费尔瑟姆（Tom Feltham）软件路径and Ratko Ivanović of热情代理both recommended it. Ivanović explained, “Clearbit helps us grab all the relevant data that describes our customers, as well as track all the interactions they have with our sales and marketing.”
阿里·哈桑（Ali Hasan）Film Jackets还强调了Clearbit的电子邮件和联系信息功能，并说：“我个人使用它来获取我想与产品推广联系的人的信息。只需在搜索中添加任何域名，并且屏幕上将弹出一份业务人员列表。”
专家提示：用户如何在我的网站上参与？哪些内容可以推动最多的在线活动？
如果您想发现访问者如何与您的网站互动，哪些内容可以推动最多的参与度和转换，那么您可以从Google Analytics（分析）中跟踪几个页面上的活动和指标，可以使您启动：
- Sessions and % new sessions.How much traffic does your website receive on a daily or monthly basis?
- 频道会议。Which channels are driving the most traffic to your website?
- Average session duration.访问者平均在您的网站上花费多长时间？
- Pageviews and pageviews by page。Which pages on your website are viewed the most?
- Average time on page.What is the average time users spend on a specific webpage?
和更多…
Now you can benefit from the experience of our Google Analytics experts, who have put together a插件数据库模板beplay体育appios显示最重要的KPI，用于监视您网站上的访客参与度。实施并开始用作独立仪表板或营销报告，最重要的是，它是免费的！
You can easily set it up in just a few clicks – no coding required.
要设置仪表板，请按照以下3个简单步骤：
Step 1:获取模板
Step 2:Connect your Google Analytics account with Databox.
Step 3:Watch your dashboard populate in seconds.
4. Clearout
丹·克里斯滕森（Dan Christensen）Pest Rank发誓清除在解释说：“ Clearout允许您导入批量电子邮件，以收集有关您的潜在客户的更多信息，并摆脱未使用或不正确的人群的电子邮件。我们将其用于利基勘探，并节省了我们的大量时间。”
5. Crystal
水晶是我们听到的最独特和能力的工具之一。作为妮可·森格斯Spitfire入站解释道,“水晶是一个工具,生成personality profiles about prospects based on the information contained in their LinkedIn profile. It generates a ‘best guess’ profile of their behavioral tendencies, communication preferences, work style, and similar information.”
Sengers补充说：“了解前景的人格概况有助于确保您以最有效的方式取得领先。”
6. Datanyze
Avinash Chandra ofBrandLoom受到推崇的Datanyze，一种专门从事技术技术的工具，或者识别堆积潜在客户和前景的技术的数据。
“It’s a good fit for SMEs. It simplifies prospecting, does not even require you to leave the page, and makes exporting data easy. It speeds up conversion rates and helps you close more deals over a period of time.”
7. HubSpot
It’s likely no surprise to findHubSpoton this list—and accordingly, we heard rave reviews about several aspects of HubSpot’s software offering from Richard Owens ofFirst Five Eight和克里斯·斯蒂尔（Chris Steele）Knowmad Digital Marketing，其他。
“HubSpot is our powerhouse when it comes to lead intelligence,” said Chantelle Stevenson ofClearPivot。“凭借HubSpot的力量，我们不仅可以了解所查看的页面，还可以了解浏览器行为，这对我们的销售很有价值。HubSpot还使我们能够通过电子邮件自动化来培养潜在客户，从而根据他们的兴趣和竞选活动细节提供了正确的内容。”
Dean Moothart ofLeadg2和销售策略中心called out HubSpot’s Sales Pro features, while科夫格’s Eric Melillo, andHQdigital’s Meghan Hultquist both recommended the HubSpot Prospects Tool.
8. Hunter
Hunter是我们从营销人员和销售人员那里听到的另一个联系信息专家。布鲁克斯·曼利（Brooks Manley）Engeniusexplained, “Hunter allows us to track down email addresses for prospecting, link outreach, and more.”
Offering both Google Chrome and Google Sheets extensions, plus the web app, Hunter can help you find email addresses associated with a domain or email contact for a particular person. Hunter can also help verify any existing email information you have before you hit send.
9. Leadfuze
“UsingLeadfuze,” Vijay Khandekar of成长员said, “I can search for leads in specific roles and industries, that use certain software, that spend on Adwords, who are hiring, and more. I can also unlock a lot more data like verified emails, phone numbers, social profiles, company news, hiring intent, keywords, and more.”
“The one thing I like the most in LeadFuze is the quality of lead data,” Khandekar added. “The different data filters it offers makes prospecting fun.”
10. LinkedIn Sales Navigator
在本报告中我们听到的所有主要智能工具中LinkedIn销售导航器was far and away the most popular tool—and for good reason, according to respondents like Jack Huang ofTruly Experiences，Dries Lamont的EY VODW Belgium和Piia SanderMessente Communications Ltd。
“LinkedIn Sales Navigator is a helpful B2B sales tool that integrates with our business’s existing LinkedIn presence,” Andrew Colibri ofColibri数字营销解释了。“对于全面的搜索过滤器，将潜在的接触范围缩小到最高价值和最相关的前景特别有用。”
我们听到的大多数回应都强调了销售导航员能力的深度和广度。
Damien Martin ofShufti Prosaid, “It has great search techniques that give insightful search results related to your targeted clientele. The cherry on the top is its notifications feature—it timely informs you about updates regarding people and organizations that you target, making client pitching easier.”
“The exceptional search resources, lead suggestions and timely notifications about the activity of targeted clients are very helpful in devising engaging sales strategies.”
11. Lusha
Shayne Sherman ofTechLorisand Amrita Jaswal ofRestroAppwere both among the marketers who recommendedLusha- 在此报告之前，我们不熟悉的工具。
Jaswal解释说：“ Lusha在社交渠道和网络上提供了独特的数据。在过去的四个月中，我一直在使用它，从网络上任何地方找到电子邮件地址和电话号码非常容易。Lusha帮助我们通过个人电话号码和电子邮件对LinkedIn进行了个人资料搜索。在卢沙（Lusha）的帮助下，我们追捕所有C级高管，并产生潜在客户，为我们的销售团队创建正确的渠道。”
Robert Belton ofRobovent Solutions Group同样对Lusha表示赞赏，他说：“它使您可以访问联系信息，否则通常无法通过汇总来自不同来源的数据并“擦洗”这些来源来提供电子邮件或联系电话，而无需明确发布或提供，而没有大量费用。”
12. Oribi
大卫·桑切斯（David Sanchez）猛mm象网络解决方案highlightedoribi。In Sanchez’s words, “a great user-friendly marketing tool that helps to determine which marketing channels are converting the best.”
One of the best features that Sanchez mentioned is the Customer Journey feature, explaining, “It allows you to track the exact journey of every site visitor, really dialing into which ad, content, blog post, etc. drove that customer into contacting you and ultimately become a paying customer.”
13. Phonexa
“I recommendphonexa’s Lead Management System, LMS SYNC that helps you generate, track, and distribute leads using custom filtration and network integration,” said Ajay Prasad ofGMR网络团队。
“This tool ensures that you get quality leads and helps you unlock the full value of each lead. LMS SYNC tracks your leads very closely so that you get a complete picture of your prospect’s journey. Real-time reporting and predictive modeling help you make informed decisions and critical changes in your marketing efforts, to get the most out of every lead.”
14. Salesforce Pardot
虽然通常首先将其视为营销自动化工具，但我们听到的营销人员和销售人员也对此表示赞赏。pardot’s lead intelligence.
“在HealthJoy，我们使用Saleforce的pardot进行营销自动化和领先情报，” Rick RamosHealthJoysaid. “We supplement this with ZoomInfo data if we want to take a deeper dive—but using one unified platform for both makes management easier as you scale.”
15.斯科特的目录
Reuben Kats ofFalcon Marketing推荐了另一个对我们新手的铅智能工具：Scott’s Directories。
“ Scott的目录提供了有关公司提供的公司和服务的大量信息，包括公司执行信息，联系信息，在线订阅，自定义联系列表，并提供在线数据库以及每个行业的主要执行联系人。”
16. SimilarWeb
Callbell’s Carlo Morandi highlightedSimilarWeb。Morandi said that Callbell has built a custom integration with SimilarWeb that allows them to see how much traffic a domain is getting, in real-time. “We work with a lot of SMEs and we need to manage a large volume of signups every day, this integration allows us to quickly understand which leads are the most likely to be valuable to our business.”
“We provide a customer support solution which comes with a website widget,” Morandi explained, “and the traffic a website is getting is usually a very good indicator of how many support requests a company will get and, therefore, how many users the company could potentially need to add to their account.”
17. Zoominfo
In the lead intelligence realm,ZoomInfois definitely one of the big players, particularly for B2B companies. The company says it’s “backed by the world’s most comprehensive B2B contact database,” making it a go-to for many of the pros we talked to (including Dan Sherman ofERP集成解决方案and Denny Marlin ofIcon Structures，其他）。
yasmin bastosFieloalso highlighted the technographic features of ZoomInfo’s database, saying, “If you have the premium version, you can search by the type of technology they use. For some companies, knowing their technology stack is amazing.”
领先的情报工具可以促进您的销售和营销
在当今的市场中，拥有有关您的潜在客户及其需求的正确信息可能意味着新客户与失去机会之间的区别。以上推荐的主要情报工具可以帮助您与CRM合作并增强CRM，以创建更好的知情和个性化的销售和营销工作，这是双赢的。
