{"id":14430,"date":"2018-03-29T09:54:38","date_gmt":"2018-03-29T15:54:38","guid":{"rendered":"https:\/\/www.fullcontact.com\/?p=14430"},"modified":"2022-04-26T08:20:22","modified_gmt":"2022-04-26T14:20:22","slug":"know-person-behind-lead-watch-sales-soar","status":"publish","type":"post","link":"https:\/\/www.fullcontact.com\/blog\/marketing-sales\/know-person-behind-lead-watch-sales-soar\/","title":{"rendered":"Know the Person Behind the Lead and Watch Your Sales Soar"},"content":{"rendered":"

\u201cThe one who understands people better is the one who wins.\u201d<\/em><\/strong>
\n–Simon Sinek<\/span><\/p>\n

In the digital age of the consumer, people want more from the brands selling to them–they want you to know who they are, including their role, interests, and needs. <\/span>Prospects expect you to understand them first<\/b>. This makes engaging and converting leads more difficult, which might explain why some estimates report <\/span>only 22 percent of companies are satisfied with their conversion rates<\/span><\/a>. <\/span><\/p>\n

If you don\u2019t know your leads or have outdated information, you don\u2019t just lose a customer; you potentially get a negative story heard around the world on social platforms. <\/span><\/p>\n

And this is where <\/span>identity-based lead enrichment <\/b>comes into play. Identity resolution provides rich lead intelligence by integrating disparate data, both online and offline, related to one person. That\u2019s how <\/span>you build a relationship <\/b>that will warm up a potential customer to inspire them on the path to purchase. After all, the best sales experience involves making a person feel like they are purchasing from another person. <\/span><\/p>\n

Identity Overcomes Lead Challenges<\/h2>\n

If you do not know who your customer is, how can you create relevant conversations and experiences that motivate them to act?<\/span><\/p>\n

Traditional data sources fall short\u2014they provide leads, but they don\u2019t create a complete picture of your prospect. They also don\u2019t facilitate developing brand connections with customers. If you invest in the right audience\u2014and the right person\u2014 from the start, you improve the return on your campaigns. <\/span><\/p>\n

With identity resolution from FullContact, you possess the power to understand prospects\u2019 interests <\/span>using enriched lead data to build complete profiles<\/b>. \u00a0You take advantage of <\/span>over two billion people profiles and twenty million company profiles<\/b> to leverage a holistic view of the human behind the lead. <\/span><\/p>\n

Most lead enrichment vendors supply job title and organization level. They fail to recognize and acknowledge that your best leads are real humans on the other side of the phone or email. Each prospect has a unique story–they have individual interests that might include college baseball teams, reading TechCrunch, outdoor apparel, or spending vacations in the Bahamas. By accessing these details, you gain an opportunity to capture attention and move leads along the customer journey. <\/span><\/p>\n

Sample customer insights gained from lead enrichment include the following:<\/span><\/p>\n