Guide
B2B Lead Enrichment Guide
A 2026 field-by-field breakdown of B2B lead enrichment: which data points actually predict revenue, where to source them, and how to keep them fresh.
12 min read Updated 2026-06-12
The 12 fields that actually matter
Ignore the 40-field default in most enrichment tools. These 12 predict revenue:
- Company legal name + domain
- Employee count band
- Funding stage + last raise date
- Hiring velocity (open roles / 90 days)
- Tech stack (top 5)
- Decision-maker names + titles
- Buying committee size
- Recent news (< 60 days)
- Competitor presence
- Preferred comms channel
- Timezone
- Warm intro path
Sources ranked by freshness
LinkedIn > company changelog > job boards > press releases > SEC filings > static databases. AI enrichment blends all of these; static providers only see the bottom half of the stack.
How often to re-enrich
Trigger a re-enrich on: stage change, 30 days of silence, or a manual 'dig deeper' request from the AE. Everything else is noise.
FAQ
Should we enrich every lead?
No. Enrich anything past MQL. Enriching top-of-funnel is expensive and usually wasted.