How-To: Using Apollo, LinkedIn & Clearbit for Lead Research

Purpose

To provide step-by-step guidance for using approved enrichment tools (Apollo, LinkedIn Sales Navigator, Clearbit) to research, validate, and capture lead data into CRM.

Step 1: Start with LinkedIn Sales Navigator

  1. Use advanced filters: industry, company size, geography, seniority, role titles.
  2. Review individual profiles for accuracy (role, tenure, responsibilities).
  3. Note company updates (funding, hiring, product launches) as enrichment signals.
  4. Export data only through approved CRM integrations—manual downloads are prohibited.

Step 2: Use Apollo for Contact & Firmographic Data

  1. Search by company domain or role title to find verified contacts.
  2. Extract validated email addresses and phone numbers.
  3. Add firmographic details (company size, revenue range, location).
  4. Sync enriched records directly into CRM via Apollo integration.

Step 3: Use Clearbit for Enrichment & Validation

  1. Enrich incomplete CRM records with technographic and firmographic data.
  2. Validate email deliverability (catch-all, invalid, or risky domains flagged).
  3. Add intent signals where available (site visits, product research).
  4. Ensure consistency by using company-standard formats (industry tags, revenue bands).

Step 4: Cross-Verification

  1. Cross-check contact details between at least two tools (e.g., Apollo + LinkedIn).
  2. Flag discrepancies in CRM notes for Sales Ops review.
  3. Do not upload unverified data into CRM.

Step 5: Update CRM Record

  1. Enter verified lead details into CRM using standard field mapping.
  2. Include: Full Name, Job Title, Company, Email, Phone, ICP Score, Notes.
  3. Apply segmentation tags (industry, geography, account tier).
  4. Log enrichment source (Apollo, LinkedIn, Clearbit) for audit purposes.

Tips & Best Practices

  • Always prioritize quality over volume; incomplete or unverified leads harm pipeline accuracy.
  • Use official company email addresses only—avoid personal emails unless explicitly approved.
  • Maintain professionalism—no scraping or unauthorized exports.
  • Refresh enriched leads every 90 days for accuracy.