How an AI marketer uses LeadIQ
LeadIQ is a sales intelligence and prospecting product. It keeps a database of B2B companies and the people who work at them, including their job titles, employment history, work emails, and phone numbers. Many sales teams use it from LinkedIn with LeadIQ's Chrome extension, capturing one prospect at a time and sending them to a CRM.
An AI marketer uses LeadIQ as its contact source for outbound work. It decides who's worth reaching, asks LeadIQ for those people and how to contact them, and then puts them to work in a campaign. That's exactly how Kite uses your LeadIQ account. It finds decision-makers at your target accounts, fills in contact details for lists you already have, and finds former customers at their new companies. Then it sends the finished records to your CRM and writes the emails.
Marketing jobs Kite can do with LeadIQ
The jobs below start with the most common request, finding the right people at companies you've already chosen, and move toward getting more out of the contacts and the credits you already have.
Find the decision-makers at your target accounts
Kite uses LeadIQ to find the people who'd buy from you at each company on your target list. Say you give Kite 40 logistics software companies you want to reach this quarter. Kite first looks up each company in LeadIQ by its name, website domain, or LinkedIn company page. Matching the company first means the people Kite finds next work at the right business, not a similarly named one.
Next, Kite decides which roles to look for at each company. It bases that on what you sell, who has bought from you before, and how big the company is. At a 20-person startup, the founder usually signs off on a purchase. At a 1,000-person company, Kite looks for the VP who owns the budget and the manager who'd use your product every day.
Kite then searches LeadIQ for those roles, and LeadIQ returns the matches grouped by company. With everyone who fits at one account side by side, Kite chooses the strongest one to three people. Each result gives Kite the person's name, current title, company, and LinkedIn profile, along with the work email LeadIQ holds for them.
Build a prospect list starting from a role
Kite can also start from the person you want to reach when you don't have a list of accounts yet. Ask Kite for "heads of revenue operations at US software companies with 100 to 1,000 employees." It searches LeadIQ with filters for job title, seniority, role, company size, and location, and gets back one list of matching people across every company that fits.
Kite already knows your positioning, customers, and competitors from its research on your business, so it can propose those filters itself when your request is looser. Once the results are in, it removes your current customers, your competitors, and anyone who has opted out. It then scores each remaining person from one to five against your ideal customer profile, with a one-line reason such as "VP of marketing at a 300-person freight software company that just hired its first demand-generation manager."
Fill in contact details for people you already have
Kite looks up the people on a list you already have and fills in what's missing. Lists often arrive with names and nothing else. You might have a spreadsheet of 120 badge scans from a trade show, a list of webinar registrants with personal email addresses, or the names your founder collected at an industry dinner.
LeadIQ can find a person by their name and company, their LinkedIn profile, their email address, or their phone number. Kite searches with whatever each row gives it and returns the person's current title, company, work email, and LinkedIn profile. When someone has changed jobs since they registered, the result shows their new company, so your follow-up goes to where they work now.
If LeadIQ has no work email for someone, Kite can look the person up through its own built-in Apollo connection. It labels which source supplied each address, so you always know where a contact detail came from.
Find past customers at their new companies
Kite uses LeadIQ to find people who used to work at your customers and have since moved to new companies. LeadIQ searches past employers as well as current ones. Kite can therefore take your customer list from your CRM or its own research and ask LeadIQ who has left each of those companies.
Those people already know your product, which often makes them the easiest new conversation to start. Suppose your champion at a long-time customer became head of marketing at a 200-person software company last spring. Kite finds them, checks whether the new company fits your ideal customer profile, and writes an email that mentions their history with your product.
Confirm each person is still in the role, and correct LeadIQ when they aren't
Kite checks every LeadIQ record against the person's public profile and their company's own pages before it uses them. When a person has moved on, Kite drops them from the list and looks for whoever replaced them.
Kite also reports the outdated record back to LeadIQ as a data correction. It can mark a contact detail as invalid, give the reason, or update the person's profile details. LeadIQ uses those corrections to improve its data, so later searches from your account are more accurate.
Size a list to the credits you have left
Kite reads your LeadIQ plan and credit balance before it starts a large search. It can see your plan, your billing cycle, the credits you've used, and the credits you have left, including your balance for LeadIQ's contact tracking.
That lets Kite fit the work to your budget. If you ask for 500 contacts and your account has room for 200, Kite tells you before it starts and works through your strongest accounts first. When the run is finished, its summary says how many credits it used.
Send the finished contacts where your team works them
Kite takes the people it found in LeadIQ the rest of the way to outreach. In HubSpot or Salesforce, it checks for existing records by email address and company domain. Then it updates the people you already track, creates new contacts linked to their companies, and adds a note explaining why each person is worth contacting. Adding records to your CRM is routine work, so Kite does it and then tells you what changed. If you'd rather keep the list in a spreadsheet, Kite writes one row per person to a Google Sheet.
From there, Kite can write a personalized email to each person using its research on their company. It sends the emails from your team's Kite address or a connected email account once you approve them, and it reports which messages were delivered and who replied.
What Kite reads and changes in LeadIQ
Kite mainly reads from LeadIQ. Apart from the data corrections it reports, the work Kite does with LeadIQ data lands in your CRM, your spreadsheet, or your outreach.
Information Kite can read
- CompaniesKite finds a company by its name, website domain, or LinkedIn company page and reads the company details LeadIQ holds. It uses that match to make sure every person it finds next works at the right business.
- People by roleKite searches for people by job title, seniority, role, company size, and location. It can get the results grouped by company, for account-by-account work, or as one list across every company, for a list that starts from a role.
- Specific peopleKite finds a named person by their name, current or past company, LinkedIn profile, email address, or phone number. The results include their current title and company, work email, and LinkedIn profile.
- Your plan and creditsKite reads your LeadIQ plan, billing cycle, credit usage, remaining credits, and contact tracking balance, so it can size a request before it runs.
Information Kite can create or change
- Data correctionsKite reports outdated or invalid contact details to LeadIQ, with the reason and any updated profile details. LeadIQ uses these reports to correct its data.
How Kite connects to LeadIQ
Add an API key for your LeadIQ account. Kite uses the access granted to that key, and the searches it runs draw on your account's plan and credits. When a task first needs LeadIQ, Kite asks you to connect it, and you paste in the key from your LeadIQ account.
LeadIQ isn't built into Kite, so this connection requires a LeadIQ account of your own. Teams without one can still ask Kite to find decision-makers and their work emails, because Kite includes Apollo for the same kind of company and contact research. To send the people Kite finds to HubSpot or Salesforce, connect your CRM as well.
How-to guides using LeadIQ
- How to find decision-makers with LeadIQ Kite works out who makes the buying decision at each target company, searches LeadIQ for those people, confirms they're still in the role, and saves one to three scored contacts per account to your CRM.
Where LeadIQ fits in Kite's marketing work
LeadIQ supplies the people and their contact details. Kite decides which companies and roles belong on the list, finds the matching people in LeadIQ, scores each one against your ideal customer profile, and adds the best ones to your CRM or an outreach campaign.
Events produce names without contact details, and LeadIQ fills them in. Kite looks up attendees from a badge-scan list and finds the decision-makers at sponsor and exhibitor companies. Then it writes the follow-up for each person while the event is still fresh.
When a lead fills out a form with only a name and an email address, Kite can look that person up in LeadIQ to find their title, company, and LinkedIn profile. That gives Kite what it needs to compare the lead with your ideal customer profile and draft a reply with the right next step.
Limits and product-specific details
- Kite saves contacts outside LeadIQ. Kite writes the people it finds to your CRM or a Google Sheet. It doesn't save them to lists inside LeadIQ or send them through LeadIQ's own CRM sync.
- Searches use your LeadIQ credits. Because Kite works through your account, the contacts it looks up count against your plan, the same way they would if your team looked them up.
Common questions
Does Kite use LeadIQ's Chrome extension?
No. Kite searches LeadIQ's database directly through your API connection, so nobody has to open LinkedIn or click through profiles one at a time. Your sales team can keep using the extension for their own prospecting while Kite builds lists in the background.
Can Kite keep my LeadIQ contacts current as people change jobs?
Yes. Ask Kite to recheck a list on a schedule, such as the first Monday of every month. Each run confirms that every person still holds their role, finds the replacement for anyone who left, and updates the records in your CRM. Kite does this with its own scheduled checks rather than by adding people to LeadIQ's contact tracking.