Lusha vs Apollo vs ZoomInfo: B2B Contact Data Comparison 2026
My verdict upfront
If you need mobile numbers with high accuracy and you're running a small sales team that uses a Chrome extension workflow, Lusha is your play. If you want best bang-for-buck with 200M+ contacts for broad targeting and testing multiple markets, Apollo wins on value. If you're enterprise and need org charts, intent signals, and compliance-first intelligence, ZoomInfo is the market standard.
The B2B Contact Data Landscape in 2026
The B2B contact data market has matured significantly. Three tools dominate for different reasons: Lusha for premium contact accuracy (especially mobile numbers), Apollo for broad targeting and value, and ZoomInfo for enterprise-grade intelligence with org charts and intent signals.
All three are solid. But they're not interchangeable. Lusha is a Chrome extension overlay for small teams who need verified mobiles. Apollo is a full database for testing markets at scale. ZoomInfo is an intelligence platform for enterprise ABM and RevOps programs.
This comparison cuts through the marketing fluff and breaks down what each tool does best, pricing reality, data quality benchmarks, compliance considerations, and exactly when you should pick one over the others.
Quick comparison (2026)
| Feature | Lusha | Apollo | ZoomInfo |
|---|---|---|---|
| Best For | SDRs needing mobile numbers, small teams | Startups/SMBs, broad outbound, testing markets | Enterprise sales, ABM, complex org mapping |
| Starting Price | $39-79/mo (small plans) to custom enterprise | $49-149/mo (self-serve tiers) | Custom (typically $15k-50k+/year) |
| Database Size | 150M+ contacts (overlay model, not search) | 200M+ contacts (searchable proprietary DB) | 100M+ contacts (deep company intelligence) |
| Mobile Accuracy | Best-in-class (70-80% verified mobiles) | Moderate (50-60% mobile coverage) | Good (60-70%, premium tiers higher) |
| Chrome Extension | ⭐ Core workflow | Yes (strong) | Yes |
| Built-in Sequences | No (pair with Reply.io/Instantly) | Basic (use Reply.io/Lemlist instead) | No (pair with Outreach/Salesloft) |
| Key Strength | Mobile number accuracy + ease of use | Database breadth + value for SMB | Enterprise depth + intent signals + org charts |
| GDPR Compliance | CCPA/GDPR compliant (opt-out process) | You own the process | Compliance posture + vendor docs |
| Learning Curve | Beginner (Chrome extension is intuitive) | Beginner (30 min to start) | Intermediate (requires training) |
What Each Tool Does Best
Lusha: Mobile Number Accuracy + Chrome Extension Workflow
Lusha is the mobile number tool. If your sales motion relies on dialing prospects (warm follow-ups, SMB sales, field sales), Lusha consistently delivers the highest mobile accuracy in the market—70-80% verified mobile numbers compared to Apollo's 50-60% and ZoomInfo's 60-70%.
Lusha's Chrome extension is the core workflow. You browse LinkedIn, click the extension, and get verified contact details instantly. It's fast, clean, and requires zero training. Small teams (1-5 SDRs) love it because there's no platform to learn—just browse, click, call.
Small team focus: Lusha is built for teams that don't need complex filters or list building. You know your ICP, you're scrolling LinkedIn Sales Navigator, and you just want accurate contact data. Lusha delivers that with minimal friction.
- - You need mobile numbers with high accuracy (calling is core to your motion)
- - Your team is small (1-10 reps) and uses Chrome extension workflows
- - You already know your ICP and don't need list-building features
- - CCPA/GDPR compliance is important and you want a vendor with clear opt-out processes
Apollo: Database Size + Best Bang-for-Buck + Broad Targeting
Apollo is the best value in B2B contact data. 200M+ contacts, searchable filters (industry, company size, title, location, tech stack), and pricing that starts at $49/mo (or free tier for testing). If you're testing multiple markets or need to build lists of 1,000+ prospects weekly, Apollo wins on value.
Apollo's database breadth is unmatched for SMB/mid-market ICPs. You can filter by 50+ criteria, export lists, and push them into Reply.io or Instantly for outreach. The Chrome extension is solid for one-off prospecting, but the real power is the search platform.
Best for testing and iteration: If you're still figuring out your ICP—trying 5 different industries, 10 different titles, 3 different regions—Apollo lets you test fast without burning credits. You can pull 10,000 contacts in a week and see what converts.
- - You're testing multiple markets and need broad targeting flexibility
- - Budget matters and you want best bang-for-buck
- - You need to build large lists quickly (1,000-10,000+ contacts/month)
- - You want basic sequencing (though pairing with Reply.io/Instantly is better)
- - You're a startup or SMB without enterprise budgets
💡 Pro tip: Pair Apollo with Clay for deeper enrichment. Use Apollo for list building, push to Clay for qualification and waterfall enrichment, then send via Reply.io. See our Clay vs Apollo comparison for the hybrid workflow.
ZoomInfo: Enterprise Depth + Org Charts + Intent Signals + Compliance
ZoomInfo is the enterprise standard for B2B intelligence. 100M+ contacts with deep company intelligence—org charts, intent signals, technographics, funding data, and compliance-first infrastructure. If you're running ABM programs or need to map buying committees, ZoomInfo is unmatched.
The org chart feature is killer for enterprise sales. You can see who reports to who, identify champions and economic buyers, and build account maps before your first call. Intent signals tell you when accounts are actively researching solutions in your category—so you know when to strike.
Enterprise ABM workflow: ZoomInfo integrates with CRM (Salesforce/HubSpot), marketing automation (Marketo/Pardot), and sales engagement tools (Outreach/Salesloft). You build target account lists, enrich CRM records automatically, trigger workflows based on intent signals, and track engagement. This is a RevOps play, not a one-rep tool.
- - You're selling enterprise and need to map buying committees
- - Intent signals matter for your ABM strategy
- - You have budget ($15k-50k+/year) and want best-in-class intelligence
- - Compliance and data governance are top priorities (vendor documentation + SOC 2)
- - You're building a RevOps engine with deep CRM/automation integrations
Pricing Reality Check (2026)
Pricing changes frequently and ZoomInfo is always quote-based. Here's the market reality as of early 2026:
Lusha Pricing
Apollo Pricing
ZoomInfo Pricing
Cost Per Lead Comparison (Typical Usage)
| Tool | Cost per Contact | Best For |
|---|---|---|
| Lusha | $0.50-1.50 | Quality over volume (mobile numbers) |
| Apollo | $0.10-0.30 | Volume over quality (broad targeting) |
| ZoomInfo | $0.50-2.00 | Intelligence depth (org charts, intent) |
Data Quality Deep Dive
📱 Mobile Number Accuracy (Lusha Wins)
Lusha: 70-80% verified mobile accuracy. Consistently the best in the market. Their verification process is rigorous and they update mobile numbers frequently. If your motion is dialing prospects (warm follow-ups, demos, field sales), Lusha delivers the highest connect rates.
Apollo: 50-60% mobile coverage. Apollo's mobile numbers are less accurate than Lusha but good enough for volume plays. You'll hit more dead numbers, but the cost-per-contact is so low that the economics still work if you're dialing 500+ prospects/week.
ZoomInfo: 60-70% mobile accuracy (premium tiers higher). ZoomInfo's mobile accuracy is good and improving, especially on premium tiers. Not as high as Lusha but better than Apollo. If you're already buying ZoomInfo for intent/org charts, their mobile data is solid.
🗃️ Database Breadth (Apollo Wins)
Apollo: 200M+ contacts, searchable. The largest searchable B2B database. You can filter by industry, company size, title, location, tech stack, funding, and 50+ other criteria. If you need to test multiple ICPs or build lists of 10,000+ contacts, Apollo's breadth is unmatched.
Lusha: 150M+ contacts (overlay model, not search). Lusha's database is large but you don't search it directly—you browse LinkedIn and use the Chrome extension to reveal contacts. This is perfect for small teams but limits list-building capabilities.
ZoomInfo: 100M+ contacts (deep intelligence). ZoomInfo's database is smaller by count but deeper by intelligence. You get org charts, intent signals, technographics, and funding data. Quality over quantity—ideal for enterprise ICPs where you need account context, not just contacts.
📊 Intent Signals & Org Charts (ZoomInfo Wins)
ZoomInfo: Best-in-class intent signals and org charts. ZoomInfo tracks when accounts are actively researching solutions in your category (intent signals) and maps reporting structures (org charts). This is killer for enterprise ABM—you know when to strike and who to target.
Apollo: No intent signals or org charts. Apollo is a contact database, not an intelligence platform. You get basic company data (size, industry, funding) but no behavioral signals or org mapping.
Lusha: No intent signals or org charts. Lusha is focused on contact accuracy (especially mobile numbers). No advanced intelligence features. If you need intent or org mapping, you'll need a separate tool.
🔒 GDPR/Compliance Comparison
Lusha: CCPA/GDPR compliant with clear opt-out processes. Lusha has strong compliance infrastructure and provides GDPR-compliant data with documented opt-out mechanisms. Easier internal buy-in for EU/UK teams.
Apollo: You own the compliance process. Apollo provides data but compliance is your responsibility. You need to ensure lawful basis for processing (legitimate interest, consent, etc.) and implement opt-out mechanisms. More friction for EU/UK legal teams.
ZoomInfo: Compliance-first with vendor documentation. ZoomInfo provides extensive compliance documentation (GDPR, SOC 2, etc.) and has dedicated legal resources. Easier to get past procurement and legal in large enterprises.
Use Cases: When to Pick Each
Pick Lusha If...
You're an SDR team that needs mobile numbers
Your motion is call → email → LinkedIn. Mobile accuracy matters because you're dialing 50-100 prospects/day. Lusha's 70-80% verified mobile accuracy gives you the highest connect rates in the market.
You're a small team (1-10 reps) using Chrome extension workflows
You browse LinkedIn Sales Navigator, find prospects manually, and reveal contact details one-by-one. Lusha's Chrome extension is the cleanest, fastest workflow for this. No platform to learn—just browse, click, call.
You already know your ICP and don't need list-building
You're not testing markets. You know exactly who to target. You just need accurate contact data. Lusha delivers premium accuracy without the overhead of a full database platform.
Pick Apollo If...
You're a startup or SMB testing multiple markets
You're not sure which ICP converts best. You want to test 5 industries, 10 titles, 3 regions. Apollo's 200M+ searchable database and $49-149/mo pricing let you test fast without burning cash on premium data.
You need to build large lists quickly (1,000-10,000+ contacts/month)
You're running high-volume outbound. You need to export 2,000 contacts/week and push them into Reply.io or Instantly. Apollo's database breadth and export capabilities are built for this.
Budget matters and you want best bang-for-buck
You're a solo founder or small team with limited budget. Apollo's free tier + $49-99/mo paid tiers deliver 200M+ contacts at a fraction of Lusha or ZoomInfo's cost. You sacrifice some accuracy but gain volume and flexibility.
Pick ZoomInfo If...
You're selling enterprise and need to map buying committees
Your deals involve 5-10 stakeholders. You need to identify the champion, economic buyer, and influencers. ZoomInfo's org charts show reporting structures so you can build account maps before your first call.
You're running ABM programs with intent signals
You target 100-500 high-value accounts. ZoomInfo's intent signals tell you when accounts are actively researching solutions in your category. You prioritize accounts in-market and strike when they're ready to buy.
You're building a RevOps engine with deep integrations
ZoomInfo integrates with Salesforce, HubSpot, Marketo, Pardot, Outreach, Salesloft, and 100+ other tools. You enrich CRM records automatically, trigger workflows based on intent signals, and track engagement across the buyer journey.
Verdict & Recommendation Table
My Recommendation by Use Case
| Feature | Lusha | Apollo | ZoomInfo |
|---|---|---|---|
| Mobile Number Accuracy | 🏆 Best | Good | Good |
| Database Size | 150M+ | 🏆 200M+ | 100M+ |
| Best Value (Cost) | $$ | 🏆 $ | $$$ |
| Chrome Extension | 🏆 Best | Good | Good |
| Org Charts | ❌ | ❌ | 🏆 Yes |
| Intent Signals | ❌ | ❌ | 🏆 Yes |
| List Building | Limited | 🏆 Best | Good |
| GDPR Compliance | 🏆 Strong | You own it | 🏆 Strong |
| Learning Curve | Beginner | Beginner | Intermediate |
FAQ
Can I use more than one tool?
Yes, and many teams do. Common hybrid: Apollo for list building → Clay for enrichment → Reply.io for outreach. Or: ZoomInfo for enterprise accounts → Lusha for mobile numbers on key contacts. The tools complement each other—Apollo/ZoomInfo for breadth, Lusha for mobile accuracy, Clay for qualification.
Which has best EMEA data?
Lusha and ZoomInfo both have strong EMEA coverage. Lusha is often preferred by EU/UK teams for compliance positioning (GDPR-compliant data, clear opt-out processes). ZoomInfo also has good EMEA data but is typically more expensive. Apollo's EMEA coverage is improving but still lags behind Lusha/ZoomInfo for European markets. If EMEA is your primary market, test Lusha first.
Which integrates with CRM best?
ZoomInfo has the deepest CRM integrations (Salesforce, HubSpot, Microsoft Dynamics). Native enrichment, automatic data sync, and workflow triggers. Apollo also integrates well with HubSpot and Salesforce but less native automation. Lusha integrates with most CRMs but primarily as a Chrome extension overlay—less automatic enrichment, more manual reveal-and-push workflow.
What if I'm not sure which tool to pick?
Start with Apollo's free tier. Test list building, export 100-500 contacts, and run a campaign with Reply.io or Instantly. If mobile accuracy is an issue (low connect rates), add Lusha for your best segments. If you're enterprise and need org charts/intent, trial ZoomInfo. Don't over-commit until you've tested your ICP and sales motion.
Disclosure: If you click through to Lusha, Apollo, or ZoomInfo from this page, I may earn a commission. But these recommendations are based on 6+ years of hands-on sales ops experience—what works, what doesn't, and who each tool is actually for.
The Real Question Nobody Asks
"Do I actually need premium contact data, or can I just scrape LinkedIn?"
You need premium contact data.
Scraping LinkedIn manually or with cheap tools is slow, breaks constantly, and gives you outdated emails. Premium data providers (Lusha, Apollo, ZoomInfo) verify contacts, track job changes, and deliver mobile numbers you can't scrape. Time saved + higher accuracy = more meetings booked. The ROI is obvious if you value your time.
Start with Apollo for value, upgrade to Lusha for mobile accuracy, or go ZoomInfo if you're enterprise and compliance/intelligence depth matters. But don't waste time scraping—invest in data and focus on messaging.
My Current Stack (Mid-Market Outbound)
Apollo for list building → Clay for enrichment/qualification → Reply.io for multichannel sequences → HubSpot for CRM.
Why: Apollo gives me volume and flexibility to test ICPs. Clay enriches and qualifies my best segments. Reply.io handles email + LinkedIn + calls in one flow. HubSpot tracks everything. This stack costs ~$400/mo and replicates 3-4 SDRs.
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