Person Level Visitor Identification: Introduction

Imagine the power of knowing that a potential customer visited your pricing page in real-time and being able to identify their name, company, and even LinkedIn profile. These valuable insights go beyond basic website analytics and IP tracking, providing in-depth, actionable data that can transform marketing efforts and significantly improve the efficiency of sales teams.

In the broader sense, person-level website visitor identification enables marketing teams to track and analyse the behavior of specific individuals, allowing them to understand the customer journey better and optimise their marketing campaigns for improved conversion rates. For example, RH Commercial Vehicles (RHCV) could generate £50k in revenue, achieving an 1150% return on investment (ROI) through website visitor identification tools.

Overview

1. Person Level Visitor Identification: Introduction
2. GA4 (Google Analytics) – Market leader in ‘Anonymous’ Web analytics
3. Website Visitor Identification on “Classical” Company Level
4. Quick overview of “Company-level” identifier platforms
5. Personal-level Website Visitor Identification market in 2024
6. How does LeadRebel’s Visitor Identification Technically Work?
7. GDPR and Legal Compliance for LeadRebel and Person-Level Website Visitor Identification Tools
8. LeadRebel’s Data Compliance with Global Legal Landscape
9. Comparing LeadRebel vs. RB2B Personal-level Website Visitor Identification Tools
10. How do Marketing and Sales Teams Benefit from Personal-level Website Visitor Identification
11. Integration Use Cases for LeadRebel’s Person-level Website Visitor Identification tools (Email Marketing Tools, Personalized LinkedIn outreach, and Targeted Cold Calling)
12. Summary and Future Trends

GA4 (Google Analytics) – Market leader in ‘Anonymous’ Web analytics

With over 9 million website integrations, GA4 holds 86.1% of the web analytics market, thanks to its free platform, integration with Google’s ecosystem, and advanced features for tracking user behavior and engagement.

GA4 (unlike Universal Analytics) is an event-based model that identifies every visitor interaction – page views, button clicks, video plays, or file downloads -as an event. A code snippet added to the website is used as a tracker for GA4 to identify individual events on a web page.

However, GA4 does not identify “company-level or person-level” data. The platform is capturing most on-site events as anonymised data. Let’s dive deeper into GA4’s limitations – for Lead Generation and B2B retargeting:

Yet, with features like Cross-platform profiling (user behavior monitored across websites and apps), Measurement Protocol, Custom audiences, ML, and integration with Google Ads, GA4 offers a unified view of ICP’s journey, making it a marketer’s free and favorite tool for non-selective ICP retargeting.

Website Visitor Identification on “Classical” Company Level

The next-generation website visitor identification tools focused on offering “Company-level” information and recognising ‘Buyer Groups’ (two or more website visitors from the same company). The trend started in 2009 when Lead Forensics launched its reverse IP tracking platform to identify anonymous website visitors for B2B brands and convert them into actionable sales leads.

Since then, several visitor identification tools have pioneered sourcing Company-level data by leveraging a combination of proprietary and public network sources such as IP addresses, firmographics, and network databases.

Image Source: Leadforensics

Quick overview of “Company-level” identifier platforms

• LeadRebel: Initially developed as a company-level identification platform, LeadRebel empowers B2B businesses to track and identify global website visitors (including those from the EU). Uniquely, LeadRebel specialises in personal-level identification for U.S. visitors, offering a first-of-its-kind platform that combines individual contact information with detailed firmographic data. This dual focus—on both company-level and personal-level insights—enables businesses to access granular data and more actionable intelligence on their website traffic.
• Lead Forensics: Leverages reverse IP tracking and proprietary databases to identify individual visitors and fetches their Company name, pages visited, and financials. The platform claims to process over 2 billion data points annually to process company identification and can potentially ‘unmask’ even remote corporate visitors.
• Leadfeeder: Built as an internal tool for a digital marketing agency, Leadfeeder serves over 40,000+ business customers globally.
• Clearbit: With their flagship Enrichment APIs and Webhook integrations, popular SaaS tools (Asana, Salesforce, and Intercom) have backend integrations with Clearbit to deliver real-time company-level data on visitors and leads. 
• Salespanel: Built to identify high-intent leads, the platform accelerates conversions with real-time alerts on B2B SaaS companies and businesses with high-value sales cycles. Even if a website visitor remains anonymous, the platform uses tracking codes to log these visits and provides firmographic information. 

Image Source: Salespanel.io

The scope and abilities of a ’Company-level’ visitor identifier tool go beyond GA4 (Google Analytics) to offer specific insights on the visitor’s company information – firmographics, technographics, and (if available) the visitor’s purchase intent.

In addition, company-level data aggregators operate via basic IP-to-company lookup functions or integrate databases. Hence, these tools strictly comply with GDPR/ Data Privacy Regulations across global markets.

However, generic firmographic data can only enhance sales intelligence or account-based marketing (ABM) but lacks data accuracy and falls short of identifying person-level information of ICPs. 

To address the challenge of identifying individual website visitors, RB2B (R! B2B) pioneered a disruptive technology that provides real-time identification of website visitors, empowering website owners with valuable insights. LeadRebel.io followed suit, offering an improvised tool to help B2B businesses know the identity of their anonymous website traffic.

Personal-level Website Visitor Identification market in 2024

A step ahead of offering ‘Company-level’ information is fetching ‘Personal-level’ information of website visitors, which RB2B pioneered, LeadRebel and some other companies followed, disrupting the B2B Lead Generation and marketing space.

Image: Personal-level data vs. Company-level data identifiers. Source: RB2B

On the surface level, LeadRebel.io aggregates personal-level information from 1st and 3rd party cookies, device IDs, and IP addresses, matching them with an “extensive proprietary publisher network” (more on this in the next section).

Two Specific Challenges that ‘Personal-Level’ Visitor Information Solves for Marketing and Sales Teams

• Authorized Personal-level data: While company-level identifiers stop at revealing visitor firmographics, LeadRebel goes a step ahead by identifying visitor contact information and pushing their profiles to CRM. RB2B, too, identifies a visitor’s LinkedIn profile to sales teams on Slack. These real-time systems allow for more verified and targeted outreach efforts for Sales Teams and reduce dependency even on third-party data validation tools.
• Instant engagement with Warm leads: With real-time push notifications on CRM and Slack, sales teams can act swiftly to engage with a warm/potential lead while they actively evaluate a product or service on the B2B website. This (as the platform claims) has potentially led to faster sales cycles and increased conversion rates.

How does LeadRebel’s Visitor Identification Technically Work?

LeadRebel.io visitor tracking and identification works by embedding a proprietary pixel script (similar to Google Analytics) onto a B2B website header to collect visitor IP, further referenced with a barrage of other datasets to identify visitor profiles. Let us dive deep into the visitor identification mechanism:

Step #1: Pixel installation and Initiating tracking

• LeadRebel embeds a JavaScript tracking code (a pixel) onto a client’s website header. 
• The code captures visitor data, including IP address, browser information, operating system, and on-site behavior (pages visited, time spent, etc.).

Step #2: IP Address Resolution and Enrichment

• From the captured IP address (of a visitor from the US), LeadRebel leverages range of  IP to company databases and matches it with own data and potentially other data enrichment sources to identify the visitor’s company and build a more comprehensive company profile.

Note 1: LeadRebel respects the browser’s “Do Not Track” (DNT) feature, whereby the entry in local storage is not created if the end-user explicitly disables this through a browser setting.

Note 2: LeadRebel does not rely on cookies, allowing them to track visitors even with cookie restrictions.

Step #3: LinkedIn and Database Matching

• LeadRebel further enhances the IP and Company data enrichment process by leveraging LinkedIn data to provide more detailed insights into the companies visiting your website. 
• This process involves analyzing various data points, including company name, website domain, and employee names (if available), but potentially cross-references even social media activity.

Step #4: Automation, Real-time Alerts and CRM Integration

• LeadRebel integrates with HubSpot (or other CRM tools) to push real-time notifications of a website visitor with a link to their LinkedIn bio. This enables sales teams to engage with their leads quickly.

Source: LeadRebel.io

GDPR and Legal Compliance for LeadRebel and Person-Level Website Visitor Identification Tools

While integrating LeadRebel, or similar personal-level website visitor identification tools with a website, business owners must carefully evaluate GDPR or applicable data-protection norms. 

Why should Business owners bother about GDPR?

Similar to the EU’s General Data Protection Regulation (GDPR), certain mandatory data protection laws focus on protecting citizens online privacy and to restrict commercial use of their web activity. Such laws define personal data as information about an identifiable natural person. 

In specific, GDPR has set a global standard for data privacy and includes direct identifiers (like names and email addresses of website visitors) and indirect identifiers (like IP addresses and online identifiers) as personal data.

Is the LeadRebel Tool GDPR compliant? Yes, LeadRebel is GDPR compliant. As LeadRebel operates globally, including extensively within the EU, it adheres to strict data protection regulations. However, for businesses operating in both the U.S. and EU markets, note that:

• LeadRebel processes Company and firmographics data by identifying website visitors and sourcing their internet activity and company profiles (from both U.S. and the EU) while ensuring full compliance with GDPR requirements. 
• However, person-level recognition is exempt from GDPR if it involves only U.S.-based individuals, as GDPR does not apply to personal data from U.S. visitors.

LeadRebel’s Data Compliance with Global Legal Landscape

Data privacy regulations like the CCPA (in California) are more lenient than GDPR, and hence LeadRebel is free to operate by anonymising IP addresses and focusing explicitly on B2B interactions (not B2C).

However, any person-level visitor identification tool operating globally will be challenged with a complex global compliance landscape that includes:

• Stronger Emphasis on User/Visitor Consent: Regions outside the US might require explicit consent for data processing, increasing operational complexity.
• Data Management or Localization: Countries like Russia and some Asian nations mandate local data storage, complicating cross-border data handling.
• Platform Restrictions: Use of LinkedIn can be restricted in certain countries like China, hindering data aggregation efforts.

Compliance with Data Privacy Norms: Update your website’s Privacy Policy and Data Usage terms to inform your visitors and avoid getting penalized. 

Comparing LeadRebel vs. RB2B Personal-level Website Visitor Identification Tools

While both LeadRebel and RB2B offer website visitor identification, LeadRebel goes a step further. It combines both company-level and personal-level data, providing a more comprehensive view of your website visitors and their potential fit with your Ideal Customer Profile (ICP).

Here’s a closer look at what sets LeadRebel apart. Please note, that feature landscape might change anytime and we make no claim to completeness. If you see any discrepancies, please notify us.

Table 2: Comparing LeadRebel.io and RB2B Tools

In essence:

• LeadRebel offers a broader focus on both company-level and personal-level data, with more extensive integration options for visitor activity. Hence, the platform is ideal for B2B businesses that want a deep understanding of both visitor behavior and identity. 
• RB2B, on the other hand, excels in real-time individual-level identification, providing businesses with actionable insights to enhance their sales pipeline, making it more suited for high-intent, fast-paced outbound sales environments.

How do Marketing and Sales Teams Benefit from Personal-level Website Visitor Identification

Studies show that only about 2% of website visitors convert on their first visit, and identifying the other 98% opens up a huge opportunity for lead generation. With tools like LeadRebel, B2B businesses can leverage visitor-identification alerts to gain a significant advantage and drive-in revenue.

• Prioritising High-Value Prospects: By identifying key decision-makers from target accounts visiting a website, sales teams can prioritize efforts to target high AOV (Average Order Value) prospects and buyer groups with high purchase intent.
• Anonymous Visitors turned into Qualified Leads: Rather than letting potential customers slip away, marketing teams can identify their prospects, learn about their specific interests, and proactively engage with them by leveraging firmographics and contact details such as email addresses or phone numbers.
• Personalized Outreach to Improve ROI: Knowing a visitor’s web activity (dwell, scroll depth and page visits) allows marketing teams and sales teams to craft a pitch to address the specific needs and interests of the visitor. Such personalised outreach efforts yield 6x ROI compared to a generic retargeting call or mail.
• Lead Nurturing and Shortened Sales Cycles: Engaging with warm leads who expressed interest in a website offering accelerates the sales process and closes deals faster. Snov.io identifies that such lead nurturing can increase sales leads by 50% at a 33% lower cost.
• Improve Conversion Rates (CRO): Insights from visitor profiles can help optimise website layouts and assist in A/B tests to yield higher conversion rates and CTA clicks. For instance, B2B businesses that use visitor tracking tools see an average conversion rate increase of 10-20%.

Integration Use Cases for LeadRebel’s Person-level Website Visitor Identification tool

A. Email Marketing Tools:

Combining a website visitor identification tool like LeadRebel with email marketing platforms like Instantly or Apollo.io unlocks powerful capabilities for targeted outreach and personalized engagements. Email marketers can benefit from:

• Integrating visitor data (e.g., job title, company names, company size) with email marketing platforms enhances lead-scoring accuracy through AI. In addition, with behavioral and engagement data, Predictive lead qualification can boost conversion rates by 20-30%.
• According to a study by Mailchimp, hyper-personalized email campaigns that tailor messages to visitor interests, such as browsing history or past purchases, achieve 26% higher open rates and 41% higher click-through rates than a generic cold-email outreach.
• Automation can also be enabled with Event-triggered email campaigns, Automated sales outreach, and Personalized sales funnels, allowing more effective marketing efforts than traditional methods.

B. Personalized LinkedIn outreach:

When high-intent visitor data from LeadRebel is combined with LinkedIn outreach tools, marketers can transform LinkedIn outreach into a more meaningful and relevant one.

• Connection requests can be tailored based on visitors’ on-site behavior, specific pages they visited, and on-page events to demonstrate a genuine interest in building user satisfaction. LinkedIn highlights that such personalised connection requests are 3x more likely to be accepted.
• Sharing content with prospects on live chat based on their browsing history and LinkedIn interests: For example, if a visitor views a case studies page, send them a personalised message with a relevant case study and a call to action. Research by HubSpot shows that targeted content can increase lead conversion rates by up to 80%.

C. Targeted Cold Calling:

LeadRebel, used in conjunction with tools like Ocean.io or Apollo.io, can enrich firmographic data, boosting the sales team’s cold-calling efforts with more informed, relevant, and timely outreach.

• With real-time alerts and the ability to reach out to high-quality leads while they are actively engaged with your website. According to InsideSales.com, contacting a lead within 5 minutes of their website visit can increase the likelihood of qualifying that lead by up to 100x times compared to waiting 30 minutes.
• LeadRebel.io can identify valuable leads who demonstrate interest by their on-page engagement and number of page visits. Research by Gartner shows that prioritising leads based on their engagement can increase B2B Marketing conversion rates by up to 30%.

Summary and Future Trends

Person-level website visitor identification tools like LeadRebel.io revolutionize how businesses connect with potential customers. With integrated personal-level and company-level data such as email addresses and phone numbers, B2B marketing teams can reach out to high-intent leads at the right time and improve lead-generation efforts combined with lead scoring and account-based marketing.

However, website owners must also be mindful of data privacy regulations like GDPR compliance and CCPA to avoid getting peanalised. Ethical considerations, transparency and lawful control of customer data must be ensured by website owners while processing personal data like IP addresses, contact details, and other personal information.

Future trends: With advanced automated triggers and API integrations, personal-level tools will get a sophisticated upgrade with Machine learning and AI-enhanced features. Advanced tools like LeadRebel.io, RB2B, and other website visitor tracking software will likely play a key role in helping businesses navigate the evolving AI-driven digital marketing and sales landscape.

The post Personal-level Website Visitor Identification: A Guide appeared first on Leadrebel Blog.

Website Visitor Identification — Introduction

Website visitor identification is a lead generation process that allows B2B companies to identify anonymous website visitors based on IP addresses or other tracking methods.

This technology has long been a neglected marketing opportunity that few people knew about. In the past, Google Analytics contained a report showing which Internet networks the website visits originated from, but it attracted only a few marketers’ attention since the data was very rough and unreliable. Meanwhile, various software tools have emerged that adopted and professionalized website visitor recognition. One such tool is LeadRebel.

The Google discontinued respective in late 2019, which spurred the growth of our industry even further. Nowadays, website visitor recognition enjoys high popularity as a marketing method. In the wake of increasingly strict cookie tracking requirements, it is being embraced as an alternative to visitor tracking and retargeting.

Many marketers ask themselves the same question over and over again: Who visits my website? Quite surprisingly, though, many are unaware that a direct answer to this question even exists. Rather than trying to accomplish this by using indirect methods like audience analysis and segmentation, LeadRebel lets you see which employees from which companies came to your website.

This guide tries to answer the most frequent questions about technology, the industry, and LeadRebel.

Overview

1. Website Visitor Detection: FAQ
2. The three main benefits of website visitor detection
3. For whom does website visitor identification make sense?
4. ​​How do I find out exactly which person was on my website?
5. How does website visitor detection work?
6. Factors affecting website visitor recognition
7. What do I have to do to see who visited my website?
8. Website visitor identification: legal side
9. How do I integrate website visitor recognition into my sales process?
10. Helpful LeadRebel features
11. Effects of website visitor recognition on your marketing and sales activities
12. What tools should you use alongside website visitor recognition software?
13. Identifying website visitors – conclusion

Website Visitor Detection: FAQ

What is website visitor identification?

Website visitor recognition refers to the technology that allows you to identify visitors to your website by collecting and analyzing their IP address, cookies or other identifiers.

Can I see which person exactly visited my website?

Yes, you can! Unfortunately, this is only available for US traffic due to various regulations around the world. However, if you do business in the USA and have US traffic, it is definitely possible, and LeadRebel will show you exactly which person has visited your website.

What data can be collected through website visitor identification?

By using website visitor recognition, you can collect information about your visitors, such as their geographic location, the companies they work for, how often they visit your website, and the pages they visit. This information can be used to improve your marketing strategy by creating personalized messages, customizing your website content and improving your audience analysis.

Is Website Visitor Identification GDPR Compliant?

Website visitor identification is GDPR compliant when done in accordance with data protection regulations. The General Data Protection Regulation (GDPR) contains strict rules to protect the personal data of EU citizens. If you collect personal information from visitors to your website, you must ensure that you do so in a transparent, legitimate and lawful manner. You must inform your website visitors about the collection of personal data and ensure that you have obtained their consent to do so.

Top 3 Benefits of Website Visitor Recognition

Before we dive in, here are three key benefits of website visitor identification for you to better grasp what this marketing and sales method has to offer:

• You know which companies have visited your website and their intentions
• Are aware of the relevant people to talk to at these companies
• You can integrate the software seamlessly into your sales process due to its outstanding flexibility and powerful export functions

It sounds like a lead machine, and it is! Read on to learn whether website visitor recognition is a suitable solution for you.

For Whom Does Website Visitor Recognition Make Sense?

Software that identifies website visitors doesn’t add up for every business. Based on our experience, such a software tool is a game-changer for the following organizations:

• Industry: B2B. Why? Because website visitor tracking only works at the business level. You can’t and may not apply this technology for recognizing individual users. As such, there are hardly any advantages this method can offer to B2C companies.

• A reasonably functioning website is essential.

• Traffic: at least 50 website visitors per day, better more.

• The company should have a sales team. Ideally, one person is in charge of going through all the leads at least once a day and distributing them to the sales team that takes care of them.

• This distribution process must be automated for recognition software to become an integral part of this automated process.

These are just five factors we believe are critical to the successful deployment of website visitor tracking.

How Do You Know Which Person Visited My Website?

Well, the good news is, you do not need to know which member of company XY visited your company’s website. LeadRebel, like similar software solutions, is not permitted to tell you who precisely the individual was that browsed your pages. This would be untenable in terms of data privacy as well as from an ethical standpoint.

The good news is: You do not need this information at all. Why? Simply by using visitor recognition software, you learn that company XY has an intention to buy.

You also already know which department is responsible for purchasing your products or services. Using LeadRebel’s “Search for employees” function, you can find out who works for company XY.

In other words: You know which company is interested in which product, which department is responsible for ordering your products or services, and— thanks to LeadRebel—who works in this department along with their contact details.

That is why it does not matter which particular person visited your website but taking the above factors into account is sufficient.

How Does Website Visitor Tracking Work?

You need to embed the tracking code on the website provided to you right after registering to use our software. Once the code is included, we will receive traffic information from your website for analysis.

Website visitor tracking is mainly based on the visitors’ IP addresses. The tracker captures IP addresses and matches them using internal and external databases to identify which network the visitor came from. The next step is to look up the network name from the internal (or external) database to find a company matching the network. To this end, LeadRebel, like comparable software providers, maintains an extensive company database that LeadRebel moderators manually curate should automatically aggregated data sets be insufficient.

The result of this largely automatic process is displayed on your dashboard as a list of organizations that have visited your website. This is (almost) the whole science behind website visitor recognition.

The tools differ in the use of cookies, though. As mentioned above, the use of cookies by website operators is becoming more and more restricted. LeadRebel uses a few optional cookies, but they do not limit the functioning of the software if they get blocked.

Factors Influencing Website Visitor Recognition

What do you need for our software to identify your website visitors? There are several “ingredients” that determine the success or failure of this technique.

• Traffic: Having a website online alone is not enough; it must attract visitors too. The more visitors your website has, the more the software will recognize. If you find yourself with insufficient website visitors, this article may help you with generating more traffic. As a rule of thumb, you should have more than 50 visitors per day. Of course, the methodology works just as well with less. Yet, you should ask yourself why your website draws such a small audience.

• A significant share of B2B visitors to the website: A fountain of traffic will not benefit you much if it does not come from B2B sources, that is, from corporate networks. We cannot and must not assign visits from private households. Business-to-business traffic can come in different shapes and sizes: Some companies receive mostly business visitors, while others have hardly any corporate visits. As a consequence, our software detects between 5 % and 30 % of website visitors. Using the tool at LeadRebel, we enjoy a detection rate of about 20 %, which means that 20 out of 100 users are recognized as companies. Please keep in mind that these ratios are subject to weekly and seasonal fluctuations. This means LeadRebel will detect fewer website visitors on weekends and during the vacation season than on weekdays and off vacations.

Geographic origin and company size also matters

• Geographic origin: The recognition rate differs with the country from which the website is being visited. The highest recognition rates are achieved with B2B traffic coming from the EU or the USA. In emerging markets, recognition rates are typically lower.

• Company size: Needless to say, large companies are more easily recognized than small ones. Here, some skeptics might object that knowing that someone from Apple or Microsoft has visited your homepage will not benefit you much. While this is true, the good news is that the recognition rate among mid-sized companies is quite impressive, and even many smaller companies operate their own networks. Discovering self-employed individuals, of course, is a trickier task.

Interim conclusion:

Being a B2B company with a high percentage of business-to-business traffic and more than 50 visitors per day, preferably from SMEs in the EU or the US, you must use the website visitor recognition software. Why “must”? As a matter of fact, most of your competitors already utilize such software and thus have a strategic advantage over you.

What Do I Need to Do to See Who Has Visited My Website?

Above, we have already touched on factors influencing website visitor recognition. They are the foundation for working effectively with LeadRebel but are only part of the overall process.

What you should do and pay attention to:

• Ensure that you have enough traffic coming to your website.

• Sign up for LeadRebel.

• Embed the tracking code on your website. If you are using a popular CMS, ensure that any plugins do not block the tracking code.

• Share the software with your colleagues.

• Add the text module provided by LeadRebel to your privacy policy. It helps you use visitor recognition software in a GDPR-compliant way.

That’s it! You are all set to see who is visiting your website.

Legal Aspects of Website Visitor Recognition

At LeadRebel, we had a detailed legal audit conducted on the use of our software. This proves that you can confidently use LeadRebel as part of your sales process. Verdict: Our software is GDPR-compliant.

The critical element here is that we are not collecting any personal data of website visitors. Instead, we work exclusively with company data that are publicly available anyway. The IP addresses that we analyze are solely used to identify the corporate network the traffic is coming from and not the individual user.

Also, you are in good company. Website visitor recognition methods are widespread and used by many companies, including enterprises with rigorous compliance requirements. They all want to know who is visiting their websites.

When using LeadRebel, keep in mind to add the provided text module to your privacy policy. Cookies placed by LeadRebel are detected and classified by most cookie scanners automatically. You may also briefly mention using LeadRebel for website visitor recognition by including a note in your cookie banner.

How Do I Integrate Website Visitor Recognition Into My Sales Process?

There is no one-size-fits-all solution to this, as each company has its own unique sales process depending on its industry, company size, and various other factors. It all comes down to seamless software integration into your workflow, another strong point of LeadRebel. Using our software purely for informational purposes is not a good idea. You will harvest the biggest payoff when you proactively target leads and try approaching customers.

Find out how we use LeadRebel for our own sales activities, along with three case studies from our customers.

Below is a summary of our in-house process:

• Edit leads: Skim through recognitions, purge or block list non-interest visits, tag interesting website visits, and export them to CRM.

• Find your point of contact: There is a feature for it in LeadRebel. If no suitable contacts can be found, we search the website or LinkedIn ourselves.

• Three steps to get in touch: 1. Initial contact on LinkedIn (go here for our guide regarding LinkedIn B2B customer acquisition); 2. Contact by email (insider tips on email marketing campaigns); 3. Call the respective contacts (if you prefer not to do it yourself, contact one of the B2B telemarketing companies).

• Outcome: Out of 1000 website hits, we identify on average 200 organizations. After filtering out all irrelevant visits, 100 companies remain; about 20 respond after being approached, and five sign up. By this activity, our conversion rate increases by 0.5 %, which is not that bad compared to a typical conversion rate of 2 %.

That’s how we do it. However, you should incorporate website visitor recognition into your sales process based on your requirements. To accomplish this, consider the following:

General

• You ought to have someone who analyzes the identified website visitors and distributes the data to your sales team. This is enough if this activity is performed once a day (depending on the number of leads captured daily).

• Reach out to these contacts indirectly (like we do) or call them straight up. The latter is often more effective because the one-hour rule applies here: prospects are most responsive within an hour of inquiry (or visit). Suppose the contact is made within an hour, there is a high probability that the visitors are still considering the offer.

• Do not mention to the customer that you have identified them as visitors to your website; many dislike to hear that. If someone complains about “your spying methods,” just apologize and acknowledge the complaint. As we have explained, the procedure is harmless in terms of data privacy law (concerning competition law aspects, everyone should decide for themselves and clarify which strategy is acceptable in more detail. Please refer to our checklist for outbound sales).

• Use a CRM system. Not even the best website visitor recognition software can replace CRM — nor can LeadRebel. If you cannot find your CRM on the integration list, please feel free to contact us at info@leadrebel.io.

• If you prefer working with email marketing, do your best to automate the process. To do so, Zapier is particularly well suited, but you can also use our native API to integrate with CRM and email marketing software. This way, you combine the benefits of website visitor recognition software with other lead generation solutions. A good overview of such applications can be found here and here.

• Integrate your website visitor recognition into your sales funnel and measure KPIs.

• Follow standard rules and best practices for B2B lead generation.

Helpful LeadRebel features

• You can export leads from LeadRebel in various ways (e.g., Excel, PDF, or zip file), either individually or in bulk as a list. Then, simply email the leads to yourself (or your coworkers) or export them right into your CRM of choice.

• Work with tags. You can assign a staff member’s email to a tag label. For example, if the email address stefan@beispiel.com is given to the tag “Stefan,” any leads tagged in this way will be sent directly to “Stefan” once you choose to forward those leads by email.

• Use the Person of Interest (POI) function. This feature allows you to define the roles of the employees you are targeting as potential buyers (e.g., Sales Manager, Marketing Manager, CMO). If you define POIs, they will be displayed at the top of the list when you search for employees in a company.

• Automate with Zapier. With the LeadRebel app available on the Zapier platform, you can connect our software to hundreds of services ranging from Gmail to Salesforce.

• LeadRebel will show you the LinkedIn profiles and emails of employees in a company saving you time-consuming research.

• You can add all the visitors which are irrelevant for you to the blacklist. This is a great way to clean up your dashboard over time from recurring entries that are not in your focus, be it competitors, offices, or other sources.

Impact of Website Visitor Identification on Your Marketing and Sales Activities

Our article on sales funnels clearly illustrates the impact that software like LeadRebel can have on your KPIs. Let’s compare two sales funnels, one with and one without website visitor recognition software:

Traditional funnel based on the following assumptions:

• 2000 visitors per month
• 2 % traffic conversion rate (i.e., 2 % of visitors send a request and register for a free demo)
• 5 % lead conversion rate (rate of active visitors who became paying customers)

Traditional funnel: 2000 visitors * 2 % * 5 % = 2 customers/month

Now we deploy LeadRebel with the following assumptions:

• 2000 visitors per month
• 20 % of visitors are recognized by LeadRebel
• 50 % of discovered website visitors are relevant and can be addressed directly
• 2 % lead conversion rate (rate of relevant visitors converted into paying customers)

LeadRebel tunnel: 2000 visitors * 20 % * 50 % * 2 % = 4 customers/month

You have already doubled the customer acquisition rate with a lead conversion rate of “just” 2 %.

Needless to say, it takes much work and requires solid sales skills (both online and offline) to achieve it. But as you can see for yourself, combined with LeadRebel, your efforts directly leverage lead conversion rates because you are able to focus on the relevant visitors.

Let us recap the main advantages of website visitor identification:

• You know which companies are visiting your website.

• You know what companies are interested in.
  Was it product A or service B? How long did these visitors remain on the respective page? With this, you can directly target the visitors.

• You know what is happening during a visit.
  You can watch a video recording of it. What did the visitors click on? Which sections caught their interest?

• You have a point of contact.
  You no longer have to search for contacts at potential customers manually. On LeadRebel, they are just a click away.

• Will steadily receive “warm” leads.
  Continually extract leads from your visitor stream at a much lower price than, say, Google Ads.

• You watch the competition.
  Capture competitor traffic and can detect threats promptly.

So You should ideally complement LeadRebel with other tools for maximum impact.

What Are the Tools That Should Be Used to Complement Website Visitor Identification Software?

For marketers and salespeople, it is exceedingly helpful to know which businesses have visited their company websites. But visitor identification software alone won’t get you very far. There are numerous tools available to help you better evaluate the results and target your prospects. Here’s a quick rundown of which tools you can use to automate your lead generation and sales funnel:

5 useful tools to automate your lead generation

• CRM. Whether it’s Salesforce, Hubspot, or any other CRM. Thanks to the API, you can conveniently import the leads from LeadRebel into your CRM and process them there. Additionally, many CRMs allow for data enrichment and feature automatic email sequences, which can help you automate your sales process even further.

• Email Marketing Software. Tools like Mailchimp, ActiveCampaign, and Sendpulse are another great addition to visitor recognition software. Take a look at Mailchimp, ActiveCampaign, or Sendpulse. By using them, you can segment the detected leads according to various criteria and create automatic email sequences to power your lead generation.

• Buy Leads. In this article, we have described where and at what price you can buy leads. You can, for instance, purchase a record of potential customers in your target market and import them into your CRM. Then, you approach the potential customers and measure in LeadRebel who responded to your pitch and how. Next, you export the visits to CRM and enrich the existing records with information from LeadRebel. With such in-depth information, you can now talk to your potential buyers again in a very targeted way.

• Use company data records. Similarly, you can also purchase company records from local or global providers such as Echobot, Bureau van Dijk and Ocean.io. We have compiled a list of 50 B2B databases for you.

• Use LinkedIn Sales Navigator. LinkedIn is a beneficial tool for B2B lead generation if you know how to leverage it. If you need even more data about your website visitors, make use of LinkedIn Sales Navigator.

There are plenty of other tools and software solutions that you can combine with website visitor identification software. We will be happy to advise you on this matter. Just contact info@leadrebel.io.

Website Visitor Identification — Conclusion

Website visitor identification technology is a powerful weapon in your marketing and sales arsenal. But this marketing method is not a silver bullet. What you need is a functioning website, enough B2B traffic, and the desire to integrate this lead source into your sales process in order to utilize it for your company.

Appropriately used, website visitor identification software like LeadRebel turns into a veritable lead powerhouse that can meet the lead nurturing demands of many B2B companies. It generates “warm” leads and empowers your sales team to convert your visitors to new customers successfully. Sign up now to get a free trial account.

Translated by FabForward Consultancy

The post Website Visitor Identification — a Low-Cost but Powerful Lead Machine! The Ultimate Guide appeared first on Leadrebel Blog.

The proliferation of AI and automation tools has significantly increased the volume and frequency of email outreach and marketing campaigns. While marketers are integrating AI to reach target inboxes efficiently, the surge in automated outbound messages is often seen as a “white noise”—undifferentiated and frequent irrelevant communication that prospects tend to ignore, failing businesses to bridge the initial contact. Notably, 91% of all such outreach emails are ignored. And hence, intent-based marketing is gaining prominence globally.

Post-COVID, McKinsey found that 71% of B2B consumers expect companies to offer personalized communications, and 79% become frustrated when this doesn’t happen. The study iterates that companies can achieve up to 40% higher revenues by addressing client intent rather than using generic messaging. Consequently, 39% of businesses now spend more than half of their marketing budget on intent data, reporting an average ROI realization within six months.

Before dwelling on Intent-data, every email marketer must consider the above statistics, especially as AI-generated email campaigns and automated funnels crowd the marketplace, often generating “white noise” without practical conversions.

In this article, we will statistically explore the reasons behind declining response rates, examine several key performance indicators (KPIs) such as click-through and conversion rates, and illustrate how intent-based Marketing are emerging as a more effective strategy.

AI-Only Approach Fails to Meet KPIs – Case Study

A recent study by Sam Koch, published in the Journal of Business and Artificial Intelligence, investigates the performance of AI-augmented cold outreach compared to traditional human-led and hybrid approaches.

The study spanned over three (3) months, involving a B2B client offering sales development services to SAAS and private equity firms. The targeted prospects were sales development leaders at B2B software companies with an average annual revenue of $5 to $50 million. The goal was to study three distinct approaches with 2,000 prospects each and compare the performance and cost:

• Human-Alone Method: Traditional cold outreach conducted solely by human sales representatives.
• AI-Automated Tools: Fully automated AI-driven cold outreach campaigns.
• Hybrid Approach: A combination of human sales representatives utilizing AI-powered tools.

The key performance indicators (KPIs) evaluated in this study:

• Prospecting Cost: The cost associated with researching and identifying potential leads.
• Personalization Cost: Customizing outreach messages to stand out from the competition.
• Human Resource Cost: The labor cost of sales representatives.

Results: The study’s findings revealed significant differences in the performance of the three approaches:

• Human Alone Method: $350 cost per booked appointment.
• AI Automated Tools: $250 cost per booked appointment.
• Hybrid approach (Human utilizing AI tools as necessary): $141 cost per booked appointment.

(Refer to the journal for further outcomes from the study: Journal of Business and Artificial Intelligence)

This study demonstrates that while AI and automated outreach tools can significantly enhance lead generation and customer engagement, particularly in high-tech B2B companies, their success is still dependent on human expertise to refine the Gen-AI messages, monitor the output and AI models, fine-tuning and for effective data curation. 

AI Cold Outreach – Addressing the ‘White Noise’ Problem

Bloomberg reports that the Gen-AI market is projected to grow significantly, reaching $1.3 trillion globally by 2032. This trend is driving an increasing number of AI-based startups, SaaS products, and automation agencies, which are rising to help businesses integrate AI tools into their operations. 

However, as AI integration in business outreach activities scales rapidly to improve efficiency and reduce operational costs, it contributes to the “white noise” problem. The result? 91% of outreach emails are ignored!

Most AI-automated cold outreach campaigns often flood inboxes with spammy content, prompting ISPs like Google (Gmail) and Microsoft (Outlook) to restrict domains and damage deliverability.

Read More: Bulk Email Deliverability – Gmail and Outlook’s 2024 Guidelines and Enforcements

AI Cold Outreach — Negative Impact on Marketing KPIs:

AI-driven cold outreach often fails to deliver positive results, negatively affecting key marketing KPIs:

• Low Response Rates: Only about 9% of cold emails get a response due to generic, unengaging content.
• High Bounce Rates and Spam Issues: Misidentification by AI tools can lead to high bounce rates and spam emails.
• Generic Content: Monotonous AI-generated messages fail to engage recipients, reducing conversion rates.
• Difficulty in Extracting Insights: Overwhelming content volume makes it hard to find actionable insights, affecting campaign optimization.
• Negative Perception and Satisfaction: Poorly tailored outreach creates a negative brand image and reduces customer satisfaction and retention.

Given the challenges posed by AI-driven cold outreach, intent-based marketing is emerging as a promising alternative to solve these issues. 

Intent-Based Marketing — Solution to Automated Cold Outreach Issues:

Today, 98% of B2B marketers consider intent data as an essential ingredient for lead generation. In addition, 48% of B2B teams that implement intent data report a high level of success in their marketing strategies. Therefore, intent-based marketing is taking over AI-automated outreach tools as the popular go-to strategy while addressing the “white noise” problem.

Image reference: Intentifydemand 

Understanding Intent-Based Marketing

As the name suggests, an Intent-based strategy is built on a solid understanding of the purchase interests and the intent of potential customers to create highly targeted and personalized outreach content. 

Five Key Components of Intent-based Marketing Outreach:

Every intent strategy is built on five pillars: Gathering intent data, classifying intent signals (active or passive), Creating a target account profile, Content & messaging, and Advertisements.

• Intent Data:

  This constitutes behavioral data about users’ web content consumption, such as search queries and page visits. The goal is to understand what users are searching for, who visits specific pages, and what sections are the most viewed on a page. Tools like leadrebel.io help marketers track and gather behavioral, technographic, search and query data, forming the foundations for intent-based marketing and targeting. 

• Intent Signal Classification:

  User intent is categorized as active or passive based on purchasing tendencies for a targeted approach. Active intent is characterized by proactive measures prospects take to acquire in-depth knowledge about a product or service, signalling a positive intent to purchase or convert. Passive intent is mostly informational, hinting at the research phase with no urgent compulsion to decide (sales funnel’s awareness stage).

Machine learning models can often be used at this step to classify large data sets for segmenting audiences based on their journey (awareness, consideration, etc.) and to score the intent signals into active or passive, or high, moderate, neutral, and negative scores.

• Target Account List (TAL) or profile:

  A TAL is like building the target customer persona, a comprehensive document outlining the ideal client profile. This profile helps understand how target customers interact across social media platforms, brands, and digital ads. 

• Content, Messaging and Ads:

  Based on the intent data, signal, and customer profile, content (written, audio, or video) is built to target the specific interests and needs of the audience. This includes blog entries, whitepapers, product evaluations, and other content.

Such customized outreach content is scheduled according to prospect behavior to reach their inboxes, mimicking human-like interactions and frequency. 

• Ads and Campaign Optimization:

  Intent-based ads are designed with a mix of display, video, or audio formats, customized to the service or the product, and resonating with the specific inquiries of the audience. Intent data helps to understand prospects’ social media preferences and to optimize ads using A/B testing and real-time monitoring for better engagement and campaign KPIs.

These five components form the basis for an intent-based marketing outreach. Now, let’s dive deep into the types and methods of Intent (Signals or Triggers) data, as well as the means of collection.   

Intent Signals / Trigger Data Collection – Deep Dive:

Before delving into how intent signals are recognized, collected, and managed, let’s first understand their importance across organizations. 

A survey of 200 senior B2B marketers from large companies (500+ employees) in the USA and UK revealed that 99% utilize intent data through various tools (first, second, or third-party). Among them, 80% have established intent collection strategies that have been operational for over 2 years, with 37% maintaining strategies for over 5 years.

This highlights a mature approach among organizations to predict B2B user engagement and purchasing patterns through robust intent signal mechanisms. 

Types of Intent Data

Intent signals are typically sourced from five key types of data:

1. Search Intent: Derived from keyword and query analysis.
2. Web Browsing Intent: Tracked through analytics and cookies.
3. Digital Interactions: Includes clicks, downloads, and other engagements.
4. Firmographics: Demographic data of businesses for targeted marketing.
5. Predictive Modeling: Using historical data to forecast future behaviors.

Let’s review each of these in detail — why they matter, the data collection methods, and the usage of user intent:

1. Search Intent (Keywords and queries):

According to ThinkwithGoogle, B2B prospects conduct an average of 12 searches before visiting a specific brand, underscoring the critical role of search intent in the buyer’s journey. This stat is important as it leaves a trail of the customer’s search and interactions before arriving on a web page.

Research indicates that 71% of prospective buyers begin their journey by searching online with general queries to find solutions or information. And by the time they land on a brand’s website, they have already completed about 57% of their decision-making process.

This ‘Search phase’ is crucial as it provides deep insights into where users stand in the buying cycle and their likelihood of making a purchase.

Let us explore specific Intent Signals/Triggers that should be tapped during the “Search phase.”

A. Informational Search Queries: These initial queries reflect early-stage interest, such as “how to improve SEO” or “benefits of organic marketing.”

Tracking methods:

• Google Analytics or Search Console: GA4 allows brands to monitor the keywords driving traffic to your site, and the search console helps you identify the search terms that bring users to the site and how the pages rank for those terms.
• SEO Tools: Popular platforms like SEMrush, Ahrefs, or Moz offers insights into the specific informational keywords that the target audience is using, along with information on keyword volume, difficulty, and competitive analysis.

Why they matter: These queries indicate users are in the research phase, seeking information rather than making immediate purchasing decisions. Marketers can leverage this insight to create targeted content like blogs and guides.

B. Navigational Search Queries: Users perform these searches when they have a specific website or page in mind, such as “LinkedIn login” or “LeadRebel blog.”

Image Reference: Monsterinsights 

Why they matter? Navigational queries suggest familiarity with a brand or its competitors, highlighting the importance of brand visibility and user experience.

Tracking methods:

• Google Analytics (Acquisition reports) or Google Search Console is used to identify the navigational search terms that land on the site. 
• Tools like Mention or Brand24 can detect mentions of a brand across the web and provide insights into navigational searches.

C. Internal Search Queries: These searches occur within a website, indicating specific user interests like “features” or “contact support.”

Why they matter: Internal search queries provide direct insights into user preferences and can reveal opportunities for content optimization and improved navigation. For example, if users repeatedly search for “pricing,” the pricing section/page can be more accessible or featured prominently.

Tracking methods:

• Google Analytics: Site search (View Settings) tracking enables to monitor what users are searching for on a website. 
• Tools and plugins like Swiftype or Algolia offer detailed analytics on internal search queries.

D. Transactional Search Queries: These queries demonstrate a clear intent to purchase or act and often use terms like “buy,” “best,” “discount,” or “compare,” or phrases like “best SEO tools” or “cheap web hosting.”

Image reference: SEMrush

Why they matter: High purchase intent signals that users are at the decision-making stage, making it crucial for brands to optimize landing pages and content with strong CTAs.

Tracking methods:

• Google Ads Keyword Planner: This tool can help identify transactional keywords with high intent, such as “buy,” “discount,” “best,” and “compare.”
• E-commerce Analytics: For e-commerce sites, Shopify Analytics or WooCommerce Analytics can track what users search for when looking to purchase.
• SEO Tools for PPC: SEMrush, Ahrefs, and similar platforms offer insights into high-intent keywords and the competitive landscape for PPC campaigns.

Brands can target these queries with optimized landing pages or posts, with strong calls-to-action (CTAs) to convert visitors into customers. For example, if a potential customer searches for “best email marketing software,” a landing page comparing the product favorably against its competitors can drive conversions.

Capturing intent signals through these four types of Search queries—informational, navigational, internal, and transactional—brands can create more personalized content that aligns with a customer’s search intention.

2. Web browsing Intent data (Cookies and tracking content)

In 2022, a global survey among marketers managing customer acquisition strategies revealed that 37% of brands rely exclusively on website-based first-party data for personalizing customer experiences, up from 31% in 2021. This underscores the growing importance of user-driven data in global business strategies.

Apart from first-party data, tracking page visits provides valuable insights into customer behavior through the use of cookies, which monitor user activity across sessions. 

However, it’s crucial to adhere strictly to data privacy regulations and obtain user consent before using this data for targeting purposes. 

Let’s break down the web tracking strategies with examples:

A. Content and on-site engagement:

Understanding what content users consume and how they interact with it reveals their intent. Marketers employ various methods to track this:

• On-site user tracking: Measures how users interact with different types of content (blogs, videos, product pages) on a website. Tools like Hotjar offer heatmaps and session recordings to see how users interact across webpages, help track users’ paths, and identify high-intent behaviors.

Metrics (KPIs) for on-site tracking include scroll speeds, link clicks, hotspots, number of downloads, and reviews.

Image reference: hotjar

• Tracking External content sites: This data provides insights into user behavior beyond a brand’s website, helping to understand user interests and intent across the web. Tools like LeadRebel and Bombora aggregate intent data from various B2B content sites to offer insights into user interests and behavior patterns.
• Tracking Social Media and Communities: Through social listening, organizations can track mentions and user engagements to gain insights into specific topics and discussions that resonate strongly with the target audience. Hootsuite and Sprout Social offer social media analytics and listening capabilities that help users understand their specific interests.

B. Tracking Browsing Behavior with Cookies:

Websites often use cookies to track user activity and preferences. There are two main types:

• First-party Cookies: Set by brands on their own websites, these track sessions, pages visited, and user journeys. This data helps in tasks like cart abandonment tracking and personalized recommendations. 
• Third-party Cookies: These are set by domains other than the brands to track user behavior across different sites.  

Image reference: cookieyes.com

The goal is to understand user’s interests and intent and target them with ads and products. Google Ads is a classic example of using third-party cookies to serve targeted recommendations.

Although effective for targeting, third-party cookies are subject to restrictions like Google Chrome’s phase-out plan by Q3 2024, emphasizing the shift towards first-party data and privacy-preserving technologies like Google’s Privacy Sandbox.

Integrating CRM systems with cookie data further improves personalization efforts and offers insights to build Customer personas or TAL profiles. A Salesforce or Hubspot CRM system integrated with browsing data can identify a lead who has repeatedly visited pricing pages and bump them up the lead scoring system to trigger a sales follow-up.

3. Intent from Digital interactions:

While ‘Web Browsing Intent’ provides a broad overview of user behavior and interests, ‘Digital Interactions Intent’ focuses on specific, deliberate engagements with content or features. 

For instance, a browser cookie can capture user page visits and content categories browsed, offering a generalised user intent. However, tracking digital interactions such as downloads, form submissions, button clicks, video plays, or other feature interactions provides granular, event-based data that signifies deeper user engagement or intent.

Image Reference: Tracking Digital Interactions – File downloads and Clicks

Consider this example: frequent visits to product category pages indicate interest but not immediate purchase intent. Conversely, downloading a product brochure or requesting a demo demonstrates high interest and potential buying readiness. 

Therefore, triggering an email campaign based on a user’s download of a specific eBook or completing a survey is highly effective compared to a content recommendation engine, which suggests articles on a “Technology” if a user frequently visits tech-related pages.

Tracking Digital Interaction signals:

• CRM Systems: Platforms like Salesforce, HubSpot, and Zoho track and manage customer interactions across various touchpoints. HubSpot CRM, for example, integrates seamlessly with email marketing, social media, and websites to provide a comprehensive view of user interactions and preferences.

• Marketing Automation Platforms: Marketo, ActiveCampaign, and Pardot automate marketing processes and track user interactions across various channels. Marketo, for example, allows marketers to automate email campaigns triggered by user actions. Actions, for instance, could be visiting a product page or downloading a resource.

Image Reference: ActiveCampaign

• Web Analytics Tools: Google Analytics and similar web page analytic tools can also provide detailed insights on clicks, page visits, and download events to help understand content performance and user engagement. 

Once interaction data and action signals are captured, Conversion Rate Optimization (CRO) tools can optimize user experiences and increase conversions through systematic testing and analysis of user interactions.

4. Firmographic Data in ABM

In an Account-Based Marketing (ABM) strategy, firmographic data enables marketers to focus on high-value prospects by analyzing specific company attributes. This data includes industry type, company size, annual revenue, number of employees, and geographical location.

Why Firmographic data matters? 

While intent signals (from Search, Browsing, and Actions) help marketers understand and predict user interests and engagement readiness, firmographic data allows for segmentation and targeting based on company demographics. It also assists in defining the ideal customer profile and identifying high-value targets for B2B sales.

For example, identifying a mid-sized tech company searching for “best CRM software” indicates potential buying intent, contrasting with a new-age startup that may rely more on free tools.

Tools for identifying Firmographic data:

• CRM systems: Salesforce, HubSpot, and Zoho centralize and manage firmographic data alongside customer interactions, storing various profiles and high-profile prospects.

• ABM Platforms: Specialized platforms like Demandbase, Terminus, and 6sense excel in identifying high-value target accounts and aggregating firmographic data for precise targeting.

Image Reference: Demandbase for Salesforce

• Data Enrichment Tools: Platforms like ZoomInfo, Clearbit, and Dun & Bradstreet add context and enrich existing CRM data with further firmographic information. For example, Clearbit is a popular tool used across marketing teams to enhance their lead and customer data with firmographic details and help build a clearer picture of target accounts.

• Sales Intelligence tools: Platforms such as LinkedIn Sales Navigator, InsideView, and DiscoverOrg offer detailed insights into companies and key contacts. These tools help identify decision-makers and influencers within target accounts, enabling more informed and personalized outreach efforts. 

For example, LinkedIn Sales Navigator can offer insights into a company’s hierarchy, recent activities, and key personnel, helping to create more informed and personalized outreach efforts.

• Business Information Services: Hoovers, Crunchbase, and PitchBook provide comprehensive company profiles and market intelligence, covering financials, leadership, industry positioning, acquisitions, funding rounds, and other significant business events.

Reference: Crunchbase from Techcrunch

In practice, leveraging firmographic data often involves combining CRM systems, ABM platforms, data enrichment tools, and sales intelligence services. These tools collectively facilitate the identification of target accounts, data enrichment, and personalized marketing and sales strategies tailored to resonate with high-potential prospects.

5. PM of historical intent-based Marketing data

PM (Predictive modelling) uses historical and real-time data to forecast future behaviors and decisions. By identifying patterns and trends within existing customer data, marketers can predict the actions of new prospects who demonstrate similar behaviors, enabling more efficient and effective targeting strategies.

Why does Predictive modelling matter? With historical data available, marketers can choose to engage potential customers before they even express clear intent through their actions.

However, predictive modelling requires high specificity and advanced tools to predict the behaviors of individuals when compared to other intent signals. Accuaracy of which can depend on understanding and reacting to the actual behaviors and company demographics. 

Tools for Predictive Modelling:

• Predictive Analytics Platforms: These platforms use high computational machine learning and AI models to analyze vast amounts of data and recognize user patterns to predict future customer behavior. Lattice Engines is an excellent example of a Predictive platform that helps build lookalike models to target new prospects resembling existing best customers.

• Customer Data Platforms (CDP): CDPs aggregate data from various sources onto a unified platform. Tools like Segment collect data from web, mobile, and in-store interactions to create lookalike models, targeting new online users like top spending customers.

• Machine Learning and AI Tools: These tools leverage AI to deliver predictive insights. Salesforce CRM Einstein, for instance, analyses past customer interactions to predict future behavior, automating lookalike modelling and suggesting the next best actions for sales and marketing teams.

• Marketing Automation Platforms with Predictive Features: These platforms employ predictive lead scoring to assess historical customer data and identify new leads likely to convert. Like AI models, they also use this data to create lookalike profiles, identifying new prospects who resemble your best customers.

Image reference: dnb.com, Customer Data Platform

In essence, predictive intent and lookalike modelling provide foresight into potential customer behaviors by analyzing patterns in past interactions and using them to anticipate future actions. This proactive approach focuses on identifying new prospects statistically likely to exhibit behaviors similar to those of your best customers.

Proven Benefits of Intent-based Marketing:

Intent Data Trends (2022) shows that 17% of B2B sales and marketing professionals have improved their lead conversion rates by 30% using intent data, reflecting a 33% year-over-year increase. Globally, over 90% of marketers have observed excellent results from intent-based marketing through data collection, including better prospect building, enhanced content creation, and more effective campaign integration. 

The following report from InboxInsight graphically presents how an intent-based marketing strategy can yield better outreach results:

Intent-based marketing excels in conversions and engagement by precisely targeting the right audience with the right message at the right time. However, an AI-driven cold strategy can also be effective for initial contact and relationship building. 

Therefore, synergising the two methods to leverage both strengths is a better approach. This comprehensive approach drives better ROI, KPIs, and Customer satisfaction while reducing the white-noise problem.

The post Intent-based Marketing – Case Studies, Metrics, and Effective Strategies appeared first on Leadrebel Blog.

If you are involved in sales, you’ve probably noticed that it has become a bit more challenging in 2023. Conversion rates are declining, previously successful strategies no longer yield the desired results, and customers are paying more attention to their budgets, among other things. For this reason, more and more companies are implementing signal-based marketing and sales.

What is signal-based marketing and sales?

Traditional cold calling used to be relatively straightforward: you defined a target audience interested in a particular product or service and tried to reach that audience in some way. Take, for example, email marketing:

In the 1990s and 2000s, sending a mass email to the CEOs of 10,000 companies would yield good results. Then, everyone started doing the same thing. This led to the introduction of personalization. Marketing experts began personalizing emails, addressing them as “Dear Mr. <Name>… Does <Company Name> need the XY product or service?” Eventually, this too became the standard.

Additionally, a vast number of marketing experts are reaching entirely wrong target groups, resulting in a flood of emails that no one paid attention to, not even the relevant ones.

The same goes for LinkedIn, cold calls, and so on. The GDPR and competition laws further complicate the task.

This is where signal-based marketing comes into play. Customer engagement in signal-based marketing is based on specific signals coming from the target company and the target person.

Examples:

• Company XYZ recently changed its address, so it is highly likely that the company needs certain office equipment.
• Startup Unicorn AG just completed a new funding round. They need to fuel their growth, so they will likely invest in sales and marketing. This is perfect timing for companies offering products or services in this segment.
• Schmidt recently changed jobs, and he was the decision-maker who “sold your product to the management” in his previous company. Therefore, chances are he will do the same in his new company.

There are numerous such examples. The task of management, particularly in sales and marketing, is to identify and capitalize on these signals.

Just as signal-based marketing leverages real-time data to pinpoint the right moments for engaging prospects, integrating a robust tech stack is crucial to align marketing efforts with fulfillment operations. As Rush Order highlights, “orders flow from your sales channels straight to your 3PL without manual intervention,” which not only streamlines the order process but also ensures that marketing-driven sales seamlessly translate into efficient order fulfillment. This integration ensures that the customer experience remains consistent, from receiving the right marketing signals to receiving their order on time.

Selling to the 3%

A well-known sales wisdom states that at any given time in any market, there are 3% of companies or individuals who are ready to buy a product. If you ask 100 random people on the street if they are currently thinking about buying a car, 3 people will say they are actively searching. Another 10 will say they are seriously considering it but it might take a while. The rest are either not interested, undecided, or already taken care of. The same goes for other industries and products: HR software, MacBooks, coffee machines, or yoga classes.

Who do you want to sell to? Companies that are already taken care of? Or have no budget or show no interest? Or rather to the 3% + 10% who are currently looking for your products or services? I think the answer is clear.

But how do you identify these 3%? The examples and technologies listed below are mainly applicable to B2B (like our entire blog and software).

Identifying Website Visitors

The simplest and safest way to identify companies interested in your product is to recognize the visitors to your website. When you see that a company has visited your website, viewed many subpages, and showed interest in your prices, this is one of the safest signs that the company is interested in your services. You can still wonder if the visit to your website was purely coincidental or if an employee of that company is applying to you. But the easiest way is to contact this company and offer your services. In the worst case, you’ll get a negative response. In many cases, however, you’ll achieve good results!

How does it work? For those who are not familiar with our product: Sign up for LeadRebel, link your website to our software, and you can immediately see which companies have visited your website, which pages they viewed, and who works in these companies.

You can use this data in your marketing campaigns (e.g., run targeted LinkedIn ads only for your website visitors) or engage in direct sales, create email marketing campaigns, and more. There are many use cases.

Signal-Based Marketing and Sales with Sales Intelligence Platforms

Sales intelligence platforms like ZoomInfo, Cognism, Apollo.io, and many others are neither new nor something you shouldn’t have heard of in 2023. If you’re not using any of these platforms in your marketing and sales activities, it’s high time you did.

Besides the many advantages these software solutions offer (data acquisition about companies and their employees, built-in marketing solutions like email marketing), you get another advantage: signals. These signals can be integrated into your marketing strategy.

Examples:

• Crunchbase provides near real-time updates on funding rounds, acquisitions, and mergers in the startup and tech industry.
• io offers information about companies and the people working there. You can, for instance, see the technologies they use, get information about job changes among employees, and follow important announcements, and more.

The costs of sales intelligence platforms vary widely. Some (Crunchbase, Apollo.io) are relatively inexpensive, while others (e.g., ZoomInfo) are more costly.

Signal-Based Marketing and Sales through Web Crawling

It doesn’t always have to be a ready-made solution available. Sometimes you can be creative and create a solution yourself quickly and inexpensively to generate data and signals.

Web crawling can be one of these methods. You don’t have to buy data from third parties; you can acquire it yourself. If you have in-house web developers, even better. If not, you can find external experts who can take on the task for you.

A simple use case: If you operate a staffing agency and are looking for companies posting specific job listings, you can acquire these data externally from relevant data providers or create a crawler for specific job platforms yourself. This way, you receive a daily list of companies and contacts. If a job posting serves as a signal to you that this company might be interested in your service, you’ve developed a cost-effective and straightforward tool that provides you with fresh signals every day.

Another example would be crawling a freelancer platform. Let’s say your company specializes in web development, design, translation, etc. Leads in these industries can be quite expensive when generated through Google Ads. Other sales methods are not always very effective due to high competition in the industry. However, if you find out about project announcements in a timely manner through crawling and send an email to the company or contact the person on LinkedIn who posted the announcement (whether automated or manual), you’ll appear on the radar of your potential customers earlier than your competitors.

Signal-Based Marketing and Sales: Summary

In 2023, we have more sales tools available to us than ever before. CRM systems, email marketing platforms, sales intelligence software, VoIP tools – the list is long and includes thousands of high-quality tools. This technological advancement in the industry simultaneously presents a significant challenge. Now, everyone can quickly and affordably automate their sales or marketing. However, when everyone uses the same tools and techniques, it leads to oversaturation. The same individuals, whether CEOs or department heads, receive dozens of emails, LinkedIn requests, or calls every day. Attention spans decrease, and so do conversion rates.

To continue to be successful in 2024, you need to appear in potential customers’ inboxes when the relevant service is needed. If your product becomes relevant to the customer right now,if the company is currently looking for your solution, you should strike. But how do you know if the timing is right? By using signal-based marketing methods.

Image Source: https://datagma.com/how-to-use-lead-prioritization-for-business/

The post Signal-Based Marketing and Sales appeared first on Leadrebel Blog.

Introduction

The question “Can I see who visits my website?” is a common concern for many website owners and entrepreneurs. It’s understandable because information about the companies visiting a website can be valuable for optimizing online business and gaining a better understanding of potential customers. In this article, we will delve deep into this question, shedding light on various aspects, including the benefits, legal considerations such as the General Data Protection Regulation (GDPR), and how tools like LeadRebel can help unveil the businesses behind website visits.

Can I See Who Visits My Website? Introduction

The internet has revolutionized how businesses interact with their customers. Websites have become crucial tools for showcasing products and services, providing information, and establishing connections with potential customers. When companies visit a website, they leave digital traces that can offer valuable insights. But can you really see who visits your website?

The short answer is yes, it is possible to gather information about website visitors. However, there are some limitations and legal aspects to consider. In this article, we will delve deeper into these topics and discuss the methods for identifying website visitors.

Benefits of Knowing Which Companies Visit Your Website

Identifying website visitors, especially businesses, can be beneficial for various industries and company sizes. Here are some advantages of knowing which companies have visited your website:

1. Lead Generation and Sales Opportunities

Knowing which companies visit your website allows you to target potential customers more effectively. This is particularly useful for B2B companies searching for new business partners and customers. You can use this information to generate qualified leads and develop personalized sales approaches.

2. Personalization of Website Content

Identifying website visitors enables you to tailor your website content accordingly. For instance, you can create special offers or content for specific companies or industries. This can enhance the user experience and increase conversion rates.

3. Competitive Analysis

By seeing which companies visit your website, you can also gather information about your competitors. You can discover which companies are interested in similar products or services, providing insights into the competition.

4. Enhanced Marketing Strategies

Identifying website visitors can refine your marketing strategies. You can target your advertising campaigns more effectively and allocate your marketing budget efficiently by gaining a better understanding of your target audience.

5. Tracking Customer Interests

Knowing which pages and products on your website are viewed by specific companies allows you to infer their interests. This enables you to better align your product offerings and marketing efforts with the needs of potential customers.

6. Improved Customer Support

Identifying website visitors can also enhance customer support. You can respond to inquiries promptly and offer personalized assistance, positively impacting the customer experience.

GDPR: General Data Protection Regulation and Its Implications

Before delving into how to identify website visitors, it’s important to clarify the legal aspects, particularly the General Data Protection Regulation (GDPR), which has significant implications for collecting and processing personal data, including data from website visitors.

The GDPR, which came into effect in 2018, has tightened data protection laws in the European Union and beyond. It establishes strict rules for the collection, storage, and processing of personal data, including the data of website visitors, such as IP addresses.

Companies must ensure compliance with GDPR regulations when seeking to identify the identity of website visitors. This includes:

1. Obtaining Consent

Companies should obtain consent from website visitors if the technologies used rely on cookies, or if private IPs of visitors cannot be effectively filtered. As long as the solution does not set cookies and effectively filters private IPs, obtaining consent is optional.

2. Privacy Policies

It is necessary to provide clear privacy policies on the website, explaining what data is collected, how it is used, and how the privacy rights of visitors are protected.

3. Anonymization and Pseudonymization

To meet GDPR requirements, companies can take measures to anonymize or pseudonymize the data collected. This means processing the data in a way that it cannot be attributed to a specific person or company.

4. Right to Access and Erasure

Under GDPR, visitors have the right to access the data collected about them and request its deletion. Companies must take these requests seriously and comply with them.

It’s important to emphasize that GDPR applies not only to companies within the EU but also to companies outside the EU that process personal data of EU citizens. Violations of GDPR can result in significant fines, making it essential to carefully adhere to the regulation’s provisions.

How LeadRebel Can Help Customers Identify Their Website Visitors (Companies)

Now that we’ve clarified the legal aspects, let’s explore tools and technologies that can assist companies in revealing the identity of website visitors, particularly businesses. One such tool is LeadRebel.

LeadRebel is a software solution specializing in identifying companies that visit your website. It allows companies to track the digital customer journey of their visitors and collect valuable information about potential customers. Here are some ways in which LeadRebel can assist companies:

1. Identification of Website Visitors

LeadRebel employs various techniques to identify the businesses visiting your website. This is based on IP addresses and other data points. The collected information is updated in real-time and presented in clear reports.

2. Detailed Company Profiles

With LeadRebel, you receive detailed company profiles containing information such as the company’s name, industry, location, number of employees, and more. These profiles enable you to better understand potential customers and develop targeted marketing and sales strategies.

3. User-Friendly Interface

LeadRebel offers a user-friendly interface, making it accessible even to non-technical users for easy interpretation and utilization of the collected data. You can monitor the data in real-time and respond to changes promptly.

4. Integration with CRM Systems

The software seamlessly integrates with popular CRM systems, allowing you to use the collected leads directly in your sales process. This streamlines lead generation and customer relationship management.

5. Automated Notifications

LeadRebel enables you to create automated notifications that inform you when specific companies visit your website. This ensures you don’t miss out on sales opportunities and allows for immediate action.

6. Privacy Compliance

The software is designed to comply with privacy regulations, including the requirements of GDPR. You can be confident that the collected data is processed securely and in accordance with legal requirements.

Can I See Who Visits My Website? Summary

The question of whether you can see who visits your website is of great importance in today’s digital world. Identifying website visitors, especially businesses, offers numerous benefits, including lead generation, content personalization, improved marketing strategies, and enhanced customer support.

However, companies must be mindful of data protection regulations, particularly GDPR, when collecting and processing data from website visitors. Compliance with these regulations is crucial to avoid legal issues.

Tools like LeadRebel can assist companies in uncovering the identity of website visitors while adhering to privacy regulations. With detailed company profiles, CRM system integration, and automated notifications, LeadRebel provides a comprehensive solution for identifying potential customers.

Overall, identifying website visitors can be a valuable tool for optimizing your online business and making your marketing and sales efforts more efficient. It’s essential to always do this in alignment with applicable data privacy regulations.

Image Source: https://www.wallpaperflare.com/search?wallpaper=identification

The post Can I See Who Visits My Website? A Comprehensive Guide appeared first on Leadrebel Blog.

LeadRebel and Email Marketing: Introduction

A lot has already been written and spoken about email marketing. A proverb probably describes the situation best: “the ones declared dead live longer.” Email marketing as a marketing technique has been declared dead many times and then revived. The reasons for this are diverse: the spread of spam, numerous unsuccessful email campaigns, low open and response rates, regulatory constraints, and so on.

However, in fact, email marketing is one of the most effective strategies when used correctly. And here lies the crux where many fail. The problem goes deeper than poor delivery rates, uninformative texts, too many or too few follow-ups, and other tactical points.

The reason most email marketing campaigns fail is that they target the wrong people with the wrong subject at the wrong time. Email marketing campaigns must be considered as part of your company’s overall strategy and interact with other parts of your strategy. As an isolated measure outside the overall strategy, email marketing is often significantly less effective. I know this sounds very theoretical, so here’s a simple example:

The John Doe Software Ltd. offers software for logistics companies. Now, the company wants to generate more leads and initiates an email marketing campaign. All logistics companies in a specific region serve as potential target groups. Business managers are addressed as potential contacts across the board. Although John Doe Software Ltd. doesn’t have much experience with email marketing, there are many articles and podcasts on this topic. A junior marketing manager quickly acquires the necessary knowledge, and the campaign is launched. The result? An open rate of 25%, a response rate of 3%, and a conversion rate of 0.5% (indicating the interest of the contacted companies in the product).

One might think this isn’t so bad, as some leads are better than no leads at all. However, in reality, John Doe Software Ltd. has wasted a lot of potential. Nevertheless, it can be done much better.

Email Marketing: Targeted Targeting

A proven wisdom states that at any given time, 3% of the surveyed individuals or companies are actively searching for the product or solution, while 10% are considering the possibility of buying the product at some point. The rest of the market is not currently interested. This applies to cars, Netflix subscriptions, and equally to logistics software. And the trick is to address these 3% immediately and to be consistently present with the other 10%. This is where the right email marketing strategy comes into play: addressing the right 3% at the right time with the appropriate product.

The Right 3%

Which companies are currently interested in your solution? LeadRebel and the visitor recognition enabled by us provide a way to answer this question. However, many other approaches exist. Google Ads could be a reliable source of hot leads, i.e., companies currently searching for a suitable solution. Additionally, you can position yourself and your offering on industry-standard platforms, making it easy for potential prospects to find you. Furthermore, if you can determine which companies are currently using competing products, you have identified an extremely relevant target audience.

In addition to this, you should consider which positions within companies make purchase decisions. In small companies, these are often the CEOs, while in larger companies, responsibilities are distributed differently. Therefore, you need to engage with executives from various departments.

The Appropriate Product

Once you’ve found a source to acquire relevant contacts, you need to craft the appropriate offer for this target audience. If you offer more than one product or service – and many companies have dozens of products in their portfolio – you should know exactly what your potential customers are specifically interested in. This is where LeadRebel comes into play again. Thanks to our software, you can identify which company is interested in which product. As a result, your approach can be less general and instead very focused on a particular product or service.

The Right Timing

The timing is as significant as the target audience and the tailored offering. If the planned annual budget has already been allocated elsewhere, you’re too late. The same goes if a competing product has already been purchased. Therefore, it’s crucial to address the customer during the short window between the intention to purchase and the purchase decision and to present your offer. This is where LeadRebel can provide valuable support once again. You can see when a particular company has visited your website and can immediately leverage this interaction to get in touch or send a message.

Example:

John Doe Software Ltd. chooses the traditional path for acquiring inbound leads and initiates Google Ads campaigns. The traffic directed to their website from these campaigns is analyzed by LeadRebel. During this process, companies that have viewed the company’s website and products but haven’t submitted inquiries are identified. Due to the relatively high daily volume of leads, John Doe Software faces the dilemma of whether to call potential customers or contact them via email. Considering cost and capacity factors, the company opts for email marketing.

Now, however, all the prerequisites for a successful campaign are in place:

• Target Audience: These are companies that have shown interest in the company’s product, along with the appropriate contacts within these companies. In small companies, this remains the CEOs, while in larger companies, IT managers are addressed.
• Right Product Selection: Thanks to the analysis of browsing behavior, it’s now known which offers each company is specifically interested in.
• Timing: It’s today! If a company has visited your website, reach out today – at the latest during the current week.

With this information, the campaign achieves a high level of optimization. The open rate increases to 40%, the response rate multiplies to 9%, and the conversion rate increases fivefold to 2.5%. How do we know? We’ve experienced and seen it ourselves. It took many trials and errors before the email marketing campaigns started delivering the desired results.

Full-Cycle Integration between LeadRebel and Email Marketing

In the previous example, we discussed the simple integration between LeadRebel and an email marketing platform, where the identified companies are exported into an ongoing campaign. However, this cycle doesn’t end here. It continues:

The companies that have received your emails return to your website. Now, you can recognize the repeated visits of these companies. Decision-makers engage with your products once again. At this point, it would be advisable to pick up the phone and call the contact person. Of course, one could come up with excuses like “If they were really interested, they would contact us on their own.” However, this mindset should be avoided by every salesperson. Moreover, the potential customer might not be fully convinced yet. This is your opportunity to assist them!

But that’s not all! There’s the possibility to connect LeadRebel with an existing and active email marketing campaign to capture 100% of the clicks.

LeadRebel + Email Marketing = 100% Visitor Recognition

What’s the percentage of website visitors that are recognized by LeadRebel or similar software? Typically, it ranges between 20% and 30%, depending on the industry, region, website, and traffic quality. And what’s the proportion of visitors from email marketing campaigns that can be recognized? 100%!

Through some technical tricks, we can show you which company is behind each click. Theoretically, even the email addresses of the people who clicked could be revealed, but due to the General Data Protection Regulation (GDPR), this approach is not recommended.

Example:

Currently, John Doe Software Ltd. is running an email campaign consisting of highly relevant addresses that don’t originate from LeadRebel. The company now links LeadRebel with the email marketing software. As a result, LeadRebel can capture every click made through this campaign and identify the underlying company with 100% accuracy.

Insights from LeadRebel can be fed back into the email campaign, such as information about which product pages were clicked on. Based on these data, as well as other factors (number of pages visited, company data like size and visit duration), the email campaign can be further segmented. Instead of a conventional binary path – Click = Yes/No – a much more sophisticated logic can be implemented. For example: If Click = Yes and Company Size > 500, then Path 1, otherwise Path 2, and so on.

The collected browsing data can, of course, also be directly forwarded to the sales team to involve human interaction.

How does the integration between LeadRebel and email marketing platforms work?

In essence, the integration is very straightforward. You need an account with LeadRebel and an account with an email marketing provider. We can directly recommend ActiveCampaign or Apollo.io, but there are many other options. Many CRM systems also have their own built-in solutions for email marketing, like HubSpot, for instance.

Next, you need to link these two platforms together. This is also quite straightforward by accessing the settings in LeadRebel, selecting the relevant software, and authenticating or entering the API key there.

Afterward, you should insert some UTM parameters into the links of your marketing campaigns – and that’s it. Lead generation begins!

What are the Costs?

This question cannot be answered in a blanket manner, as both the prices of our packages and the prices of email marketing providers can vary significantly. However, you could consider a combination of the LeadRebel Standard package (€89/month) and Apollo.io Professional (€19/month), totaling €108/month. This allows you to identify dozens of companies daily, incorporate them into your campaigns, identify them again later, and make the entire cycle of lead identification, enrichment, sequencing, and conversion more efficient and successful.

LeadRebel and Email Marketing: Summary

The integration of LeadRebel with email marketing presents an extremely effective method for targeted lead generation. The seamless integration of LeadRebel and platforms like ActiveCampaign or Apollo.io empowers companies to optimize the entire process of lead identification, enrichment, sequencing, and conversion.

Using LeadRebel allows for the precise identification of recognized website visitors and the execution of tailored email marketing campaigns. This integration enables the complete capture of clicks from email campaigns to identify every company behind a click. These insights feed back into the email campaigns, aiding better segmentation and personalized communication.

The integration merely requires linking both platforms through settings and authentication. Costs vary depending on the chosen LeadRebel package and email marketing provider. For instance, combining a LeadRebel Standard package with a service like Apollo.io could start as low as €108/month. This solution enables companies to identify numerous firms daily, incorporate them into campaigns, and streamline the lead generation process for greater efficiency and success.

Image source: https://mnvdigital.com/2023/07/13/the-power-of-email-marketing-unlocking-success-for-your-business

The post LeadRebel and Email Marketing: An Effective Combination for More B2B Leads appeared first on Leadrebel Blog.

Thanks for having interest in LeadRebel! We want to make sure that our software provides you with maximum value. Using data, which was provided by LeadRebel, and integrating it into your sales and/or marketing activities, is of high importance, since only in this case can you maximize the value provided by our software.

In this guide we are presenting you with four possible ways to integrate LeadRebel into your daily workflow.

Basic Rules on How to Use LeadRebel Data Efficiently

• Keep your dashboard clean:
  • Blacklist irrelevant visitors and visits (icon under the company name on dashboard)
  • Select countries and industries in the filter, which are relevant for your business.
  • Put on the blacklist: companies, countries, industries, subpages, which are irrelevant for you.
  • Think about setting a minimum amount of time on your website as one of the criteria. You can set the filter here: blacklist.
  • Use tags, comments, and favorite functions to keep information transparent to yourself and your team.
• Use information from each visit to recognize what product or service your visitor is interested in. You can find relevant information when you click on a company (visit detail view) or when you click on a video-recording icon.

         Here is a sample video:

• Use this information during your sales and marketing activities. Offer your potential customers the exact product or service they are interested in.

Outbound Sales 

Outbound sales is one of the most widely utilized use cases among our customers. Benefits of using cold calling in combination with LeadRebel:

• You can contact your prospect on the same day of the visit, while the lead is still warm.
• You can get direct feedback from the potential customer regarding your product or service.
• You can easily customize your pitch based on the visitor behavior on the website.
• You can use human touch and your charisma during the call, instead of relying solely on digital communication.

To setup successful outbound sales campaigns based on LeadRebel data, you should consider the following steps:

1. Connect LeadRebel to your CRM. If your CRM isn’t directly connected to LeadRebel yet, consider using Zapier to connect LeadRebel to your CRM via drag & drop, code-free method. If you don’t use any CRMs yet, think about using one. HubSpot is a good CRM with a generous free account.

• If you prefer not to use any CRMs, send LeadRebel data to your sales team using the following methods:
  • Excel export of selected data
  • 
  • PDF export of selected data.
  • Add your sales reps as users in the settings (settings -> other) so that they can directly access your companies’ dashboard.
  • Add your sales reps email addresses to a daily reporting list (settings -> other).
  • Create a tag for each sales rep (settings -> other) and add his/her email address to this tag. You can then use this tag on companies in your dashboard, and send your sales reps these leads using the “send per mail” function.
  • If you have a large sales team, where each sales rep has their own region or countries to cover, you can upload an excel file with emails and relevant zip codes and countries for each sales rep, also under (settings -> other).

• Example of exporting leads from LeadRebel to HubSpot: 

• What to consider when calling to potential customers from LeadRebel:

• Don’t mention that you have seen them on LeadRebel. People don’t like to hear that.
  • Don’t bother with finding the right person who was on the website. Just contact the right department within the company.

• If you already have a sales team, you can add leads from LeadRebel as extra “warmer” additions to your existing lead pipeline. If you don’t have a sales team, consider outsourcing the work to an outbound agency. We have had good experience with TREND Service GmbH (Germany). For this article we gathered 35 telemarketing companies, which can support you and approach your leads.

Email Marketing

Email marketing is another broadly used method of reaching out to leads generated by LeadRebel. The benefits of using email marketing in combination with LeadRebel:

• Easy to integrate and automate.
• Cheap.
• Easy to track results and measure KPIs.

Using Email Marketing in Combination with LeadRebel, Step by Step Instruction

1. Select email marketing software. You might already use one. If not, consider using ActiveCampaign,Sendpulse, Woodpecker or Mailshake (the last two are especially good for cold mailing campaigns).

• Integrate your email platform with LeadRebel. We have some native integrations; for the rest feel free to use Zapier .

• Create a mail list, where the company emails will be exported to.

• Create an automation. For example, you can offer your potential customers a lead magnet (if you don’t know what that is, you can find some information here: https://www.zendesk.de/blog/lead-magnet/ . Based on their response (or non-response) you can automatically follow-up a couple of times or directly send your lead magnet.

• Example of an automation: 

• Track results for your campaign in the dashboard of your email-marketing software.

Direct Mailing

Some large customers are using direct mailing based on LeadRebel data. The benefits of direct mailing:

• Nearly 100% opening rate.
• Higher trustworthiness of the company behind direct mailing (compared to email marketing).
• Less competition.
• Legally the least problematic way of outbound sales and marketing.

How to Use Direct Mailing in Combination with LeadRebel

1. Find a provider that can support you with sending the direct mailings (if you can’t cover this part of the job inhouse). We recommend the following provider in Germany: mailingdruck24.de. There are many more good providers as well.

• Read this article (currently only available in German, but using browser translation should do the trick).

• Analyze, tag, filter, and export the suitable visitors from your website. Every visitor company on LeadRebel has a full address.

• Create mailing templates. You can create several templates for A/B testing or to target different segments. For example, you can create product-based segments. If your company offers, let’s say, 5 products, you can create 5 segments, with one mail draft for each segment.

• Send over the exported excel file with companies and respective addresses, as well as your mail drafts to the mailing provider.

This is it. You can create follow-up sequences using more direct mailing. Or you can follow up by phone, LinkedIn, etc. The choice is yours.

Audience Building

Audience building means creating a list of companies and uploading it to paid ads platforms, like LinkedIn or Google Ads. You can gather your visitor companies over time, select the most relevant ones, and upload them, for example, to LinkedIn. Then you can create ad campaigns specifically for the uploaded companies.

By using this feature on LinkedIn, you can target very narrowly not only specific companies, but even their employees working in specific departments.

Google doesn’t allow this kind of deep targeting, but you can still create a custom audience and compare results to other audiences.

How to Build and Export a Custom Audience Based on LeadRebel

1. First, gather enough companies in your dashboard. Building a LinkedIn audience only makes sense for 300 or more companies. So, don’t rush, let recognized companies pour in, then you are ready to create an audience.

• Integrate LinkedIn API, or export a list of companies for LinkedIn or for Google Ads, such as a CSV file.

• In the case of LinkedIn API integration, you can simply select companies in your dashboard and export them to a new audience.

• To setup and upload data for Google Ads follow this guide, for LinkedIn feel free to check out this video guide.

• Example of export into LinkedIn:

• Once you have exported your website visitors into, f. e. LinkedIn, you can set up a campaign and specifically target the visitors of your website.

• Basically, it works as retargeting, but instead of targeting everyone who was the on the website, regardless of which company or country, you can select the companies you want to target on your own.

Summary

We hope this information helps you to use the data provided by LeadRebel more efficiently. We are going to continuously update this list and add more use cases. Feel free to send us your suggestions: info@leadrebel.io .

The post How to Use Data from LeadRebel for Your Sales and Marketing appeared first on Leadrebel Blog.

What is sales funnel?

During a purchase all customers go through a certain journey, from the determination of their needs to the purchase decision, this journey consists of several stages, all of which are referred to as the sales funnel.

Let’s take a simple example:

During internet research an entrepreneur reads about the effectiveness of search engine optimization and the impact on the long-term increase in sales. Then he inquiries about suitable providers in his area, sends several inquiries, receives several answers, and after few discussions he decides on a specific company. This entire customer journey can be described as a sales funnel.

Why is sales funnel so important?

You can only improve and optimize something if you understand it. Sales funnel consists of several stages and optimizing each stage has an impact on the overall result. You can also quantify your sales process much more easily and define KPIs for the individual steps. In this article we try to explain all parts of the sales funnel in as much detail as possible, provide KPIs for the individual steps and explain the importance of LeadRebel for your sales funnel.

Structure: The stages within the sales funnel

The sales funnel is a process that consists of four stages: perception, interest, decision, action. Here you are reminded of the legendary film where Alec Baldwin explains the idea of the sales funnel in quite detail.

So, think of AIDA: Awareness, Interest, Decision and Action. Each of these steps requires a certain level of expertise from you. Depending on the size of the company, different people are responsible for the individual stages, different external service providers and, of course, different software and success metrics. Let’s go through each step in more detail:

• perception
• interest
• decision
• action

Perception

There are different starting points. In one, customers know exactly what they need and may already be actively looking for the appropriate solution. In other cases, customers don’t even know they have a specific need. For example, nobody had a need for iPads before they came along. As Steve Jobs said: “Some people say give the customers what they want, but that’s not my approach. Our job is to figure out what they’re going to want before they do. I think Henry Ford once said, ‘If I’d ask customers what they wanted, they would have told me a faster horse’. Regardless of where you pick up the customers, they first must become aware of you.

So, the goal here is to increase awareness of your product or brand, be it through PR, search engine optimization, social media, etc. This also applies to products/services that are new and that customers are not yet explicitly looking for. For example, many marketers don’t even know that there is a way to identify their website visitors. Accordingly, you are not specifically looking for such software. But we must meet these customers where they are.

Once the target audience has spotted you, you need to stay on their radar. In most cases, there is no purchase the first time. So, customers need to keep seeing you, hearing from you, so that when it comes to deciding, you’re the first port of call.

The aim here is (if we are talking about the website) to generate as much traffic as possible. So, we define the first KPI: Traffic. Of course, traffic is not just traffic, it can be highly relevant or completely irrelevant. The fine tuning will be done later.

Interest

Interested visitors come to your website more often, stay longer, look at more pages, often start the ordering process and change their mind during the process. In this step it is important to convince the website visitors with the relevant content and interesting offers. The relevant KPIs are length of stay, number of repeated sessions, number of pages viewed per visit, etc. Most analytics tools as well as LeadRebel offer options for optimal tracking of these KPIs.

Decision

At some point customers must decide for or against your products and services. At this point, customers can still be influenced, be it with particularly good customer service, pricing, special offers or a targeted build-up of pressure.

The number of qualified inquiries, registrations, trials, and other comparable customer actions can be used as a KPI.

Action

At the end of the process, the purchase decision is made. If a customer decides against your product, he is not yet lost. A customer can be reactivated via so-called lead nurturing, for example with the help of regular newsletters or information about special offers, etc.

The KPI here is the number of purchases, orders, subscriptions, etc.

An example of a sales funnel

Let’s take a fictional software company. This company generates web traffic primarily using Google ads and search engine optimization. Typical traffic is 2,000 visitors per month. 2% of these visitors contact the company and make an inquiry. Of these 2% (i.e., 40 inquiries), 5% are converted into customer projects. So that means 2 new customers per month:

2000 * 2% * 5% = 2, which means that 0.1% of all website visitors become customers.

In this fictitious example, we can now tweak various points and try to increase the number of customers won each month.

Increase in traffic

Suppose that on average a visit costs 1 euro (as a mix of free SEO traffic and paid Google Ads traffic, where a click costs 2-4 euros). If you want to double the monthly traffic, the company must dig deep into their pockets. Since SEO traffic would be difficult to influence in the short term, you now spend more per click on average, e.g., B. 1.5 euros/click. If the number of acquired customers is to be doubled, 4,000 visitors must come to the website, on average a click would increase by 50%, so a company now spends 6,000 euros per month on traffic. If one paying customer previously cost 1,000 euros, it now costs 1,500 euros. You can do it; But you don’t have to.

Optimize conversion rate of traffic

In our example, only 2% of the visitors showed active interest. What if you increase this number through various measures? There are numerous ways to optimize conversions: A/B testing, better content, call-to-action optimization, chatbots, etc. But suppose the company increased the website conversion rate from 2% to 3%. Then the company gets 60 monthly inquiries instead of 40! 1% increase in conversion rate increased the number of inquiries by 50%. While increasing conversions sounds easier than it is, the leverage is more obvious than just driving traffic.

And the last step

Turning inquiries into customers. In the original example we spoke of 5%. What if you increase that rate to 10%? Here at LeadRebel the rate is 30%! This means that every third trial registration turns into a subscription. But let’s take 10% for the sake of simplicity (which is already an excellent result in many industries). In this case, out of 2000 visitors and a 2% conversion rate, 4 visits are converted into customers. That corresponds to an increase of 100%!

What if you optimize the KPIs across the sales funnel at all three points, we calculate with 4,000 visitors, 3% conversion rate and 10% conversion of inquiries into customers:

4000 * 3% * 10% = 12, a sixfold increase!

It is a theoretical example and in reality, the numbers do not increase linearly (more traffic does not always have the same quality, processing 60 leads is more difficult than 40 and supporting and onboarding 12 customers is significantly more complex than 2. But the core message remains – if you optimize the KPIs across the sales funnel, you have multiple leverage.

LeadRebel in your sales funnel

But where does LeadRebel come into play here? The answer is clear: in the second stage, where you convert visitors into conversions. In reality, the 3% conversion rate is pretty good, not every website can guarantee such a high rate. But even in this case you lose 97% of the visitors and they remain at the level of perception or interest at best (at worst these visitors forget about your existence).

LeadRebel is THE answer to this problem. By knowing which companies have visited your website, you can proactively contact them. A calculation example:

Traditional funnel: 2000 * 2% * 5% = 2 customers/month

Now we make the following assumptions:

• Traffic stays at 2000 visitors/month
• For example, LeadRebel recognizes 20% of visitors, so at the end of each month you have 400 recognized companies.
• Around 50% of this will likely be irrelevant, e.g., B. educational or government institutions, your competition, your suppliers, or existing customers. So, there are still 200 contactable companies
• You contact them and get a worst-case 1% activation rate, so you can convert visitors into customers. That equates to two customers.
• In addition to that, you still have your 2 customers per month, resulted from inbound marketing.

With LeadRebel alone, you doubled the number of monthly customers, and that for only 89 euros/month. If you remember, it has the same effect as triple the Google Ads budget.

Sounds interesting? Then read on.

Build sales funnels

For each stage of the sales funnel, there are dozens of methods to help you grow the funnel. However, it makes no sense to tackle all possibilities at once. Instead, you evaluate the options one at a time, what works stays, what doesn’t gets dropped from the list (or you can try a second time, with a different approach). Here are some ways you can achieve your own goals in each phase:

Sales funnel: achieve visibility

• SEO
• Ads (Google, LinkedIn, Facebook, etc.)
• Social media
• Content marketing
• Public relations
• Referrals / affiliate programs
• Banner ads
• Street advertising
• Word of mouth
• Virality
• Advertising in print media
• etc.

Sales funnel: Build interest

• Retargeting (one-time visitors are targeted with advertising via different channels)
• Offer interesting content
• Helpful tools and solutions
• Cultivate interest with newsletters, pushes, mail marketing, etc.
• Webinars, free training sessions
• Product trials, demo sessions
• etc.

Sales funnel: Influencing decisions

• Conversion optimization
• Social proof (references, press, big names as customers)
• Fast response to inquiries
• Generate FOMO
• Regular and persistent follow-ups
• Short-term offers and promotions
• Face-to-face meetings (bring your own charisma into play)
• etc.

Sales Funnel: Force action

Same methods as above. If you’ve been diligent, you’ve already done most of the work up to here. Sometimes you’re just having a bad day, or someone else is having a better one. But, at the end of the day, the sales funnel is all about the math. When you are in the right market with the right product, your total efforts will yield a predictable result.

Sales funnel KPIs – how to measure success?

The results of your sales efforts must be measurable. If you work based on gut feelings, “it’s working” or “everything sucks,” you don’t notice important changes in the business or in the market until it’s too late. It may be that sales are increasing, but important KPIs are already sending warning signs. If you’re not careful and don’t react in time, sales growth will also go south at some point. On the one hand, KPIs serve as early warning indicators, on the other hand they confirm or reject a hypothesis about the effectiveness of certain channels.

Here is a list of the KPIs that we believe are important for online sales and lead generation:

1. Traffic

Self-explanatory, although the relevance of the traffic is important here. You can see the relevance based on user activity on the website, such as length of stay, number of pages per visit. By the way, on LeadRebel you can also see a video recordings of all website visits.

• Traffic to inquiries or traffic to trial conversion

If you get 1000 visitors a day and 50 of them sign up for a trial, then your conversion rate is 5%.

• Customer conversion rate inquiries/trials

If out of those 50 trials, 5 become paid customers, then your rate is 10%.

• CaC (Customer acquisition cost): Cost of your marketing and sales efforts divided by the number of customers acquired

From the example above: Before the optimization, for 2000 Euros you acquired 2 customers (if we neglect all other costs), then CaC in this example is 1000 Euros. After integrating LeadRebel and paying an additional 89 euros per month (we omit the additional costs for distribution for the sake of simplicity), the CaC is 519 euros.

• Customer Lifetime Value

It describes the contribution margin that a customer realizes throughout his “customer life”. Of course, CLV should be higher than CaC.

You can find these and more KPIs in this article: 10 important KPIs in modern sales.

Sales funnel summary

If you’ve read this article up to here, let us know and you’ll be credited with an extra week of our free trial (three weeks total). Now that you know what role the sales funnel and optimization play in modern sales, you can optimize your funnel step by step, hopefully with the help of our software.

The post Sales Funnel – How to Build a successful Sales Funnel appeared first on Leadrebel Blog.

There are many use cases for lead software within B2B (business-to-business) companies. Depending on the use case there is a wide range of lead software: Some of them collect and display company data. Other programs automate sales. All software products aim to make sales workflow for B2B companies more effective.

However, with the variety of programs on the market, it is difficult to keep track. That is why we have summarized the most popular lead software categories and present one program per category. This makes it easier for you to find the right tool.

Types of Lead Software: Overview

• Our tip: Website visitor detection and traffic analysis software
• Software for workflow & social media automation
• Software creating lookalike audiences
• Lead software to find records
• Program for simplified sales promotion

The type of lead software you choose depends on your business goals, scope, budget, and the nature of your business. Some programs integrate with your existing CRM (customer relationship management) program, others use their own lead nurturing tools.

Tip: Use the free demo versions or free trials of the tools presented to find out whether the specific lead software meets your needs.

What Does Lead Software Do?

B2B companies used to generate leads with cold calls or classic advertising. Today, lead generation has moved online, as almost all B2B decision makers begin the research process for a new acquisition on the web.

Manually intercepting each one of these interested parties in the right place and addressing them today means unnecessary personnel effort. This is where lead software comes in.

Lead software automates (some or almost all steps) the process of generating leads online. They also prepare information on when and how you can contact a prospective customer.

A comprehensive lead generation tool transforms your website into an information hub. Thanks to the processed data, you can learn how and when to address a lead so that you increase your chances of closing a sale.

Lead Software Categories:

1. Website visitor detection using traffic analysis
2. Workflow & social media automation
3. Create lookalike audiences
4. Find and group/categorize records
5. Tool for sales promotion and sales prospecting

Lead Software Category 1: Website Visitor Detection Using Traffic Analysis

Featured Lead Software: LeadRebel

LeadRebel is a SaaS (Software as a Service) for B2B lead generation and new customer acquisition. It analyzes your web traffic and supports the sales team: they can easily access processed data within the program, which shows the salesperson information about where the prospect is on the interest scale.

For this purpose, the data on your website is identified, analyzed, and compared with the internal database by LeadRebel. The program then provides usable contact information. In this way, valuable leads are continuously made available to sales.

A large company database and the use of AI (artificial intelligence) algorithms make it possible to identify commercial website visitors. LeadRebel offers an export option for leads.

Thanks to LeadRebel tracking you can:

• See this information for each visitor: company name, address, phone number, email, company description, company category and size, list of employees.
• Develop a targeted strategy for how you want to contact the visitor.
• Use the software in combination with other programs (e.g., CRM).
• Provide your sales team with warm leads and hot prospects.

Price: Available from 29 USD per month.

Who is this program valuable for? For B2B sales teams and marketers from the DACH region.

Lead Software Category 2: Workflow & Social Media Automation

Featured Lead Software: TexAu

TexAu is a growth automation platform that enables businesses to scale faster using the real power of automation and data.

Social media marketing, web design, LinkedIn, SEO, SEA, Google Ads, Facebook—let’s face it: Keeping up with every aspect of online marketing takes a tremendous amount of time and money. How is it possible to quickly find out what really brings satisfying results without using expensive resources?

This is where TexAu comes into play. TexAu saves its user’s time.

With over 120 automations and countless integrations, we aim to make it easier for entrepreneurs to seize business growth opportunities.

With TexAu you can seamlessly extract data from different social media platforms, enrich it, connect it to your favorite CRM, and share it with tools you already use every day.

You can extract information from Facebook groups, interact with Instagram users, group posts by hashtags, and specifically search for email addresses of potential customers. Users also appreciate that the features allow them to interact directly with the competition’s social media followers.

Price: Available from 29 USD per month.

Who is this program valuable for? For B2B companies that want an active social media presence, but do not want to hire a social media agency or an employee.

Category 3: Create Lookalike Audiences

Featured Lead Software: Echobot Target

Echobot Target is currently considered the largest B2B database. The program is designed to help marketers increase sales opportunities and lead generation by identifying the right time to approach customers. Users can use AI to segment the data according to visitor needs. The program allows you to easily create lookalikes.

What are B2B lookalikes?

B2B lookalikes are similar in profile to “hot leads” or the existing “dream company” with high revenue potential.

In this case, B2B lookalikes are generated by AI. The program uses an existing reference list and key attributes of companies (e.g., grouped by prospects, existing customers, or leads) and filters the database for other suitable companies.

High-quality data is therefore the basis for B2B lookalikes. With an ICP (ideal customer profile), you can ensure that the company list fits and churns out the right lookalikes.

Before the software can be used effectively, a user must upload a list to the tool or to the ad managers of LinkedIn and Co. Another option is to create lookalikes based on a Facebook or LinkedIn audience.

Price: Available from 299 USD per month.

Who is this program valuable for? For B2B marketers who do not want to spend time analyzing data themselves, and searching for companies that match the ideal customer.

Lead Software Category 4: Find and Group Records

Featured Lead Software: Ocean.io

Ocean.io is a company from Denmark that not only builds its own database, but also actively includes the CRM of a company. B2B companies can leave the qualification and assignment of inbound leads to Ocean.io’s automated data flow.

The program discovers new customers and finds any company that matches the customer’s profile—whether created in your own CRM or not. CRM data analysis is the underlying technology here. It effectively groups accounts, and generates perfectly segmented, similar audiences.

Price: Available from $54 per month per user.

Who is this program valuable for? For sales and marketing teams who want to target their sales focus.

Category 5: Tool for Sales Promotion and Sales Prospecting

Featured Lead Software: Overloop

Overloop is a sales automation platform that offers users various sales promotion opportunities. The tool makes it possible to find potential customers and contact information. The program also aims to reduce the time you spend on manual data entry.

The lead software Overloop (formerly Prospect.io) covers four areas:

• Build lists:

You can search website domains for all emails issued by the company.

The tool includes a Chrome extension for browsing LinkedIn that directly displays email addresses of potential clients.

• Automate outbound:

Once a list has been created (for example with the add-ons above) you can have Overloop automatically follow up a lead.

• Increase productivity:

For example, manual data entry is no longer necessary due to software integration.

• Analyze and improve campaigns:

The lead software analyzes the effectiveness of email campaigns: opening, click and response rate, bounce rate, and conversion tracking. Thanks to these facts and figures, Overloop makes it possible to answer questions with data.

Price: Available from $79 per month.

Who is this program valuable for? For B2B sales teams of small and medium-sized companies who want to automate sales promotions.

Conclusion: Have You Found the Right Lead Software?

Lead software is valuable if you want to automate parts of your lead generation process. It relieves sales teams by independently performing hard work that previously had to be done manually. The right program is also a big help in identifying, following up, and nurturing existing leads.

Is now the right moment to use lead software? Over time, the use of lead software should cost neither energy nor time, but rather become a tool that accelerates and rationalizes all tasks that arise daily. For it to be worthwhile, the tool should integrate seamlessly into your entire sales process. If your goal is for the lead software to be a relieving factor for your team, then try LeadRebel free of charge for 14 days.

The post Find the Right Lead Software appeared first on Leadrebel Blog.

One of the main goals of every business is to increase sales. But how can this be achieved in a company that already exists and does not have a clear sales process? We have compiled a list of 10 sales KPIs (key performance indicators) that, if analyzed correctly, will have a positive impact on your sales. This makes it possible to track the behavior of your sales staff and to optimize processes and procedures at any time. This isn’t about accumulating more sales metrics or data, you need the right ones.

What exactly is meant by this will become clear in the article – first, there are indicators that you define together with your team to evaluate the effectiveness and efficiency of the work done.

Why tracking sales KPIs is important

Key Performance Indicators (KPIs) are becoming more and more important, and nowadays it is impossible to imagine any sales process without them. Without these sales figures, it is impossible to lead a company into a positive future in a targeted manner. It is therefore important to formulate concrete goals and to specify them for every sales manager. Your employees can use these to orientate themselves and check their progress. It is important that the goals are achievable and not utopian, but they must not be too challenging.

If a sales employee is busy with a few hundred phone calls a day, they can easily lose track and be unsuccessful. On the other hand, they can also be under-challenged. KPIs are the measuring tape with which one’s own work can be measured.

Trust is good, control is better!

Everyone knows this saying only too well and you have probably heard it before. Many people mistakenly believe that working with sales figures is a kind of control over their employees. However, this is a misconception. It is about pure statistics, about the collection of data, and the analysis of the customers. The aim is to create transparency, both within the company and for all external stakeholders.

To be able to make optimizations, transparency in the company is essential. This ensures open and honest communication, and the company goals are tackled together. The day-to-day business determines the turnover of a company. We have worked out exactly how this can be optimized with 10 important sales KPIs.

The 10 most important Sales KPIs

• Number of leads
• Conversion rate
• Turnover per employee
• Acquisition costs
• Churn rate
• Number of customers
• Repurchase rate
• Customer Lifetime Value (CLV)
• Competitor analysis

Sales KPI 1: Revenue Targets

You have set sales targets based on a quarterly or annual period. So, you should periodically check your revenue to see if you’re making progress or not. A good indicator of this are reports that are created and analyzed weekly or even daily.

Sales KPI 2: Number of Leads

Here you should follow the credo ‘quality over quantity.’ What good are leads that don’t convert to customers in the end or don’t bring in any sales? A certain consistency is important. You can achieve this if you make specifications and determine how many leads you want to generate over a certain period. Then you must iteratively check whether the estimated number is realistic or not. Furthermore, the conversion rate of the leads is crucial. If there is a problem with this, it may be because your landing pages are not designed to be user-friendly enough and the call-to-actions are not appetizing enough. If your lead acquisition strategy is no longer up to date, get inspiration here, and consider hiring a custom web design company to ensure that your landing pages are visually appealing and easy to navigate, increasing the chances of converting leads into loyal customers.

Sales KPI 3: Conversion Rate

The lead yield is given as a percentage. It determines how many of the leads received have also become real customers. A conversion rate of approximately 3% is desirable and ideally should be exceeded, but not fall below. If your rate is below 3%, they should use lead nurturing and lead scoring. It is important to accompany the customer along the customer journey, and to enrich and optimize this “path” with relevant content for the respective target group. Interacting with the leads is important and should be considered. E-mail actions, for example, can be useful. We have already mentioned the target group. If your target group is not clearly defined and your sales team is not committed to it, it will be difficult to increase the conversion rate. The bait must taste good to the fish, not to the angler.

Sales KPI 4: Sales per Employee

Revenue per employee is one of the most important sales metrics for sales managers. In this way, it can be determined which employee is responsible for how much turnover. Sales KPIs serve the purpose of expressing personal and company-related goals in figures. These statistics provide information about the skills of the sales staff in individual cases. But long-term success depends on the intuition of a salesperson. The better he can put himself in the position of the target group, the more likely it is that a lead will become a customer. Therefore, it makes sense to look at sales KPIs with a particularly cautious eye, because true sales professionals trust instincts, experience, and interpersonal interactions.

Sales KPI 5: Acquisition Costs

To be able to determine acquisition costs, you need a few key figures. These result from marketing and sales costs, salaries, and other expenses that arise over a certain period. This sum is divided by the total number of customers acquired during this period. This sales KPI provides information about how well your sales marketing works and provides information about the quantity. Furthermore, with this sales indicator it is possible to understand the scalability of your company and to carry out process optimization.

6: Churn Rate

If a subscriber or customer has changed his mind after a certain time and wants to leave you, this is known as churn. The churn rate, also known as the customer churn rate, represents the percentage of all customers or subscribers who have changed their mind during use. If this rate is high, this is a first indication that your product or service is not satisfactory. Here, too, it is important to initiate optimizations and to rethink the sales process for existing customers. Especially in the subscription area, and especially with SaaS, the churn rate is decisive for the economic success of the company and should always be kept in mind.

Sales KPI 7: Number of Customers

There should not be a big discrepancy between regular customers and new customers. You should always understand how effectively you are selling your product or service. Both to new customers and to existing customers. If you tend to win a lot of new customers, this can be an indication of problematic customer retention. Conversely, this stands for a high number of returning customers. This is generally a good sign, but it may also be the case that you should reconsider your orientation when it comes to acquiring new customers.

Sales KPI 8: Repurchase Rate

Customers who buy a product or service from you at certain intervals are shown with the repeat purchase rate. Usually, a period is determined here and the so-called repurchase rate is then calculated based on this. If the rate is positive, keep going. You are selling the right products or services to the right target group. If the rate is negative, you should perhaps identify it with a new target group analysis or, if necessary, reconsider the area. When all else fails, you should reconsider your product or service.

Sales KPI 9: Customer Lifetime Value (CLV)

This key figure shows the contribution margin that a customer realizes during his entire “customer life”, discounted at the time of observation (see Wikipedia). This number is important insofar as it is decisive for the acquisition costs. Only if you put the two key figures in relation do both make sense. It doesn’t seem like much to spend 150 euros for a paying customer, but when the CLV is just 50 euros, the investment is not worth it at all. On the other hand, you can pay an average of 5,000 euros for a new customer and then make an average turnover of 50,000 euros afterward. Then the bill goes up.

Sales KPI 10: Competitor Analysis

Classic benchmarking provides for analyzing the competition and drawing conclusions about your own products and their pricing. Check what your competitors are asking their customers to do. What are their customers willing to pay for their product or service?. If prices of the competition are higher, you should try to undercut them. If this is not an alternative, there must be a clear USP (Unique Selling Proposition) that clearly differentiates your product or service from those of the competition.

Sales KPIs: Conclusion

Now you are well armed and can get to work. Create realistic KPIs tailored to your business and salespeople. Basically, it is important that the goals set are achievable and not too challenging. These should only serve as crash barriers and must be readjusted. The use of such sales KPIs is very important for the future of every company. The better these are used, implemented, and adapted to current circumstances, the more likely it will lead to sales success and thus to long-term corporate success. Check your current sales figures.

Which of these do you actively use? Which of these are realistic and useful? Do you have your target group in mind? And always consult with your sales team, because they are the ones who are responsible for the company’s success and sales in day-to-day business. Get the team on board and steer them into a strong future together.

Relevant articles:

Key SaaS KPIs and How We Optimize Them

B2B Lead Generation: The Five “Forever” Techniques for More B2B Leads

Website Visitor Identification — a Low-Cost but Powerful Lead Machine! The Ultimate Guide

21 Sales KPIs for Sales Teams to Track in 2022

The post 10 Important Sales KPIs appeared first on Leadrebel Blog.