Leverage the Power of a B2B IP Tracker to Overcome the Conversion Challenge

Leverage the Power of a B2B IP Tracker to Overcome the Conversion Challenge

b2b-IP-tracker-for-conversionsAccording to a recent research study, conducted in partnership with VisitorTrack and Ascend2, more than half of marketers – 53% — reported that lead-to-customer conversions are the top challenge they face. Naturally, the next two challenges that follow closely behind are improving lead data quality and then increasing lead quantity.  Not surprisingly, marketers are challenged to improve the quality of their B2B leads because that is a key driver in lead-to-customer conversions.  Rather than increasing the quantity of leads, hoping that sheer volume will uncover more of the quality leads, strategic marketers are leveraging the power of a B2B IP tracker to increase conversions.  Keep reading to learn three easy ways to increase conversions and how using an IP tracker can support those efforts.

Step 1: Identify Pages That Support the Buying Decision

Identify the pages on your website that support the traditional buying process. Your pitch video, about us page, value proposition pages, and testimonials all support buying decisions and were once part of the traditional selling process. Identifying these high value pages that relate to your sales process will help you focus in on the most important digital buying signals. The opportunity to identify and connect with the visitors to these pages before they engage with a competitive company is crucial to your success!

Step 2: Understand Page Visit Behavior

When a visitor moves through your site and looks at pages that are designed to move them through the buyer journey, take notice of their behavior! Visits to these pages indicate that a prospective client has engaged in the buying process and is researching the offerings of your company (and probably your competitors’ offerings as well). For example, a pricing page visit can be a strong indicator that a prospect is starting to seriously think about buying. You will find that many prospects land on your website and go immediately to your pricing section. These prospects might be interested, but they’re likely still in their initial information gathering stage. On the other hand, a prospect who signed up for a demo or actively tried your product, and then visits your pricing page is probably ready to buy.

Step 3: Go Beyond Using an IP Tracker to Learn Who Is Visiting Before They Hit “Submit”

Your best leads are already visiting your website – you just don’t know it until they complete a form. An IP address tracker can tell you who is visiting your website, but it does not supply any additional intelligence or contact records that you can leverage to increase conversions. By contrast, anonymous website visitor tracking technology takes IP tracking several steps further to show you which businesses are visiting your website, the pages they have viewed, and even the amount of time they have spent on your website – without any registration action.

VisitorTrack, for example, can uncover, verify and validate more business leads hiding in your website traffic using highly sophisticated Web Sleuth™ Technology. VisitorTrack identifies your top business prospects based on the pages they have visited and other digital behaviors that may indicate sales readiness.  It then empowers you to connect with your target buyers earlier in the buying cycle by synchronizing records from multiple databases to deliver deeply comprehensive business and contact records for those prospects.

Simply put, anonymous website visitor tracking delivers multiple layers of intelligence to help you generate more prospect opportunities from the website traffic you already have. In the end, you’ll get a far greater conversion boost from using intelligence provided through anonymous website visitor tracking than a simple IP tracker.

Learn more about how VisitorTrack can help you turn your real-time website visitor intelligence identify and connect with interested prospects at the top of the funnel for the most-effective B2B lead generation and lead-to-customer-conversions. You can even take it for a test drive with a 14-day free trial.

*Access the Research Report:  B2B Lead Generation to Increase Conversions

Exclusive Research Report: B2B Lead Generation to Increase Conversions

Exclusive Research Report: B2B Lead Generation to Increase Conversions

DENVER TECHNOLOGY CENTER, CO (PRWEB) SEPTEMBER 26, 2017

Visitortrack, by netFactor, Introduces a New Research Survey Report on B2B Lead Generation Conducted in Partnership with Ascend2.

In this new report, B2B Lead Generation to Increase Conversions, VisitorTrack partnered with Ascend2 to benchmark the performance of popular digital marketing strategies and tactics.

VisitorTrack, in partnership with Ascend2, recently fielded a survey to a panel of research subscribers, as well as marketing influencers.  The results detailed in the report exclusively represents the opinions of the 116 marketing influencers completing the survey who are dedicated to the business-to-business marketing and sales channel.

According to the research survey, the number one objective for marketers, by a significant margin, is to increase lead-to-customer conversions.  However, fewer than half indicate their lead generation strategies are successful when it comes to reaching their top objectives.

When asked about the key takeaway from this research survey, Todd Lebo, Partner and Chief Marketing Officer, of Ascend2 had this to say: “Marketers know to focus on quality over quantity of leads. But how do you define quality? Increasing lead-to-customer conversions is a most important objective for two-thirds (66%) of B2B marketers developing a lead generation strategy. And a critical factor in achieving higher conversion requires improving the quality of lead data.”

The evolution of data science is pushing digital marketers to rethink their business-to-business lead generation strategies and revise some of their tactics to capture top quality sales leads.  One of the more significant shifts that marketers see taking place, is that technology for intent monitoring is driving prospect visibility at the front of the B2B buying cycle.

“We have been at the forefront of intent monitoring technology for years,” states Christopher Jeffers, CEO of netFactor.  “Our core solution, VisitorTrack, is uniquely engineered to offer sales and marketing professionals an advantage by identifying top prospects early in the buying cycle through anonymous website visitor tracking technology.”

With the use of anonymous website visitor identification and tracking technologies, like VisitorTrack, marketers can better interpret intent signals by gaining a deeper understanding of their B2B buyers’ digital body language.  Once marketers have this kind of data, they can fuel their lead generation programs with more of the high-quality leads, thus increasing lead-to-customer conversions.

“We’ve seen a big change in the level of market awareness when it comes to anonymous web visitor identification technologies,” says Jeffers.  “As it has become increasingly prevalent, we are now closely watching how this technology influences the outcome for companies that leverage it to meet their top lead generation challenges.”

About netFactor
netFactor Corporation provides a suite of products to drive new levels of sales performance from Internet marketing for the Business-to-Business market. The company’s core VisitorTrack technology platform and APIs integrates web analytics, business intelligence and marketing automation into a powerful SaaS application for lead generation from anonymous visitor tracking – it’s like “Caller ID for Your Website®.” netFactor is privileged to serve customers and resellers across multiple industries including software, telecom, healthcare, technology, financial, professional services, manufacturing, and transportation. For more please visit http://www.netFactor.com.

About Ascend2
Marketing technology companies and digital marketing agencies partner with Ascend2 to reliably generate demand and supplement content for their firms. Our Research Partner Programs are transparent – spotlighting your brand and the interests of your market. If marketing professionals are your ideal prospects, we can help you find more of them. Learn more about Ascend2 at http://www.ascend2.com

Learn more about VisitorTrackcheck out our guides, or simply begin your free trial today to start gaining actionable leads immediately!

B2B Lead Generation: 4 Strategies to Great Leads

B2B Lead Generation: 4 Strategies to Great Leads

Qualified leads — Sales wants more, marketing is working hard to collect them. When today’s mobile, web, and socially-savvy customers increasingly refuse to give up their contact information or provide false data, finding the right lead-generation formula seems hit-or-miss at best.

4 B2B Lead Gen StrategiesThe days of getting customers to sign up for free newsletters or “more information,” are long gone. With ad-blockers and spam filters firmly in place, it’s hard to get through. Prospects have already done their research and know who they will buy from without contacting a company until they are ready to make their purchase. To get prospects to give up any information, you need a lead-generation “ask” worthy of their time and attention.

The secret is to focus on employing data-driven strategies that:

  1.  Build a solid social media relationship: Use social media sites like LinkedIn and Twitter to not only broadcast your message but to make personal and valuable connections. Pick two or three related groups to join and start posting questions, providing answers and connecting people to the tools and resources they need. By leveraging your expertise, you can quickly build trusted relationships that matter to your bottom line.

2.  Bolster conversion rates: Well-performing sites boast of conversion rates that are anywhere between 4% and 7%, but getting there isn’t easy. The key is in the simplicity of design and straightforward calls to action that don’t overwhelm visitors with too many choices — or chances to lose interest. Boosting conversion rates requires constant testing and tracking to tweak individual landing pages and web sections for optimal engagement. Use Google Analytics to understand basic metrics about your visitors, and Heatmap tools that will tell you where your visitors spend most of their time.

3.  Deliver customer-focused content: Understanding and targeting the right buyer personas with the right content — webinars, whitepapers, tips/tricks, free trials, etc.— at the right time is critical. Once website visitors engage, it’s important to score leads by weighting the engagements differently, such as adding points for watching a webinar replay and deducting points for unsubscribing, to understand which leads are most valuable to sales.

4.  Track anonymous engagements: The vast majority of website visitors (98%) do not raise their hand when they visit a website, preferring to remain anonymous. Sirius Decisions’ statistic that 67% of the purchase decision is complete before a customer ever contacts the business, means that the ability to track demonstrated interest based on anonymous website activity is a great way uncover the real diamonds in the early stages of their investigation.

The missing link for most companies is the ability to identify those anonymous website visitors. Unmasking these valuable companies enables your sales team to connect with prospects early with data on what they are interested in, provides marketing the ability to capture leads without lead forms, uncovers new channel growth and extends business and channel opportunities.

NetFactor’s VisitorTrack is an anonymous website visitor tracking tool that discovers the anonymous B2B website visitors and matches those visitors with full contact records. With a comprehensive view of the companies who visit your site, you can identify high-value visitors and shorten your sales cycle. Take advantage the VisitorTrack free 14-day trial and turn your anonymous site visitors into qualified leads that drive more sales. Learn more.

Get A 14 Day Free Trial of VisitorTrack on Your Website Today

VisitorTrack’s full featured trial gives you 14 days of complete access to VisitorTrack and all of the rich website visitor intelligence on your site’s business visitors.  It’s easy, it’s fast and we don’t even require a credit card to start your trial.

Hot Leads ⋅ Top Prospect Reports ⋅ Detailed Contact Records ⋅ Real-Time Alerts ⋅ More.

Who is Visiting my Website?

Identify anonymous visitors to your site with VisitorTrack. Check out what others say about us at G2 Crowd

Top of the Funnel B2B Marketing:  5 Ways to Increase Qualified Leads

Top of the Funnel B2B Marketing: 5 Ways to Increase Qualified Leads

Improving the buying cycle and your ROI depends on your organization’s ability to generate leads and capture website visitors to move them through the buyer’s journey. The C-Suite, marketing, and sales all have a vested interest in driving more leads into the top of the funnel to meet sales numbers.

As any marketer knows, the success of a B2B sales strategy depends on the quantity and quality of qualified leads generated. Sales representatives chasing unqualified leads is unproductive, does not drive conversions and is generally a complete waste of time and money.

With the right tools and strategies, you can turn your B2B leads into sales opportunities. Here are some tips for increasing your qualified leads:

  • Understand prospects’ pains: A potential customer has a pain they are trying to solve. Know your product’s value proposition and how it relates to your prospects’ needs to develop your messaging framework. Your prospect needs to immediately understand how your product or service will solve their pain in order to continue the conversation.
  • Create relevant content: Informative and engaging content that provides value to your prospect is key to moving buyers through the sales funnel. A recent IDG Enterprise survey indicated that 79% of tech decision-makers found that locating high-quality, trusted information on major IT products and services was challenging. The survey also stated that 79% of those respondents said that challenge negatively impacted their decision to buy from a particular vendor.
  • Make your content engaging: One of the major mistakes companies make is having the wrong content strategy. Straight-up sales pitches may have worked a decade or two ago but today’s B2B customers are looking to build a relationship through content that informs, engages and even entertains them. Understand your buyer personas and create content that addresses their pain points in a relevant and helpful way.
  • Follow along the stages of the buyer’s journey: Your content should follow the needs of the prospect throughout their buyer’s journey. In the early stages, your prospect wants to feel like you get understand them and will look for blog posts and explainer videos on market trends that will educate them on their quest. Once they have identified you as a thought leader with a solution that can solve their pain, prospects will look for white papers and product demos. The final stage is move to the evaluation stage where they will make final decisions. The goal is to keep the content relevant and the buyer engaged throughout the entire journey.
  • Track your anonymous website visitors: Only 2% of website visitors will identify themselves to you. Relying on website visitors to fill out a form and request information is not taking advantage of your website’s potential. Tracking who is visiting your site and what they did while they were there holds the keys to identifying a real prospect. Turn that anonymous web visitor intelligence into qualified leads by using visitor-tracking software. Identifying a prospect in that very early information gathering stage and actively engaging them will improve the top of funnel qualified leads and is one of the best ways to improve your ROI.

The power of anonymous B2B visitor tracking provides sales and marketing with the intelligence they need to produce more qualified leads. NetFactor’s VisitorTrack identifies anonymous website visitors and provides a comprehensive view of the companies who visit your site to identify high-value visitors and shorten your sales cycle. We offer a 14-day free trial to demonstrate how tracking, identifying and capturing anonymous business visitors to your website can boost your B2B sales strategy. Learn more.

Who is Visiting my Website?

Identify anonymous visitors to your site with VisitorTrack. Check out what others say about us at G2 Crowd

Up Your Sales Game:  How to Leverage VisitorTrack and News Events for B2B Lead Generation.

Up Your Sales Game: How to Leverage VisitorTrack and News Events for B2B Lead Generation.

Sales is a highly competitive field and top performers constantly seek out new ways to maintain their edge.  Most seasoned sales pros will tell you it’s all about building the relationship.  While that’s very true, research has shown that it is also about being the first one in the door when there is a buying opportunity.  Seasoned sales pros often benefit from leveraging previous relationships to gain insight on potential new opportunities and get introductions that open doors.  But if you’re new to the sales game, or if you don’t have the right contacts for every opportunity, you don’t have to be left out in the cold.

Let’s explore a specific use case on how to leverage VisitorTrack and news events for B2B lead generation.  While the example for this use case scenario is specific to automotive manufacturing, the actual use case is valid across most types of manufacturing and other industries as well.

On April 19th, 2017, a press release was published on AP News with the headline, “OshKosh Corp. Secures $258M Army Order for Trucks, Trailers.

Most salespeople don’t make a habit of perusing the latest PR headlines. But, if you are actively prospecting and looking ways to generate new business opportunities, it’s a good idea to follow your key business targets on twitter or LinkedIn and scan for relevant headlines.  Businesses will always promote and share their own news releases through social media sites.  In this use case, if you are a salesperson working for a company that manufactures auto parts, or steel, and you see the news headline posted above, you might see this as a great selling opportunity.  If only you had the name and contact information for the contacts in charge of procuring the parts and materials.

This is where VisitorTrack comes in.  With VisitorTrack, a salesperson can look up the OshKosh Corporation in the database to see the key company details and then search for contacts who work at OshKosh.  In this case, we assume that the salesperson knows their target audience and knows which job titles to search for.  The contact search results deliver the names, titles, email addresses and phone numbers for the key decision makers that are most likely involved with procuring parts, materials and other supplies that would be needed to build trucks and trailers.  Now, the salesperson is armed with a list of prospects complete with contact information.  This gives the sales person all the information they need to begin the prospecting process.

In tandem with the selling efforts, marketing teams play an important role in helping the sales team gain traction with very specific targets.  Our next post will continue to explore this use case scenario, but will detail how marketers can use VisitorTrack to support the sales efforts and warm up the leads.

Stay tuned to learn more about how anonymous web visitor data can help you gain actionable information to improve your b2b lead generation strategies.

Who is Visiting my Website?

Identify anonymous visitors to your site with VisitorTrack. Check out what others say about us at G2 Crowd