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

Press Release: Introducing the New Web Platform for VisitorTrack!

Press Release: Introducing the New Web Platform for VisitorTrack!

netFactor is proud to announce the official launch of the new VisitorTrack UI!

The new platform delivers a powerful user interface and dashboard graphics to advance the capabilities for B2B lead generation through tracking and identification of anonymous website visitors.

VisitorTrack, from netFactor Corporation, which provides tracking and identification of the anonymous business visitors to a website, has been advanced with an all-new interface and powerful reporting capabilities.  This upgrade leverages the latest in responsive web design and graphical enhancements to provide a compelling product for business-to-business lead generation.

Like “Caller ID for a Website®”, VisitorTrack has been the leading website visitor intelligence platform in the marketplace. Where B2B website conversion rates average 1% to 2%, VisitorTrack drives detailed intelligence for the website visitors who do not complete a registration. The many new product enhancements have been launched to provide sales and marketing users around the world advanced reporting functions and a superior visual experience.

“The persona for today’s B2B sales and marketing user is perhaps the most-sophisticated of any product consumer” said Christopher Jeffers, CEO of netFactor. “With so many options for the business-to-business marketing tech stack, driving meaningful differentiators is a very-real challenge when you are presenting complex data. We have dedicated ourselves to matching the quality of our anonymous website visitor intelligence with the most-advanced user-experience.“

Feedback from VisitorTrack users has confirmed the new product design and enhancements have driven considerable advances. Alexandria Dolph, Marketing Analyst for EquipNet, Inc. stated “The ability to export downloaded contacts and read information is just clearer. Much more user-friendly. Easier to navigate.” Other responses to the new VisitorTrack product confirm similar experiences:

“The layout is bolder, brighter and much cleaner looking. The interactive reporting and graphs are great.”

“Quicker, better layout, more report display and format options.”

“Convenient layout, clearly labeled action buttons, greater functionality, and aesthetically more pleasing to the eye. Great job, netFactor!”

VisitorTrack, from netFactor, is used for B2B lead generation by companies around the world. Through identification of otherwise anonymous website visitors, companies are identified, key behaviors are tracked, and detailed person-level contact records are matched. VisitorTrack integrates with hundreds of sales and marketing technologies to include Salesforce, Hubspot, Marketo, Pardot, and the leading Email products such as Constant Contact and MailChimp. VisitorTrack is the top-rated Visitor Intelligence offering and leader in Lead Generation by G2 Crowd. VisitorTrack is provided as a software-as-a-service offering, and through API into data warehouses and marketing applications amongst customers and partners.

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

Sneak Preview:  The New VisitorTrack User Interface (UI)

Sneak Preview: The New VisitorTrack User Interface (UI)

VisitorTrack UI Release Coming Soon!

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The New Dashboard

Play the video to get a quick preview of the new dashboard for VisitorTrack.

“The layout is bolder, brighter and much cleaner looking.  The interactive reporting and graphs are great.”

 

-VisitorTrack Client, Inside Sales Manager

Reports

 

“Quicker, better layout, more report display and format options.”

-VisitorTrack Client, Marketing Manager

The Visitor Overview

 

“Convenient layout, clearly labeled action buttons, greater functionality, and aesthetically more pleasing to the eye.  Great job, netFactor!”

 

-VisitorTrack Client, Marketing Program Coordinator

Get Contacts

 

“Much more user friendly and easier to navigate. The ability to export downloaded contacts and read information is more clear.”

 

-VisitorTrack Client, Marketing Analyst

Do Like What You See?

We hope this quick preview of the our new VisitorTrack UI has you excited about the changes coming up!

So far, all of the feedback from our beta testers has been overwhelmingly positive.  Our clients are loving the clean, interactive layout that is both highly intuitive and aesthetically pleasing. If you have any questions about the UI release and upcoming changes to your VisitorTrack account, or if you would like to get a better look prior to the release, please contact us.

Contact Us

Who is Visiting my Website?

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

3 Steps to Improve B2B Lead Quality

3 Steps to Improve B2B Lead Quality

Today, the clear majority of marketers cite lead quality as a top priority in b2b lead generation.  According to the State of Lead Generation 2016 Report from Ascend2, 77% of marketers have pinpointed improving lead quality as a focus, but 53% also cite improving lead quality as the biggest barrier to success.  And another 37% cite their most significant barrier as converting website visitors to sales leads.  Below are 3 easy steps you can take to give your b2b lead generation strategy a boost by improving your lead quality and increasing website conversions.

Step 1: Understand the Buyer Journey

VisitorTrack delivers the most relevant details you need about your anonymous B2B website visitors to succeed in your prospecting efforts. In real-time, VisitorTrack will show you when the visitor came to your site, which page(s) the visitor looked at, and the length of time spent on each page.  These visit details are historically compiled, giving you deeper insight into your buyer behavior. What better way to begin to understand your buyers’ needs, than to have the ability to actually see the exact buyer journey.

Step 2:  Trigger Technology Delivers Real-Time Notifications on Top Prospects

After you pinpoint the buyer behaviors that indicate sales readiness, you are ready to take advantage of VisitorTrack’s Trigger Technology.  VisitorTrack’s Trigger Technology allows you to send automated, real-time alerts to your sales team so you to connect with your hottest prospects both quickly and effectively. Triggers can be customized based on each rep’s sales responsibilities.  Triggers can also be set up to send instant email alerts when campaigns or marketing driven behaviors take place. So, in addition to knowing when it is the ideal time to reach out to a prospect, you will also have key insights into where the prospect is in the buying cycle and what their needs are based on the web visit history.

Step 3: Convert Your Business Visitors into Sales Leads

Trigger Technology provides your sales team with all the company information: Address, Phone numbers, Industry, Revenue, etc. Even more importantly, the Triggers give you the ability to look up the target buyer profiles and save the contact information for your most relevant contacts at those visiting companies.  Once you save your targeted contacts, you can forward those sales leads to your team for follow up. With VisitorTrack, you have the option to make this step even easier by integrating the saved VisitorTrack contacts into your CRM, Marketing Automation or Email platforms.

These are just a few of the ways that you can leverage the power of VisitorTrack to improve the quality of b2b sales leads that you pass along to your teams for sales and marketing action.  If you liked these tips, check out our resource library and other blog posts 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

B2B Marketing Dos and Don’ts: Email Marketing

B2B Marketing Dos and Don’ts: Email Marketing

Email marketing remains a primary channel for marketing and lead gen efforts. Though email marketing has changed over the years in many ways – manual to automated, impersonal to personalized, broad email blasts to hyper-targeted campaigns – there remain several tried and true practices that will ensure the best ROI for your email marketing efforts. Find out about some of the B2B Marketing Dos and Don’ts of email marketing:

Dos:

  1. Update and cleanse your email lists regularly

No matter how you got your current email list, there is a high probability that some of the addresses on it are invalid. Sending emails to these invalid addresses will not only affect your engagement rates (no one is sitting on the other side of a broken email address clicking your CTA), but it can also affect your domain authority. Spam complaints and undelivered emails are monitored by ISPs and email security services, and continuously sending to invalid lists will cause you to lost authority points.

To supplement your list-building efforts, you can use anonymous website visitor data to gain insights on who is visiting your website and add new leads to your database. This will allow you to send your emails to contacts and companies who are already interested in your product, without needing them to complete a lengthy form-fill.

  1. Segment your email lists and create relevant content for your audiences

If you have a broad range of products and services, or you have a single product that appeals to a variety of audiences, sending a batch email to your entire list won’t drive the engagement you need. By segmenting your email lists beforehand, you’ll be able to craft more specific emails that are more likely to appeal to your direct audiences.

Once again, if you leverage anonymous website visitor data to aid in this step, you can tailor your content to the interests of your contacts. If you know a certain grouping of people has spent a lot of time on a particular page, you can craft email content that will appeal to those contacts specifically, and segment your audience by customer interests.

  1. Use A/B Testing to find out what works

When you’re excited about getting your email campaigns up and running, it can be tempting to skip this step. But A/B testing is one of the most important ways of making sure your emails are effective.

A/B testing can be used to test things like your Call to Action, email layouts, subject lines, or who the user sees as the sender of the message. Testing these elements will help you craft the best possible email message.

  1. Make your emails mobile-friendly

We all know that keeping your website mobile-friendly is essential, but what about your email blasts? A study from Adestra found that at least 65% of email opens occur on a mobile device, compared to 17% from desktop.

With that high percentage of opens coming from people on mobile devices, making sure your email design is suited for mobile will be integral to getting conversions. It will also give a unified experience for your user between desktop and mobile, should they decide to open your email on both platforms.

Don’ts

  1. Break spam regulations

As mentioned in the first “Do” point, sending spammy emails is going to negatively affect your marketing efforts. In addition to ISPs monitoring open rates, many countries have laws regarding spam mail.

The main elements to include in emails for spam act compliance are:

  • A visible unsubscribe button
  • Accurate “From” and “Subject” information
  • The physical address of your company

These regulations also require that you do not send emails to “harvested” email addresses, such as contacts you gained from bots. You want your emails going to only those who want them.

  1. Send un-personalized emails

In this era where we all have a world of marketing data, it doesn’t make sense to create email campaigns that are not personalized in some way. A study from Campaign Monitor says that emails with personalized subject lines are 26% more likely to be opened. Segmenting your email contacts and using an automation platform to fill dynamic fields with names, relevant article links, or subject lines is an easy way to increase value and conversion likelihood for your email campaigns.

  1. Use too many images (or even just one big image)

Have you ever opened an email and been faced with a lot of blank space with red Xs? Many times, if you are not already on a subscriber’s “safe senders” list, the email you send will show up without images. If your design is entirely reliant on the viewer seeing pictures, there is a chance they will not be able to gain any value from your email. Pictures also add loading time, and given the low average attention span of consumers, those precious seconds can be the difference between conversion and unsubscribing.

Instead, opt for simple layouts with easy-to-read text, and small images that won’t make or break the design. Use colors to your advantage, and include links to web pages that have your fancier imagery hosted outside of emails.

  1. Send without a call to action

Before you hit the send button on your campaign, reread your email at least twice. Put yourself in your customer’s shoes, and think about what you would click on if you opened your email. Make sure that your CTA is compelling and relevant to the rest of the content throughout the email, and that it is clear what you want the user to do.

If you liked these tips, check out our blog about amplifying email campaigns with data, or find out how anonymous web visitor data can help you gain actionable information to inform your email strategies.

 

 

Why Should I Integrate VisitorTrack with my CRM?

Why Should I Integrate VisitorTrack with my CRM?

VisitorTrack Software IntegrationIf you’re a marketer who is already using a CRM, you may be wondering what the benefit of using a program like VisitorTrack is. You already act on the B2B leads that come in through form fills on your website, and your CRM keeps your leads and contact information organized, so do you really need to gain insight about your anonymous visitors?

Yes, you do.  There’s a popular statistic from Forrester Research that states win rates can be upwards of 74% when you are first to the deal.  It’s not just being first, in and of itself, that increases win rates – It’s what being first affords you the ability to do.  When you’re first in the door, you have the opportunity to shape the buyer’s vision towards a solution.  And to do that successfully, you must be the first one to really understand the buyer’s needs and challenges, and then define how you can take the buyers vision and turn that into a clear path to value.

What better way to begin to understand your buyers’ needs, than to have the ability to actually see the exact buyer journey — what they are looking at on your website, for how long, how frequently and, most importantly, in real-time.  Better yet, once you have the insight on your prospective buyers, you can integrate the most valuable sales leads into your CRM for immediate follow-up by your sales and marketing teams.

Luckily for you, integrating VisitorTrack with an existing CRM is easy, and it’s an effective way to make your B2B website leads more actionable and to gain leads without needing a form fill.

To find out how easy this process is, here are the 3 simple steps to VisitorTrack and CRM integration:

 

1. Start your free trial of VisitorTrack

We offer a no-hassle demo trial of the program so you can get an understanding of its powerful capabilities before purchasing.

 

2. Use Zapier to set up the automated task of creating saved VisitorTrack contacts in your CRM of choice

Zapier is an automation application that allows users to manage and automate tasks between multiple web apps. In Zapier, a task is called a “zap,” and is simple to create. You’ll simply create a “zap” that adds your saved VisitorTrack contacts to your preferred CRM. You have the option to select from a pre-built zap, or you can create your own from scratch.

 

3. Enjoy the benefits of having actionable information about your website visitors automatically added to your CRM

Synchronizing contacts between VisitorTrack and a CRM application allows you to get your best B2B website prospects to your sales team quickly and easily. They will be able to follow up faster and get in touch with leads earlier in their buyer’s journey. This gives your sales team the chance to provide valuable information to your leads and shape their vision for a solution that ultimately drives the buyer towards your product.

To find out more about how VisitorTrack integrates with CRM programs, check out our guides, or simply begin your free trial today to start gaining actionable leads immediately!