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!

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

VisitorTrack website visitors report
VisitorTrack Visitor Overview

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

VisitorTrack - Get executive contacts

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.

Who is Visiting my Website?

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

Smarketing

Smarketing


I’m a huge Seinfeld fan and one of the episodes that sticks in my mind is when George complains about his “worlds colliding” (in this case his friends and his girlfriend).  I am in marketing and this topic continually raises questions with our relationship with sales.

Today’s B2B sales and marketing teams struggle with the overwhelming number of channels for finding and reaching new leads.  In traditional roles these two departments are at odds making any form of peace virtually impossible.  As most of us do from time to time, searching the internet for educational yet intriguing information, I ran across a term recently that I would like to share with you:

SMARKETING.  What happens when sales and marketing meet in the middle.   

This word caught my eye because it was a little bizarre, but I liked the philosophy. After all, sales and marketing have the same goal, (or least should have) to grow business and generate revenue, and though each department uses different mechanisms and tactics, both are vital to increasing the bottom line and eliminating the colliding worlds. They achieve more than when they work independently. A lot more. This efficiency makes SMARKETING an effective strategy to drive growth.

Anonymous web visitor platforms like VisitorTrack support the SMARKETING philosophy. Harmony between these two departments allows marketing to see who is engaged on their website without filling out a form, prioritizes prospects based on interest and can identify return visitors providing sales with a high quality lead.   In turn, a sales rep can see which products the prospect is interested in, have all the important contact information for the potential buyer at their fingertips and contact them before the competition, which allows deals to be closed faster. Thus, generating revenue which is the common goal, and eliminating the colliding worlds.

Imagine these formerly divided departments speaking the same language, maintaining open communication and relying on the same data! Crazy isn’t it?

When your salespeople are talking to and following up with the same target audience that marketing is engaging in advertising, social media and other channels, the results are bigger numbers, more deals, and a better return on investment as a result of this SMARKETING.

As much as I like the term SMARKETING, I am not sure it is going to catch on and become the new buzz word of the 21st century, however, it is a simple concept to bring two worlds together that before would always collide. I think even George would agree! #Smarketing!

Marketing is from Mars. Sales is from Venus

Marketing is from Mars. Sales is from Venus

Buyer’s Journey from Awareness to Purchase

On the continuum of the buyer’s journey from Awareness to Purchase, the roles of Marketing and Sales have a symbiotic relationship- at least in theory. At the beginning of the buyer journey, Marketing plays the primary role in creating Awareness of the vendor’s products and services and then positioning these products and services in the minds of the buyer for their Consideration in the buyer’s list of possible vendors.

As buyers have shifted their journey on-line, Marketing has played a more prominent role in the Preference stage of the buyer decision process. Depending on the type of product or services, and based on the business model of the vendor, at some point in the Preference stage Sales takes over as the chief protagonist. A hand-off is made from Marketing to Sales (aka “Lead”) at the Preference stage and Sales takes the lead (pun intended) on to the Purchase stage and closes the deal.

In a perfect world, the coordination between Marketing and Sales is beautifully orchestrated. Marketing starts the buyer journey and Sales completes it. But, the relationship between Marketing and Sales is seldom peaceful. Despite careful planning and communication, these two groups rarely see eye to eye. Neither group is to blame. They are from two different planets.

Marketing is from Mars and Sales is from Venus. These two worlds play just fine together when there is clear distinction on who has the lead role in the buyer journey. Marketing is responsible for creating Awareness and getting their products and services on the buyer list for Consideration. Sales is clearly responsible for the Purchase phase. The worlds collide in the Preference phase as responsibility for the prospective buyer passes from Marketing to Sales.

These different views and blind spots result in an implied consent between Marketing and Sales – they simply agree to disagree. But, it doesn’t need to be this way. The two worlds could peacefully co-exist if they each had daily visibility of the “invisible visitors” to their website.


Marketing and Sales need VisitorTrack from netFactor. VisitorTrack provides the visibility of anonymous web visitors that otherwise go undetected. These “invisible visitors” are taking a self-directed journey on your web site and the web sites of your competitors. These visitors remain anonymous until they want you to know they are interested. By then, it’s too late for either Marketing or Sales to guide the buyer’s Preference or for Sales to establish the terms of engagement.
Adding regular visibility of these anonymous visitors and gaining insight on their digital journey makes life on Mars and Venus more enjoyable. VisitorTrack can’t guarantee Marketing and Sales will see eye to eye, but it will make them more agreeable.
* Thanks to Dr. John Gray, author of “Men are from Mars. Women are from Venus”, 1992, HarperCollins