Sales Development Reps (SDRs) who are responsible for outbound prospecting need to work on finding interested contacts that they can add into B2B sales funnels. To achieve this in the shortest time possible, SDRS need visibility into what companies are visiting their website, where these visitors go, and their contact information.
According to the 2014 State of B2B Procurement study from the Acquity Group, 94 percent of business buyers do some form of online research:
- 77 percent use Google search
- 84.3 percent check business websites
- 34 percent visit 3rd party websites
- 41 percent read user reviews
Based on this research, we can say that your future sales pipeline is present on your website today.
A productive follow up is just as the saying goes – Strike when the iron’s hot! But the magic of a follow up takes effect only when done at the right time. So, how do you know when is the right moment to strike?
Here’s a 1 minute video of how successful SDRs monitor real-time website activity and instantly grab contact information to reach out to people who are researching information about their products.