What is a Leadfeeder lead?

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Module Overview

A Leadfeeder lead isn’t just any old lead. It’s a lead with sprinkles on top. Scratch that. It’s a lead with hot fudge sauce, sprinkles, and a cherry on top.

That’s because each Leadfeeder lead comes with a bunch of sweet information. This includes a range of company details, plus precisely how and when each company interacted with your site.

Armed with this knowledge, you’ll be in the best possible position to close a deal.

So, in this Academy module for Leads & Feeds, you’ll learn how to access the key information for each lead and what to do with it.

How Leadfeeder organizes leads

Leadfeeder identifies companies that visit your site and displays them in your All leads feed.

The leads on your list are sorted according to a quality score.

This is based on:

• The number of pages a lead views (page depth)
• The amount of information we’re able to gather about the lead

This allows you to prioritize the leads that you won’t just court but that you’ll take home to mama.

More page views, of course, equals a greater intent to buy. And the more information you have, the easier it’ll be to woo them.

What kind of lead information is available?

Pull up a lead, and you’ll get a detailed picture of that company. This might include:

• A company description
• Industry
• Location
• Company size
• Website
• Social profiles

There’s also a lead summary with useful data, including how many people from the company visited your site and when their last visit was.

If their last visit was recent, you’d want to reach out to that lead rapido. Respond to a lead quickly and you’ll be more likely to close a deal.

What can you do with a Leadfeeder lead?

A lot… is the short answer. Leadfeeder provides in-depth insights and gives you the resources for further research. The tool also works in tandem with your existing lead management software.

Here’s the low-down:

1. Figure out visitor intent

Is following up on that lead worth your precious time? Or are there juicier prospects for you to focus on?

Below the lead summary, Leadfeeder presents further specific information about each company lead.

Find out exactly who visited your site if they’ve previously given you their information. Discover which source brought a user to your site, e.g. a Google search or ad campaign. And view the pages each individual visited.

You can use this info to work out how likely you are to make a sale. For instance, if a lead viewed your pricing page, they may be ready to convert.

2. Find the right contact

The best person to reach out to is a decision-maker whose interests or needs match your proposition.

Use the information Leadfeeder pulls to find the person most likely to move the deal forward. Or you can take a look at the list of contacts that Leadfeeder provides for each company.

Here, you’ll see each individual’s role and any contact information we’re able to find, including social media profiles. You may wish to research prospects on LinkedIn, for example, before you follow up.

Again, all of this is designed to equip you with as much knowledge as possible.

3. Utilize your CRM integration

Leadfeeder integrates with the most popular CRMs on the market, including Microsoft Dynamics 365, HubSpot, Zoho, Salesforce, and more. Your chosen tool and Leadfeeder could be a combo greater than Drag Race’s Trixie and Katya.

Within each company profile, you’ll see notes on any previous or ongoing activities from your CRM.

Given the abundance of information you now have about the lead, you may wish to set up new activities or highlight opportunities. All of which you can do directly within Leadfeeder.

4. Manage leads

Organize and manage your leads like a pro. Use the Action buttons above the lead to:

• Assign the lead to a colleague within Leadfeeder
• Follow a lead to receive progress updates
• Email or send a lead via Slack to a colleague

Ready to watch the next module? Click here to watch learn more about our Lead Quality Bar.

Module Transcript

00:01 S1: What is a lead? A lead is an organization that Leadfeeder can identify. Leadfeeder then serves those leads into your Leadfeeder account, in your all leads feed, and organizes those leads based upon quality.

That quality metric is based upon a few factors—for example, the number of pages that have been viewed (i.e., page depth). From the information we have for that organization in our databases, that is the level of intent on the customer side, prospect side, and information Leadfeeder has to work through that prospect on your side effectively. Suppose you'd like to change that to be based upon the most recent visit. You can do that by taking the quality to last seen on the lead level itself. You're able to see a few different pieces of information. For example, if we have information about that company's description, the industry it works in, the location of the organization's visit and its website, and social profiles that we see here on the right-hand side.

01:04 S2: Beneath this, we see our new lead summary section, here you can see a summary of how many visitors have come to the site and the time you've chosen, and how recently they visited

01:14 S1: If you have a CRM integration enabled, you will also see the organization's tasks and opportunities and who owns that organization within your CRM.

01:22 S2: Where you see a gulf between the high customer and TE I lots of visits like we see here, and the activities in place to harvest that interest and turn it into an opportunity, you can correct that in the CRM section, which will cover further in a moment, Beneath that you will see the visit information, this is showing you when visits have happened, how many visits have happened, and from how many distinct individuals, those visits have come from.

01:49 S1: You will also notice that in some of these instances, we have visits here where when we hover over, we see the name of the individual who visited, this is a new feature for us that allows us to identify these visits based upon self-identification from within the website, so maybe, for example, somebody submitting contact details into a form where

02:11 S2: We don't have that available. We default to a numbering system, one, two, three, four, five, depending upon distinct individuals coming to the site in a given time. In the middle column here, we can see the source of the traffic, so if, for example, someone has come directly to your website and display is direct. Still, if they may have come through a CPC campaign, that information can also be displayed in the source here. By expanding the visits, you can, of course, view the pages that were viewed in these particular visits, so you can start to get a sense of what this specific organization might be interested in. In this simple example, if this were an organization other than Leadfeeder, we'd be thinking, Okay, this is an organization that uses Salesforce to may be interested in our Salesforce integration. They are also considering our pricing page, maybe comparing us to other organizations.

03:14 S1: The more that you dig into the visit information, of course, the more you will get a sense of the extent to which you are likely to be able to make a sale to this organization, and especially where you have information on a particular individual who is visited a page, you will be able to get a sense of who you should follow up with to move the opportunity forward.

03:34 S2: Even where that doesn't appear, of course, you can make use of any ideal customer profile activity that you've done on your side to get a sense of who you should contact within that organization and then follow that up. Next, we'll look at contacts. So contact represents a directory, pulled for multiple different sources that we work with, and pulling in individuals who work for this organization. Where we're able to find them, we're showing you email options and social profiles as well that you could use to either contact this individual or research them, especially in the case of LinkedIn. Where

04:16 S1: We have lots of contacts, which are sometimes the case, you can search based on maybe a role that you're interested in or the name of the person that you'd like to follow up with or the country that the visits come from, or the country of the organization that you'd like to follow up. Suppose it is a much larger company. Beneath that, we can see the CRM integration section. So, where you have a CRM system enabled, you can start to get a real sense of what you're doing with this organization, so here, again, in this demo example, you can see that this organization is connected to an identically named organization within our Dynamics 365 accounts. We can see who owns it, we can see any existing open closed tasks that exist against this organization, so we get a sense of what is still to be done for this company and also what has been done in the past, we can add a new task if we'd like. The same principle will apply for opportunities, we will be able to see if they're any open, and we can also create new opportunities if we'd like to.

05:13 S2: Beneath that, you'll see comments, which you can also send into Dynamics 365 as a note, so if you're looking at this lead on behalf of somebody else, you may wish to add a comment based on the visit information you've seen or based on a contact that you think will be the right person to follow up and send that across to Dynamics as well.

05:31 S1: The idea with all of the information that you see here is that we are hoping to provide you with the right information about the level of intent on the organization side, the prospect side, the activities that have already been created on your side to work with that organization and where that isn't possible, of course, you have the opportunity to create that either with the CRM and able to create new tasks, creating opportunities or without it, you could add comments to a particular lead and make use of the Leadfeeder actions which appear at the top of the lead by default, well, these will allow you to do, for example, to assign a lead within Leadfeeder. If you assign this lead to a colleague of yours, it will appear in their leads assigned to me feet on the left-hand side, and icon would appear here, showing you who within your team has had this lead assigned to them.

06:23 S2: If you'd like to follow an organization, this will drop this lead into the follow companies feed on the left-hand side over here. After this, if this organization revisits your site, you will receive an email notification letting you know that that has happened. Suppose you want to email a lead out to a particular individual in your team. In that case, you can do so here just by clicking the button and dropping their email address in. It will send an email with a summary of the visits to that person, or if you're working with Slack and you have it enabled, you can also send a particular lead into Slack as well to be followed up from there. So that's an overview of what a lead is and what you'll see on the lead level within Leadfeeder.