leadfeeder how to maximize sales

How to Maximize Your Sales With Leadfeeder [Webinar]

Sales is one of the most challenging professions out there — but it can also be one of the most rewarding. At Leadfeeder, our goal is to help businesses, specifically B2B businesses, better connect with future customers. 

And not just any customers, but the right future customers — the ones who are actually into what you sell. 

leadfeeder right customers futurama

Finding the right leads is hard — in fact, 40% of salespeople say that prospecting is the most challenging part of their jobs. 

Why? Because all too often the prospects salespeople are pursuing are not the right fit. A recent study found that at least half of prospects won't be a good fit for your business. 

Which means you are wasting your time. 

So, how can Leadfeeder make your job easier? We covered that very topic in a recent webinar with Jason Watt, Customer Success Manager at Leadfeeder. 

Here's a breakdown of the most critical points, but be sure to watch the whole webinar to learn more about how Leadfeeder's lead generation software can help drive sales.

Note: Want to attract the right audience to your sales pipeline? Try Leadfeeder free for 14 days to see which companies visit your website, the pages they visit, whether or not they’re in your CRM, and more.

Find out who visited your website 

Before you start selling, you need to know if there is even enough demand for your product or service. Once you know there is a demand, how do you turn that demand into actual dollars of sales? 

Leadfeeder makes sales prospecting more effective by providing relevant information about which company is visiting your website, including when they're visiting, where they are located, and what content they're consuming while on your site. 

This kind of highly consumable and actionable data gives you access to leads you might not have noticed otherwise. 

leadfeeder sales prospecting

You can then reach out to folks who visited your website but didn't fill out a contact form or download your lead magnet and find out what they need or what challenges they are facing. 

This information can also be used to support a range of other sales methods including cold outreach, relationship-based selling, account-based marketing, strategic selling, and social selling.   

Improving cold calling — the direct approach 

Cold outreach is a classic sales technique for a reason: it works. (At least some of the time.) You're reaching out to someone that you've never spoken to before to sell them on your business, so there is a pretty low rate of return. 

Leadfeeder makes it so you're not dialing for dollars and then pounding your way through gatekeepers and all of the usual fun sales processes. 

For example, you can identify a lead in Leadfeeder and then research their visit history, which gives you a ton of information about who they are and what they looked at on your sight. 

leadfeeder visit history george clooney

Then, you can build a picture of what questions they're trying to answer or what fears they're trying to address when they ended up on your page. 

So if they're looking at a particular product or a particular set of services, then what we know that they're interested in that. 

Then work backward and ask, "Okay, if they're looking at this particular product, is that indicative of them being interested in us in general? Or is that indicative of them being interested in a particular service or product?"  

With that information, now you have an idea of what they need. You can give them a call and start the conversation. 

So, for example, at Leadfeeder we might say,  "Hi, I can see that your team has been actively researching our solution, and I wanted to make sure you have a full understanding of how we do what we do. Do you have 15 minutes to chat this week so that I can go over how your position can leverage Leadfeeder to generate more leads?" 

This is very direct, straight to the point. And it gives you the ability to personalize your outreach so it's not totally cold. You can include a valuable resource or guide that you think they'd find useful based on their history on your site.  

Relationship-based selling 

Relation-based selling is really a more fleshed-out version of the direct approach we mentioned above. What you're trying to do is get to know the individual that you're trying to sell to and become a trusted resource. 

For this to work, you need to really get to know your product, the industries that you're selling into, your competitors, and the upcoming financial, economic, governmental events that are impacting the markets. 

You're an expert and a resource for these people, and it's a matter of them understanding that rather than viewing you as a salesperson who will close the deal and move on.

It's 2020. None of us want to do the volume-based cold calling. It's so important to start a relationship and show how it can be mutually beneficial. 

Again, you'll identify the lead in the Leadfeeder, research their visit history, consult LinkedIn, and identify a likely candidate. 

Here's where it gets a little different for relationship-based sales —  instead of reaching out via email, follow them on LinkedIn

Don't connect with them on LinkedIn;  this is a really important distinction. 

Following is really under-utilized on LinkedIn. Too often, we see someone who might be interested in our company and we go in and just connect right away. The issue is, we all get new connection requests all the time. Some of them are relevant. Some of them are people you've talked to, and some of them were just out of the blue. 

Those out of the blue connection don't stand out — you don't wanna be one of those out-of-the-blue people. 

Instead, follow first. That gives you a chance to take a day or two and do a bit of research. See what they're posting on LinkedIn. See what people are sharing with them. Now you can get to know them a bit and find out what they actually care about beyond the assumptions you have. 

Social selling 

Social selling is the art of leveraging social media to sell. Really, it's just a term for something you might already be doing. It's a great way to step outside the standard sales process and pull leads from market segments that might be more challenging. 

Start by developing a persona based on the research at Leadfeeder, or LinkedIn, etcetera. Find out who your clients are likely to be, where they work, how many people are in their company, and what kind of content or other interests they have. 

For example, at Leadfeeder one of our personas might be a VP of Sales in the telecommunications industry. That is pretty broad, and so let's get more specific than that. Say telecom specifically in the American Southwest with a larger company. 

Now that I have a better idea of who they are, I can better target them. 

Next, curate content specifically for that persona. (This also works for account-based marketing, where you figure out who you want to target and then build a funnel specifically for them.)  

What are they worried about, what challenges are unique to their industry? By addressing those specific issues, you can build an actual relationship on social, and then they are far more likely to trust you down the road. 

There's a good you've got a wealth of information about your company at your hands, between blog posts, webinars, white papers, brochures, e-books, what have you. So you can curate that content to make sure what you're putting together matches well to that persona that you're targeting on social media. 

Summary 

Successful sales is all about relationship building — and it always has been. Leadfeeder gives you access to far more information so you can build a stronger relationship by better understanding who your audience and what they need. 

Leadfeeder also integrates into all your other processes, including your CRM. This makes it a powerful tool that can be easily integrated into your workflows. 

Note: Want to attract the right audience to your sales pipeline? Try Leadfeeder free for 14 days to see which companies visit your website, the pages they visit, whether or not they’re in your CRM, and more.


Anna Crowe
By Anna Crowe

Anna is the Assistant Editor for Search Engine Journal and Content Strategy Lead at Leadfeeder. Over the last 9 years, Anna has successfully developed and implemented online marketing strategies, SEO, and conversion campaigns for 100+ businesses of all sizes; from the Fortune 500, to startups, and nonprofits. She enjoys burritos and puppies (in that order).


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