Over the years, we've worked with customers to turn leads into sales and improve marketing by using a core set of processes and strategies.
While you may not need to set everything up right away, we recommend following most of the steps below.
👨💻 Developers may want to skip ahead to Steps 11.
Step 1: Invite your colleagues from marketing and sales
Lead generation is a team sport. With a solution in place to capture the companies visiting your website, it’s important to invite both marketing and sales team members to the party.
Sales: find new leads, qualify, stay updated on existing opportunities and spot lost deal reactivation signals.
Marketers: see how ideal companies find and engage with the website, supercharge Google Analytics with company data to run in-depth traffic quality analysis and improve marketing performance while decreasing costs.
Unlimited team members is a feature included with all our plans 😄
Step 2: Define your ideal customer profile (ICP)
Chances are you already have this dialed in and simply need to create Segments in Snitcher. Making it possible to focus on the leads that are important to you.
If your ICP needs a little work, schedule time in with your marketing and sales teams to agree on some of the following:
🏭 Company industries (it’s best to be a little broad in the beginning. For example, if you target financial services, you will also want to include accounting, investment banking, banking, etc)
👥 Company size (employee range e.g. 50-500)
🌐 Target locations (e.g. North America and Europe)
💡 To take this to the next level, consider analyzing your CRM data and looking for the optimal intersection of deal value, velocity and retention.
Step 3: Define your ideal buyer persona
It's likely sales knows the job title, or department that is most interested in your offering. Buyer personas will highlight those people when a company is identified.
From there it's easy to:
📤 Trigger automated outreach
🗣️ Visit a prospects Linkedin page
📧 Reveal email addresses
This feature saves time, and increases the volume of accounts each sales rep can prospect. Before starting, ensure you've invited the sales team to Snitcher, set up lead scoring, and know how to book meetings with leads.
💡 For detailed guidance on configuring buyer personas, visit Snitcher's guide on configuring buyer personas.
Step 4: Capture, track and distribute target companies
Segments are the vehicle through which you can filter for target groups of companies, track existing prospects, or analyze marketing campaigns and content.
Once you’ve decided on your ICP, it’s time to get your Segments set up!
💡 Here's an example: Segment leads that match your target market that visited a case study page and spent more than 5 minutes on site then notify the sales team.
Step 5: Set up pipeline stages in Snitcher
Lead stages keep your account organised, ensuring leads and relevant visit information is distributed to team members at the right time, leading to better conversion rates.
Just like any sales (growth) process, arranging company identifications into stages is an important step. Helping you create a systematic approach to:
1️⃣ Finding ideal leads
2️⃣ Booking meetings
3️⃣ Closing deals
Tp get started, create a basic lead stage framework in Snitcher.
Step 6: Send company identifications to GA4 in 3 clicks
Google Analytics just wasn't made for B2B so Snitcher enriches anonymous users with company information like industry, size and name.
So you can optimize your marketing programs for quality and retarget ideal visitors without wasting budget on the bad ones.
😍 Hello ideal company analytics & intent-driven campaigns!
👋 Goodbye wasted expenditure and a limited understanding of what’s really working!
💡 Planning on setting up website personalization or using the API? Jump ahead to Step 9!
Step 7: Set up reports and real time notifications
With the above steps implemented, you have a strong process in place to effectively capture and stream leads to the right people.
Next up you might be wondering how to stay up to date with what target companies are doing on your website.
💡 Take some time to consider what notifications will be valuable. Too many will result in noise and teams missing the important ones.
Step 8: Get sales booking meetings and progressing deals
Everyone has a different sales process, we’re not here to tell you how to run yours or write the millionth article on creating a sales cadence.
You can, however, find a few best practices on:
Step 9: Upload lists and track companies in Snitcher
Would you like to exclude existing customer and prospects from filter groups? Or would you like to track opportunities and lost deals to notify your sales team?
Step 10: Retarget ideal leads on LinkedIn
Retarget identified companies on LinkedIn to increase channel performance while driving down costs.
💡You can also upload lists into Sales Navigator using the Sales Nav export format.
Step 11: Get integrated
Ready, steady and connect Snitcher to your favourite tools and platforms!
We are busy building more native integrations with a number of platforms, if you have a specific request, we’d love to hear them!
Step 12: Our APIs: Real-time identifications & programmatic access
Planning on piping data through something like Segment or Fullstory? Or implementing website personalization? We won’t keep you.
👉 Real-time Identification API – with example integrations for Segment, Fullstory, Optimize, Data Studio, and more.
👉 Dashboard API – Programmatically manage your Snitcher account & access historical identification data. Available upon request, please drop us a message for the key!
As always, if you have any questions, ideas or would just like to say hello, please drop us a message. Team Snitcher 👋