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.

πŸ‘¨β€πŸ’» Developers may want to skip ahead to Steps 6 and 8.

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, organize and keep track of the companies assigned to them. Ensuring nothing slips through the cracks.

Marketers: assess how target companies find and engage with the website, supercharge Google Analytics with company data, run in-depth traffic quality analysis and reduce Ad Spend.

That's why we recommend inviting all your relevant team members to Snitcher. Don't worry – unlimited team members is a feature included with all our plans πŸ˜„

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)

πŸ‘₯ 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.

Now, with your ICP at the ready, continue to the next step:

Step 3: 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!

🚨 If you plan on tracking Google Ads, be sure to enable Google Ads Campaign tracking.

Step 4: Qualify potential leads and assign them by configuring tags

Implementing tags is an important piece of the puzzle. They will enable your team to qualify, assign, route, and manage leads effectively.

Step 5: Take it to the next level with Lead Scoring

If you'd like to get more from the platform, this is a must!

Scoring leads effectively enables you to mix and match behavior and company details together to assign a score based on the specific behaviour or company type.

Here's an example: pool leads that match basic filters meeting your minimum requirements to be worked. The sales team can go in and grab them when needed. A second pool can be created from existing or new leads showing lots of intent for the sales team to jump on immediately.

Step 6: Set up reporting and notifications

With the above steps implemented, you have a strong process in place to effectively capture and stream leads to the right people in meaningful buckets.

Next up you might be wondering how to stay up to date with what target companies are doing on your website.

Use πŸ“« Segment reports, to keep an eye on what specific groups of leads are up to or configure an πŸ“« all-leads email digest.

When it comes to real-time notifications, you have a few options.

πŸ”” Integrate Slack (this is our favourite way of working!).

Step 7: Make sure the sales team is up to date on using leads and visit information

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 8: Supercharge Google Analytics with company information

Go beyond those meaningless numbers, create dashboards and build re-targeting audiences using company information.

😍 Hello target company analytics & intent-driven campaigns!

πŸ‘‹ Goodbye wasted expenditure and a limited understanding of what’s really working!

2️⃣ Ad Audience Guide

πŸ’‘ Planning on setting up website personalization or using the API? Jump ahead to Step 8!

Step 9: Upload Account lists (leads) to LinkedIn

Retargert identified companies on LinkedIn to increase channel performance while driving down costs.

πŸ’‘You can also upload lists into Sales Navigator using the Sales Nav export format.

Step 10: Get integrated

Ready, steady and distribute your data!

Zapier is our primary method of integration as it’s customizable and connects with 4000+ apps. Simply search for your app of choice and configure the integration to get started.

We are busy building native integrations with a number of platforms, if you have a specific request, we’d love to hear them!

Step 11: 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.

πŸ‘‰ Real-time Identification API – with example integrations for Segment, Fullstory, Optimize, Data Studio, and more.

πŸ‘‰ Dashboard API – Programmatically manage your Snitcher account & access historical identification data. Available upon request, please drop us a message for the key!

Did this answer your question?