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 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. Equipping the business to take full advantage and ensuring no one feels left out.
Sales can qualify, organize and keep track of the leads assigned to them. Ensuring nothing slips through the cracks.
Marketers will be able to 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 😄
Step 2: Define your ideal customer profile (ICP)
Chances are you already have this dialed in and simply need to create Segments in Snitcher with the relevant filters. Making it possible to focus on the leads that turn into sales.
If your target company profile needs a little work, we advise scheduling some time with the 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 and velocity.
Now, with your ICP at the ready, continue to the next step:
Step 3: Capture, track and distribute target companies with Segments
Segments are the vehicle through which you can filter for target groups of companies, track existing prospects, or analyze marketing campaigns.
Once you’ve decided on your ICP (see step 2), 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 as they will enable your team to qualify, assign, route, and manage leads effectively.
Step 5: Set up reporting and notifications for ideal companies
With the above steps implemented, you will have a strong process in place to effectively capture and stream leads to the relevant people.
It’s time to keep up to date on what target companies are doing and use the information within your sales and marketing processes.
When it comes to real-time notifications for specific leads, the watch list comes into play. Or send target company visits to Slack.
Step 6: Supercharge Google Analytics with company information
Go beyond the numbers, create dashboards and build re-targeting audiences using company information.
😍 Hello target 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 8!
Step 7: 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 currently building native integrations with a number of platforms, if you have a specific request, we’d love to hear them!
Step 8: Our APIs: Real-time identifications & programmatic access
Planning on piping data through something like Segment? 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, drop us a message for the key!
Step 9: 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: