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, organize and stay updated on existing opportunities.
Marketers: assess how ideal companies find and engage with the website, supercharge Google Analytics with company data, run in-depth traffic quality analysis and reduce Ad Spend.
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.
If you'd like to learn more, check out the guide to building a data driven ICP.
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!
Or better yet, take it to the next level with Lead Scoring
Scoring leads effectively enables you to mix and match behavior and company details together to assign a score based on behaviour or company type.
It's also a much more flexible and scalable way of filtering leads, so you will thank yourself later.
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.
🚨 If you plan on tracking Google Ads, be sure to enable Google Ads Campaign tracking.
Step 4: Qualify potential leads and assign them with 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: Enrich Google Analytics with company information in 3 clicks
Google Analytics just wasn't made for B2B so we enrich the anonymous users and sessions 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 8!
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.
Next up you might be wondering how to stay up to date with what target companies are doing on your website.
Use 📫 Segment reports, to keep an eye on what specific groups of leads are up to or configure an 📫 all-leads email digest.
When it comes to real-time notifications, you have a few options.
🔔 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: Upload 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 9: Upload Account lists (leads) to LinkedIn
Retargert 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 10: 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 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.
👉 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!