“I do not need Visit Intel. We receive leads from our Account Based Marketing (ABM) campaigns.
Frankly…by the time a prospect gets to our website….it is already too late. We need to reach our leads/prospects way before they land on our website.
Visit Intel would NOT really help us “said one of my prospects who I was talking to about our website visitor intelligence tool.
She gave me some valid points but I believe her reasoning above is somewhat flawed.
We believe there is a place for BOTH ABM and Visit Intel.
Before we move on….Let’s review what both ABM and Visit Intel are…
Account Based Marketing (ABM) – ABM is a B2B strategy that concentrates sales and marketing resources on a clearly defined set of target accounts within a market and employs personalized campaigns designed to resonate with each account.
So organizations who are trying to generate leads will hire advertising companies to create campaigns, banner ads etc. that are targeted to a predefined list of people with specific titles from specific companies.
This is an extremely effective way to get your message across to the right people from the companies in your target market.
Visit Intel is a B2B website visitor intelligence tool that generates proactive automated Site Alert emails that alert you when someone lands on and clicks through your website.
With every business that visits and clicks through your website, “Visit Intel” has the ability to show you:
– Their company name, and location,
– Which exact web pages they viewed,
– How long they spent on each page
– How they found your website
– Which referrer, social media sites, email campaigns and keywords were used to find your website
– And much more
So although the prospect I was speaking with in the beginning of this post was correct in what she said about ABM she is missing a major part of the story.
ABM (in theory) should drive the right people you want to sell to ….to your website.
Visit Intel tells you who is actually visiting your website. Are the people clicking through your site the ones you targeted in your ABM campaigns? How would you know without Visit Intel?
Think about it….You’ve spent a lot of time and money on your website, and on the marketing strategies intended to drive people to your website, but if most people are leaving empty-handed without you knowing they were there in the first place, then what’s the point of it all?
Visit Intel will give you all of that insight into whether or not your ABM advertising campaigns are actually working…..or not.
Also…Visit Intel is NOT only used just for Prospecting.
Wouldn’t you like to know if your competitors are clicking through your website?
How about your existing customers? They may click around your site showing interest in something you would have never thought to talk to them about. Could there be up-selling opportunities? Of course there could. Your customers are always your best prospects.
Also you can judge how serious a prospect‘s interest is in what you are selling if that prospect returns to your website as they get closer to moving forward with a purchase.
We cannot dispute that ABM is an extremely powerful tool and there is certainly a major place for it in terms of generating leads.
However we can also say there is a complimentary place for a tool like Visit Intel as it gives you the REAL information as to who is actually clicking through your website.
Want to try Visit Intel free….GET STARTED HERE