Companies’ websites are pure treasure chests for salespeople; there are more jewels to collect than just the actionable insights from website technologies, technographics.
The keywords used on a company’s website will tell you a lot about both the organization, its daily business and its needs and help you get more pointed in your approach.
A few weeks back we publish a blog post where we discussed the benefits of using actionable insights from technographic data when sales prospecting. In that article, we explained how technologies used in a company's websites leave digital footprints that can tell you as a sales professional a lot about a company’s current needs. In addition, we went deeper into how these footprints can help you determine whether it’s worth it for you to spend your time cultivating that lead now or not.
In this article, that makes up the sixth chapter of our 60-page whitepaper The Ultimate Guide to Sales Prospecting, we'll tell you more about the benefits of using actionable insights from company websites when sales prospecting.
Sales prospecting based on a company’s tech stack may be commonplace among IT consultants and digital agencies, but the data works just as well for those less familiar with website technologies. If you sell to a vertical or function that can be identified based on keywords from a company website, you’ll never again have a hard time finding quality leads.
Whether you’re looking for companies that run online demos, companies that have multiple language versions of their site, companies that install commercial LED lighting, or every company that is HIPAA compliant, simple keyword searches into the websites of the companies will provide you with exactly what you’re looking for.
Keywords used on a company’s website will tell you a lot about both the organization, its daily business and its current needs.
Since the launch of the website keyword search feature in Vainu, we have seen our customers getting very creative with this search. Below are some less obvious but effective examples, how to find your prospect sweet spot in a few clicks.
If it’s not obvious to you what your core search should be, visiting some of your ideal customer’s websites will often suffice.
A well-read salesperson who understands her prospects’ business and pain points will have better call-to-meeting hit rates and, in the end, close more business.
Yes, there’s a too much when it comes to gathering knowledge about a potential customer. Knowing the color of the wallpaper in the decision maker’s office is far from likely to help you close business (that’s if you’re not an interior designer). But, there’s available knowledge about prospects that’s worth the time it takes to collect it. A well-read salesperson who understands her prospects’ business and pain points will have better call-to-meeting hit rates and, in the end, close more business.