What is website visitor tracking and how you can use it?

In this episode I talk to Carol from Leadfeeder about website visitor tracking in B2B. We often lose potential leads because we are unaware that they visited our site. But with the ability to match IP addresses with company data, we can see which companies are potentially interested in our services. In B2B, every lead is valuable. With Leadfeeder's website visitor tracking, you have access to data you can’t see in Google Analytics (which companies visited your site, their size, industry, location, and so on). Coupled with CRM and Zappier integration, you can then do some cool stuff such as finding out if an old client is shopping around for a vendor, or seeing when your proposals are being reviewed by your prospective client.

If you want to support this channel and give Leadfeeder a try, please use my link: https://leadfeeder.grsm.io/dvpodcast

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Artem: Hi guys, it's Artem here with another episode of Daniliants Ventures Podcast. This time I have a pleasure of talking to Carol from Leadfeeder about B2B sales and what a tool like Leadfeeder can do for you. Hi Carol.

Carol: Hi everyone. I guess I give a short introduction of myself.  So I currently oversee agency partnerships at Leadfeeder. I work with amazing smart people like Artem here on a daily basis.  But I’ve been with Leadfeeder for over, for close to four years now. So I’ve seen us just grow as a product and the company I’ve seen all the different sales strategies and marketing strategies out there from talking to probably over a thousand customers personally myself by now. And in my previous life, I was in B2B marketing and did lead generation for media and tech companies for over 10 years.

Artem: Oh, wow. That's pretty cool. Pretty cool. Very interesting. So what does Leadfeeder do and why somebody who is interested in growing their business, especially their B2B business, obviously why would somebody care?

Carol: In a nutshell Leadfeeder is a sales intelligence tool. And why we call it as a sales intelligence tool is, because we convert marketing data into easy to use actionable insights for sales teams. I mean, if you think about it, marketing has all of this information. Let's say, for example, in Google analytics and we all know Google analytics. But a lot of times the data is siloed and it's a wealth of data that sales teams can use. Like for example, through Leadfeeder’s tool we can show you anonymous website visitors. So people who visit your site and they don't fill out a form, but they might be checking your pricing page or product page, and then they leave and go to competitor site and then your competitors get them. And then that's it. You never see them anymore because they never filled out a form. So this allows sales seem to be proactive with who they reach out to, be more targeted. And even with current deals you're working on, you want to know they come back to your site, you want to know what they're browsing so that you can be more prepared for your conversations. 

Artem: Yeah. Okay. So basically, it's something that I install on my website, right? If we get to the nitty gritty. So using something like Google tag manager, I install your tag. There are many other tools, similar, not in the sense that B2B lead generation tools, but I guess there are many as well. But like Google analytics, you just place a tag using Google tag manager, boom, the data starts flowing into your system. I log in and I see what, what do I see?  

Carol: Oh yeah. So exactly. You would just install a little script just like, as you would Google analytics or Google tag manager, or if you use like word press or Squarespace or any of that, there's always like a plugin to like to copy paste.

Artem: And there’s always a place to paste the code. 

Carol: Just copy paste, super simple takes two minutes. And then once you log into Leadfeeder, you see a dashboard of companies who are visited. So we show you the company name, the location of the visitor, which is very important because if a company has offices that globally to target a certain office, then you show the visit behavior, you see the visit behavior. You'll see the pages they view, how they found you, that they come from a specific campaign, that they come from a LinkedIn posts, a partner site, a paid ad, anything. And then we also have a complimentary database of email contacts for people who work at that company. So you can filter down to like who your ideal customer profile is, who your target audience is and reach out to the key decision makers at that company. And then we also have an integration with CRM systems so that you can see if there's any active open deals if you're currently working with you. And if not, you can always have it automatically created and sync into your CRM so that your sales team will always have fresh new warm leads coming in.

Artem: Yeah. So basically if I understand correctly, once person visits the website, you analyze his IP address and some other information, you pull it from the database, you identify, obviously if I'm using my personal mobile device and I'm a part of a company, I will not be registered on the system. So there are some leads that will not be able to, I will not basically see them. Only certain visits will generate data.

Carol: Yeah. To clarify that, that's why we say we are B2B company, because it's pretty much impossible to identify like people on internet service providers if you're working from home or your mobile device. But however... 

Artem: There is a but. 

Carol: Yes there is. And it’s a good but. So I know with everything that's been going on, people have been working from home more. But more and more companies are ensuring like privacy and things like that. So employees are logging through VPN, virtual private network. And so through the VPN, we can identify people working from home as long as you're logged in.  That's one. Secondly, we have an integration with MailChimp where if you happen to use MailChimp and the person is on your email list and they've clicked on your email, they get cookied and we can actually track them going forward. So that and tell you exactly who it is. So even if they're on a mobile device working from like a coffee shop, it doesn't matter. We can show you who it is and from what company they're from.

Artem: Okay. As long as I use the MailChimp integration. 

Carol: Yeah. And of course, we're going to be working on more integrations going forward, but MailChimp is what we have now.

Artem: Oh, that's cool. Obviously, there is active campaign and many, many, many, many others obviously like, there's like way too many, maybe. But of course if they use VPN from the technical perspective, they look as if they're sitting in the office. So that way you can identify them and so forth. So that's really good obviously, but you're absolutely correct. Now people work more and more from home. And I think still big companies, especially they use VPN. They're not going to let you use your mobile connection to access internal databases and so forth. So really good. Really good. I have the data, I log into the dashboard and I see that the company X, that's selling widgets, it's exactly my target group, my potential customer. Should I just give it a call and say like, Hey I’ve seen you visited my website yesterday. What do you want? Can we sell you something? So how can you feed that knowledge, that additional intelligence that you have into existing sales workflow? Because obviously it wouldn't look good if you just say like, Hey, we're tracking you guys, we see you, we'd like to sell you something. So how does that work?

Carol: So I'm going to have to give a few different answers because it really depends on who your audience is and also what market you work and what country you're from. So like, there's like obviously strict GDPR laws. And then in the US it's a little bit more relaxed. So that also dictates like what your follow up strategy is going to be like. So I would say, the recommended way, in my opinion is to not just pick up the phone and say, Hey, we're tracking you. But it works.

Artem: And just to be sure, you cannot track, and you will not track individuals. You just see that a company is interested and somebody from the company came. So obviously you don't in any way violate any kind of privacy protection laws and so forth. You just say that a company visited your website. We don't know who, but here's the register of contacts we have, maybe somebody from this contacts, but you will never say like, Hey, Peter is really interested in your pricing.

Carol: Yeah. Whatever, unless if they've ever self-identified before, like registering for like MailChimp newsletter or they filled out a form, exactly. That case it's okay. Because they've already had opted in. However, so I would say one approach is to use, like use a database like LinkedIn and look up a few key stakeholders that you want to build relationships with. See what they're posting and start engaging. Cause you can actually follow people without being connected with them and on your homepage on LinkedIn, now you can say, okay, they comment on this or they posted this article. So start building relationships, read their articles and say something meaningful. And then once you do that, then you send a connection request. And I would say 90% of the time, they're going to accept it. And then from there you can start the open dialogue. But don't try to sell too fast. That's I would say, but it really depends what your sales cycle is and your product, because another times picking up the phone or emailing them and saying, Hey, we noticed that people from your company are interested in a solution of ours. They're on our website. And we just want to make sure that you have all the information you need, because you would be one of the decision makers. Do you have five minutes? Like that has worked for some people. It really, really depends.

Artem: I bet it would work better in US compared to EU, because the question would be like, Hey, where'd you get the data from, like, how do you know? And so forth. 

Carol: Yeah. Well, because the way some people get around it is because these days people are always filling out forms. Like they're downloading eBooks, signing for webinars. So they don't even know like, you almost feel like everyone has your information. Cause you just give it out anyway. So it's not liked a little, it doesn't seem weird when you say that. So that's another approach or there's you could do retargeting. So like the marketing team can retarget these companies. Like for example, you can download a list of these companies visiting your site, that you know are warm leads, then like import it to like LinkedIn under like audience lists and retarget them with relevant content. Cause you know what they're interested in by the pages they're viewing. So push more content towards them, get them engaged and maybe it'll help so that you keep staying front and center, then either they might eventually fill that form, or they'll respond to your sales team because now like, they're warmed up a bit more.

Artem: Yeah. So basically, I guess, depending obviously on the company on the sales cycle, sometimes not reaching out during the same day could be a lost lead. Maybe they're making decisions very quickly, but I guess something that would work for everybody is just try to build organic connections to the companies that are interested in you by either promoting your content to them in a more passive way. Not actively, just sending private messages, Hey, you probably like this. Cause you visited our blog. But just like using for retargeting and so forth, trying to build organic connections. And maybe obviously since there is integration with the CRM, obviously I guess it's a huge help. Also if you have a lot of leads and you want to see when somebody activates. So if I have a lead with a company, XYZ, when that company representative visits my website, I want to see it in my deal. Cause maybe, Hey, they had a board meeting maybe, and they're looking at our offering and they're saying, what we got. Maybe it's good time to reach out and say like, Hey, have you reached a decision? Do you need additional info and so forth?

Carol: Yeah. You could even like exactly, I’ve seen people reactivate lost deals. They close the deal as lost. But then a year later, wow, the company popped up and said, let's restart the conversation and they got to win the deal. Like things change all the time. And so because a deal is lost ones doesn't mean you can't win it later on. Or maybe they did go to a competitor and they were unhappy. And now they're looking for another solution. 

Artem: Yeah. And that's what came to my mind. Maybe the deal kind of broke off, maybe they weren't able to come into an understanding even though they chose another vendor. But what I'm hearing pretty much is that still, you provide the data and it sounds like a very useful data, but it still has to be somehow integrated in a way that it makes sense. So obviously because every company is different, working with a huge company is very different compared. So for example, if I'm a sales consultant and I'm working just for myself alone, it would be very different. What I actually liked about your offering initially when I saw it, I like that you have a free account, you have a free trial. And then the pricing, it's not very bad to be honest because there are many enterprise solutions that do something similar that have a way, way bigger price. I like that. It kind of feels like you're not only targeting huge companies. So you're also working with the smaller businesses as well.

Carol: Yeah. So, the big enterprise solutions you talk about, they're great products.  But they offer a lot.  And then like this website visitor identification part of it is just a small subset. And so with us, we want to be flexible. So we target both small SMEs and also enterprise companies because we have so many integrations that plug and play into your existing workflow. We have native integrations with Salesforce, HubSpot, Pipedrive, Zoho, Dynamics. And then we have Zapier integration that opens up the door to like 2000 other applications right there. So that was our goal. So that's why it's so affordable because we focused on one thing only. And then we let you decide what. We even have HubSpot users who use Leadfeeder and the HubSpot does offer something similar, but they use us because our data quality is there, they realize that. Sorry, I am sitting outside, there's frogs and they're like making noise right now. 


Artem: Actually, I was just wondering, do you have frogs in your backyard? And it's actually pretty lovely. It's almost liked a sound effect, that you turn on just to set the stage. It's not bothering at all. It's actually pretty, pretty fun. But what I actually liked is that, many tools, for example, like HubSpot is known for their free CRM and then Leadfeeder has also free offering for companies, just starting out, testing the waters, seeing what it offers. And if you connect also Zapier, which is also free. So I think you can do a lot nowadays. And that's what I'm actually very excited because nowadays you can have a lot of functionality absolutely for free. And then once you grow, you can grow with those tools or you can at least test it and compare a bit. And I like the free HubSpot, Zapier, and Leadfeeder combination. With already those three tools, you can do a lot, you can have a CRM system, you can have a lead generation system with Zappy. Eric can do a lot of automation. So if somebody comes on your website from a certain company, do this and emails and SMS, whatever.

Carol: Yeah, the free tool is a great starter for anyone. And we understand new business startups, they have limited budgets, but we hope that even if you close one deal from Leadfeeder’s data, it almost pay for the entire year. So it's like, it'd be a no brainer to upgrade anyway.

Artem: Yeah, for sure.  But of course, in the beginning, especially want to see how it feels, how it works, does it provide actually data because when I actually was teaching in Estonia, and we talked about lead generation and B2B. They were like, no, I bet Leadfeeder doesn't have any information about Estonian companies. And I'm like, well, just take a trial, see what works. And even if you get like one lead, one really good lead, it's most likely, already worth using Leadfeeder because it just makes a lot of sense. And I'm not trying to sell the tool to everybody listening. I use it myself and I find it that many times, many times we actually closed ourselves a few deals with the government agencies. Cause you identify cities and government agencies and those deals could be really huge, really huge.

Carol: They offer big contracts.

Artem: Yeah. And you don't necessarily have them filling out the forums, but already just knowing that this company or this government agency is looking into something, you can actually start Googling procurements, like, Hey, do they have any procurements going on? And then you see and you're like, Oh, okay, good. I can actually apply here; cause they already have interest in me.

Carol: Yeah. And you're right. Like they don't usually fill out a form, a lot of the companies, because they're still so early in the research stage. And they know that they fill out a form, they're going to be like harassed, like a Salesforce going to call them right away. So it's good to be catching them early because you'll be ahead of the game. 

Artem: Yeah, yeah. For sure. I was actually surprised by the amount of data you're able to collect. And I think you have integration with the other system that gathers contact before. So you can actually see it in the lead feeder, you can see some information that you already guys have on a company. So like if you're searching for marketing director, you can see Leadfeeder already has it. So you can maybe directly send him a link or see his LinkedIn profile and so forth. So could you show us something that'd be really cool.

Carol: Absolutely.

Artem: Yeah. Many times you just hear, people talking and I really, since I do everything myself as well, I really love technology. I'm actually always like, Hey, show me how it works kind of guy.

Carol: Yes. Let me just remove my bookmark. Not that I have anything weird on my bookmark. So I'm going to hide that and then let me just make sure my notifications are off, but I'm glad you asked. Cause this whole time I was talking, I was like, I wish I just Show you, cause it's so and it's... 

Artem: Yeah. I think it’s much better.

Carol: Oh yeah. And it's because our tool is just so simple. The UI, I think it's very easy for anyone to use. Like I showed my parents this and they're like, Oh, okay. I get it. I think Facebook is more complex than this.

Artem: Yeah, for sure. For sure. I think it's pretty easy but walk us through it. So you have a demo account that is connected to some company website. 

Carol: Yeah. I mean, that's some company website, but it's a portion of our own website.

Artem: Okay. Okay. Awesome. Awesome. So basically you have the code and you have it running and once you log in, you actually see this kind of feed.

Carol: Yeah. Yes, exactly. So the feed that I was talking about, you see here on the left-hand panel, you'll see a list of companies who visit and the timeframe above. So you can toggle between different time periods. Let me just do default. So I’ll switch it to last seven days. It'll update the list and you can see on the right-hand side, the total leads, average leads per day. Then you can see the top, the visitors from top countries, the top industries visiting. So you get a quick summary highlight. And then like I said, you'll see the location of the visitor. So like Leadfeeder up top, we're an entirely remote company and we do have some office, but we do have some offices in certain countries. But in this case, we know this visitors from our headquarters in Helsinki. But sometimes you might see if it's my colleague from Chicago, Illinois, you will see that there.

Artem: But if I'm not interested in seeing my own employees, I can hide it.  I can just edit to like a blacklist. So I can say like, Hey, hi, this company, this is me, basically, our company.

Carol: Exactly. You can hide, click the hide button here and it would disappear from the list. And they won't show up anymore and clog up your data, but we like to keep it so we can show that it works, we are even identifying our own company. And so in this case, we know it's a visitor from Helsinki and you get a quick snapshot of who the company is. We pulled this data from like LinkedIn and Crunchbase. So you'll have a summary of the company, links to their social profiles, the headquarter phone numbers, even a business ID if this is relevant for the EU side.

Artem: Yeah, yeah.  Because with EU, especially with Finland being very transparent, you can just type that into Google and get financial data just like that.

Carol: It’s so crazy. There's no way you could do that in the US businesses. I wish, our sales team here in US wish we could obtain data so easily on private companies. But yeah, so for that, like I said, we have customers globally all over the world. And so we try to cater to all the differences for sure. Then below that is my favorite part personally, the visit details, because now you get context around like what they're viewing and how they found your site. And you could see if the certain campaigns are working. You could see, they came directly here. They spent a minute and 30 seconds. Yeah, they're reading these blogs. So let's pretend like this, we're looking at this from like a sales perspective. Like this visitor, in my opinion, wouldn't be a good prospect yet because they're just reconsidering our blogs.

They haven't gone to our product page, our pricing page yet. But we do allow you to create what we call feeds so that you can narrow down your attentions on the warmest leads. Because as a reminder, like I can't go through 1000 companies to see who's good. So we let you do this automatically. So let's just create a custom feed here. And I'm going to say, let's say so, because I focus on the US, Canada markets, I'm going to do USA, Canada and I would say pricing page, because that would say a lot, if they are visiting it. So I'm going to say, I want to add a filter for a base of page URL. I'm going to say pricing, I'm going to search for the pricing. Because we have multiple pages, it's better to just do the word contains. And then I want to say they are from United States. So as you can see, you can like play around with, we have so many different filters. You can even do it by acquisition type. They must have come from a certain source or something. 

Artem: For example Google search or something similar. 

Carol: Yeah. Or Google ads or anything like that. And then from here, you can set up automations and say like, okay, I want to make sure that I get a daily, weekly report of all those visitors who hit the pricing page from US and Canada or push into a Slack channel. We actually live and breathe out of Slack. So like, we have a Slack channel that the leads get pushed to. So that makes it, like I said, we are all about integrate into your workflow.

Artem: I was just smiling because I left Slack for that same reason, because it's just a huge chaos and you can't do anything. It's just notifications after notifications. But for some companies, it works really well, and it's really good. And everything seems to be integrated into Slack nowadays.

Carol: Yeah, it could be tons of notifications, but if you really customize it to like, what's important, I think it works really well. I don't know what we would do without Slack. 

Artem: It's a great tool. I must admit it.. It's really good.

Carol: Yeah. And then you can set up automations where you could send it to pipe, like your CRM system. So you could say, okay, if someone hits our pricing page and from this market, assign it to this person as an owner, create a deal, put it in this pipeline, and create like an activity and say, I'm sorry, create activity and set the due dates to whenever you want and then get the subject right. You can apply it. 

Artem: Yeah. Sorry. So basically, like I can create a task for my sales team or for myself when there is a really good, really warm lead, or I can start populating like a remarketing list slowly or something like that. So I can have different feeds for different purposes.

Carol: Yeah. You can create as many different feeds as possible. So you could create a feed per salesperson, per region, per marketing campaign, like whatever you want to measure. 

Artem: Okay. That's pretty cool. 

Carol: So you save the feed and then on the left-hand side, you'll see what I just created. So you could toggle between different feeds. So when you first log in, you see everything and then I want to go see, ok. Because this is a demo account, we actually filtered out some data, but let me just choose all time and you'll start to see data.  So for example, this company let's go down, here It is. Like, you could see that they typed Leadfeeder pricing. They came to our help page; it had the word pricing in it. And they visited twice on February 10th and February 12th. 

Artem: But they came through CPC, right?

Carol: The first time they came directly. So that means they heard of us somewhere else. Then they probably were interested and then they're like, Oh, we don't know what the Leadfeeder price is. So in Google search they typed it in directly instead of trying to, and then they got hit with one of our ads.

Artem: What's that green bar, that's always puzzling. The green bar and the lock icon.

Carol: Yeah. Good questions. Yeah. I skipped over that. So this is our internal quality meter bar where we'll show you the highest quality, but I would take with a grain of salt because we only look at things like visits, page views, how many email contacts we have, like the quality of the data we have for them. But that doesn't tell like a whole picture. It just gives you a quick snapshot. Okay, these are the most engaged visitors and we have the most data on them. 

Artem: I just want to say that, I trusted it a lot in the beginning, but then I realized it's just one of the signals. It's not the signal. So definitely I don't even look at it as much anymore. It's maybe good in the beginning, if you have really lots of data, really lots of data, you haven't filtered it, you might use it just to see who engages with you more, but later on, I think it's other criteria that are a little bit more important.

Carol: Yeah. So the custom feeds I would say is what you should use to determine what's like a quality lead, but that once you look within a feed and you narrow it out, then you might say, okay, well from this narrow segment, these are the most active users and visitors, these are the highest quality based on the filters that you just set. So it does help, but not like from the get-go, like I said. So just use the custom feed. We give you flexibility.

Artem: Sounds good. And what about the lock icon.

Carol: That, it's actually a key. And that signals when we were able to track keywords from your campaign. So like lead generation. 

Artem: So it's basically CPC most likely, right?

Carol: Yeah. So we show you the keywords here that they were hit with, and then we show you the exact search queries on the right-hand side. So this company is looking, how to see who has viewed my website GoDaddy. So they obviously use GoDaddy. And then now we know that they want to identify its visitors. They also have here, track IP address and website visitors. 

Artem: Oh, okay. Okay. That's cool. So basically, I can use those as an indicator that I have a little bit more info on those guys, because if I see the keyword that they use to come to my website, obviously I can get into their head a little bit more. So if, for example, I start, I could create a landing page. Like, Hey, we have an awesome solution for GoDaddy customers, and now I can add them to a marketing list. Then I can push it to them via like LinkedIn or something similar so that they will most likely convert. And that is I think, a nonthreatening and kind of like still active way to target.

Carol: Speaking of landing pages, I was working with a client. I actually it was an agency. So an agency, they were helping one of their clients. And they noticed that someone from, they were getting a lot of visitors from the construction industry for their client and their website currently didn't have any case studies or any content for that. And so they quickly like revamped their site to better target to make it more relevant. 

Artem: But does the keyword tracking work only with CPC.

Carol: Yeah. 

Artem: So obviously Google, unfortunately doesn't provide a lot of keyword data nowadays.

Carol: No, the only, so like sometimes so if they use Bing search engine, sometimes big makes that data available, the search query without having to pay for the ads.

Artem: Oh, that's cool. Well obviously, Bings market share is not big, but yeah, it's good to have any kind of data. I think that's good. 

Carol: It's not that big, but it's surprisingly still large. I still see it a lot because I think there's a lot of Microsoft companies out, like people, companies still using Microsoft products and when they use Microsoft products, they probably are using Bing search engine too.  

Artem: And some industries and some industries, like we have a client who actually sells medical equipment to hospitals and they are not allowed to change their browser and their settings. So it's Bing.

Carol: Yes. So there are actually still a lot of people using Bing out there.

Artem: For sure. And we actually had great success with Bing ads as well. So you shouldn't never, disregard Bing. But just like globally thinking, obviously the market share is rather small compared to Google. It will be really nice if Google provided that data, but I guess on their endless effort to hide everything and put it in the black box is they're taking just more and more from us. Okay. That's pretty cool. But if you think about it, what kind of offering do you have for your free account? How is that limited? How is that crippled compared to the paid account?

Carol: For the free account, we only give three days’ worth of data. So you can only see the last three days, but that's usually okay.  Because if you're actively, you can log in every couple of days and still see. And then we block everything on the right-hand side. So you'll still get to see the company name and location. Basically what you see on the left-hand side here, but that's it. But you do get 14 days trials to start, to see all the data unlocked, unlimited everything.

Artem: Okay. And obviously in order to support the channel, we'll have a link that you can use in order to have an extended trial. 

Carol: Yeah. I believe you got an extra seven days. You get 21 days’ worth of data, and honestly, within that time period, you're probably going to get a lot of warm leads that you can export. It's yours to keep. So we don't lock you into it. You can download it into a spreadsheet. So actually, let me show you here. You can export leads. So you can create a feed and export it or and choose a time period. You could do all leads and just download everything. And then there's two different reports and two different file formats, Excel, CSV, and you can email it to yourself and anyone else.

Artem: That's pretty good. And obviously during the trial period, or maybe even with the free version, I'm not sure, can you still have connected to the other like CRM systems up here?

Carol: I didn't want to like correct you early, but unfortunately, we do limit that. 

Artem: Then, yes.

Carol: I think you were thinking about the past. I think we used to offer that. But as a business, we just... 

Artem: I think it's good. I think the trial, I think is a good start because if you don't like it, you will still be able to use the free version. If you like the trial, I think what is it like 50 something dollars a month, $57?

Carol: It starts as low as, we're so transparent that it's on our website. 

Artem: Yeah. I think that's good because many times when it says contact us to find about the pricing.  I hate that because I think, okay, it costs 4 million. 

Carol: So we don't even lock you into an annual contract, but if you do pay for an annual subscription, you get a 20% discount, so that's an incentive. But otherwise you want to try, it's month to month. It starts as low as $69 a month.

Artem: If you pay monthly.

Carol: Yeah. And then with the annual subscription, you get 20%. So it comes out to $55 a month.

Artem: Yeah. And basically what it means by unique lead, so if I have, for example, like millions of visitors, it will just show me a hundred of those leads and says like, okay, you have to pay to see extra.

Carol: Such a good question. I know we get that a lot. We count leads as the companies we identify. So every like line item you see here, on the left-hand side, it's a lead and if you hide a company, it doesn't count towards your quota. So you don't pay for leads that you hide. 

Artem: Okay. That's pretty good. I don't think that's mentioned on the pricing page or is it?

Carol: Oh yeah. You can remove leads.

Artem: Maybe I missed it, but that's, I think pretty good point. Pretty good point. So for example, if you'd have old leads, irrelevant leads and so forth, it can help you be within the quota. Obviously, I'm very cheap. That's why my questions are so unfortunate. 

Carol: You know what? Everyone has the same question. It's not about being cheap. It's about being a better mindful of your spending. And you want to get the most out of every product. So it's a valid question.

Artem: Yeah. Very good. Very good. All right well if you think about it, somebody who is just wants to get additional leads in B2B, they install Leadfeeder, hopefully using the link below in order to support the channel. But once they get started, what would be your suggestion? What should you do during the trial period in order to kind of get the most out of it? What would you do? 

Carol: Yeah. So take advantage of our integrations. If you have a CRM system, connect it.  Do the integration, all of them take between two minutes to set up to maybe like 15 minutes for like Salesforce to setup. It’s very simple. So that you want to see if you have any existing deals, set everything aside when you integrate, you also push these visit details into your CRM if you want to, so that's more relevant information for your sales team to work off of. So test the integration out, test and match the integration apps that you have. Play with the custom feeds. You want to, like I said, provide warm leads to your sales teams, but also evaluate your current marketing campaigns. Maybe there are some that could be, improved upon or maybe there's some that, some sources you'd even think of pouring money into you're like, wow, we're getting a lot of relevant traffic for them. So let's double down and put more money into these sources. Evaluate your keyword plan strategy. And you see certain keywords that are attracting more relevant people or not, you can adjust your campaigns accordingly and invite as many people as you want to the platform too. Invite all your salespeople, your marketing teams, because we don't even charge extra for seats. You get unlimited users for that price. So you want to get... 

Artem: Pretty awesome. Sorry for interrupting you. Some companies, they charge you a base fee, seat fee and then coffee fee, whatever, there is everything, and it's really good that you're pretty transparent with the pricing. The most that I got out of it when I started was just connect it to the CRM and populate already existing leads and contacts. So the information flows already to my existing data. So I can see from my potential customers or existing customers or existing leads who is actually visiting the website. That's very good. That's very good. And I see that you use Pipedrive drive yourself, right?

Carol: Yeah. And so I was going to show you here when it is synced up, you'll see if there's any activities and who the owner is and the deals and stuff like that. And if I have an activity that's overdue. Obviously, this is for demo purposes, but ..., open close, deals, all deals. 

Artem: That's pretty awesome. And I really liked that you can export it into Excel spreadsheet or something so that you can later process it in some way. But what's the benefit, you mentioned the MailChimp, what's the benefit besides being able to track them in terms of additional data point, but what's the benefit of connecting it? I understand, obviously Zapier for automation, I understand MailChimp from the identification, but what about MailChimp other functionality that you can leverage.

Carol: Yeah. So with the MailChimp integration normally you only see like anonymous people. So you see person number one, person number two, but now you'll see, okay, for this visit, it was this exact person. And then you'll see, like, so normally you'll, see people might be reading your blog, they click on your newsletter, they click on a link, but then you want to know when they move on, like from the top of your funnel, top of the funnel, they just consuming content. But as soon as they moved out of the funnel, you want to know that and you want to notify your sales team, okay, we finally moved them down, like now reach out to them and close the deal. And it's always helpful if you know exactly who it is. That's what it is. And then of course, like you can measure like how well your campaigns are doing as well. To see which emails are activating certain people. And you also can see like how your blog pages do. So if in your newsletters, you're always linking to your blog page. And if they're not navigating the rest of your site, maybe there's things to be improved on your blog pages. Cause the point is you want to, keep people in your site. There has to be a story or a journey that you want to take through your site. So all these little insights you can gain.

Artem: Do you push data also to MailChimp, obviously push data to CRM. But what about MailChimp?

Carol: It's one way.

Artem: Okay. So you just pull the data from MailChimp, but you don't push it down and reach their data yet? 

Carol: I can't say anything. My product team as of now, my product team... but like, as of now that's what it is. If we do more. I can't make any promises.

Artem: Yeah. Of course. And obviously you're improving the product, depending on the needs of the customers. So, obviously there'll be at least if nothing else more integration, possibilities, more functionality and so forth. So that's obviously very good. All right, well I think that's a really, really good overview. I really appreciate your time. I enjoyed the background music. It was probably one of the best I ever heard. So that was amazing. Obviously, your backdrop is just superb. Looks like almost like a green screen, but you're actually...

Carol: I love it. It's better than my messy office. Just letting everyone know, we were at my office and Artem was like, Carol do you have a better background? 

Artem: I was more friendly than that. I was like, can we open the window at least? Or, let some light in. And then you're like, well, I have a really nice backyard that people keep complimenting me about. And I'm like, let's go there.  So Carol, it was really a pleasure. You're always a pleasure to talk to. So thank you very much for your time. And remember guys link below in the description, have an extended period that you can try Leadfeeder and see if it works for you and if it does, well, thank you very much for using the link and Carol, thank you very much for your time for your positive attitude. Thank you. Thank you, guys. Take care. Bye bye.