CDP4S for Sales

• CDP4S converts unknown website visitors to sales-qualified leads in Salesforce by capturing form submissions and website behavior.

• Armed with website visitor behavior, Salesforce teams have insights into a lead’s specific interests, preferences, pain points, state of mind, and purchasing readiness.

• Leads arrive with a lead score based on their level of engagement and interest. This helps prioritize leads and focus sales efforts on those more likely to convert.

• Knowing a lead's website behavior enables the outreach communications to be personalized with better messaging to meet their needs and interests. This increases responses and conversions.

• By tracking returning visits businesses can identify renewed interest and the best time of the day, or night, to follow up with a lead based on their level of engagement and interest. Salesforce users can tag a lead record to receive an alert if the visitor returns.

• From website behavior, businesses can determine their suitability for a product or service. This ensures sales efforts are focused on those leads that are most likely to convert.

• By observing lead behavior, the content and messaging can be improved to better meet the needs and interests of leads. This increases the effectiveness of the lead-handling process.

• Deliver in-page or popup messages to leads as they traverse through the sales pipeline.

• The sales team can prioritize leads based on their website behavior. Leads who spend more time on the website or visit frequently can be prioritized.

Process Automation

• Salesforce workflow can be used to automate the categorization of leads reducing processing times.

• Campaigns can be created based on visitor website behavior, e.g., frequent visitors to a page can be emailed page-specific information.

• CDP4S can look at specific behavior on the website and flag the visit in Salesforce e.g., competitors, acquisition targets, and potential partners.
  
  

Determine Pricing

• Leads who spend a lot of time on a pricing page indicate possible price hesitancy. Sales should follow up and offer discounts and promotions to close the deal.

• From their behavior, the CRM team can determine the features or benefits of the product that are most important to the lead. It helps to highlight these features during the sales process.

• If a lead looks at pricing information (e.g., clicking different price options, filling out a price inquiry form), the sales team can use this information to guide their pricing decisions e.g., if leads are always selecting a lower-priced option, the sales team may consider adjusting the price.

Improve Revenue Management

• By analyzing a lead's website behavior, the CRM team can determine which leads are most engaged and likely to convert. They can prioritize these leads and focus their efforts on converting them first to quickly close deals and increase revenue.

• Website behavior can provide clues as to a lead's interests and pain points. This information can be used to personalize communications and tailor the sales pitch to the lead's specific needs to build a stronger relationship and increase the likelihood of conversion.

• Website behavior can reveal how leads are using a product or service. This can be used to identify potential upsell opportunities and increase revenue from existing customers.

• By analyzing website behavior across all leads, the CRM team can identify patterns and trends and determine which marketing channels and tactics are most effective.