BDR Best Practices: Leveraging Web Activity

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Molly Hamblett
Molly Hamblett Posts: 3 6senser
in BDR Block

When clicking into an Account’s Details Page, our goal is to understand what’s going on at the account, where that activity is coming from, and who to pursue based on that.

To execute this - a great place to start is by looking at an account’s web activity. Looking at the different website URLs that an account is visiting can help give you an indication of what might be top of mind, any initiatives they might have, or pain point they are trying to solve.

Thought it might be helpful to highlight a few things to look out for when looking at an accounts website activity to help you in your prospecting:

  1. Who of your target personas typically would be interested in the topics on that web page?
  2. Are they looking at your demo request, pricing, or free-trial pages?
  3. Is there a reoccurring geolocation where research is being done?
  4. For accounts with open opportunities, what types of pages are they visiting before, during, and after your conversations?

Hope this helps!

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