The key to a successful Account-Based Marketing (ABM) Program is accurately identifying customers (with purchase intention) who are looking for your product. This helps you build your prospect target list, and IP look-up accelerates this process.
Do you know how reverse IP look-up can benefit your sales efforts? Overdrive CEO Harry J. Gold explains how this information can create an intent-based sales pipeline for your business development reps.
Video Transcript
“Many companies, especially financial companies, pharma companies, and large organizations, require people to use their VPN.
Here’s some VisitorTrack reverse IP from my site. Someone from Nationwide Insurance came in. They were looking at my online media planning and buying service. So obviously, that’s precious information for my sales team. We might not know who it is, but we can look at our CRM system, or we can look at Dun & Bradstreet or ZoomInfo and say, hey, give me everyone at Nationwide responsible for media. Then, we can start to call them and market to them. Same with Athena Health. They’re looking at the creative services in our portfolio. Very valuable intent data, right? What we’re able to do is show our clients not only how many leads we have but also what companies are engaging with their content. And we can give them reports for their SDRs on what companies are coming in, where they came from, and what they’re looking at. So, they can prioritize their outreach efforts to the companies at their website, like today. And they even knew what they were looking at.
Most importantly, they know these conversations are occurring and that these companies are researching these products right now.”
Want to focus your marketing efforts and media investments on generating leads and opportunities your sales team will love? Click to learn more about Overdrive’s ABM methodology here: https://www.ovrdrv.com/knowledge/always-on-account-based-marketing/. Check out our SEO services to see how we can maximize top-of-the-funnel opportunities that translate to direct sales.
