How to automate your outreach with SalesViewer®

How to automate your outreach with SalesViewer®

SalesViewer® identifies anonymous website traffic and turns it into clearly recognisable company signals. This information forms the basis for triggering structured, automated sales and marketing processes – targeted, efficient and integrated into your existing tools.

In this guide, we show you how you can use the signals from SalesViewer® as triggers for automated workflows, which steps can be implemented with system support – and where manual additions are still necessary.

1. Use company signals as triggers

As soon as SalesViewer® identifies a company, relevant data points are available to you: the name of the company, the time of the visit, pages viewed and any events (such as downloads or interactions with certain content).

This information can be used to trigger automated actions – e.g. transferring the account to a CRM system or integrating it into a campaign logic.

2. Integration into CRM or workflows

SalesViewer® can be seamlessly connected to common CRM systems such as Salesforce, HubSpot or Pipedrive. Alternatively, numerous other tools can also be integrated via integration platforms. On this basis, you can automatically record and classify company visitors and transfer them to your systems.

A typical process could look like this:

An account visits product-related pages several times.

The activity score exceeds a defined threshold value.

The account is automatically transferred to CRM and assigned to a pipeline phase.

Optionally, a task is created for the responsible sales team.

Depending on the configuration, notifications can also be triggered to defined teams or the account can be transferred directly to a target group for further measures..

3. Research and add contact persons

As SalesViewer® only provides company-related data, it is often necessary to manually add a specific contact person. As soon as an account has been categorised as relevant, it is advisable to search specifically for the relevant person in the company – for example via business networks, company websites or internal databases.

The potential contact person can then be added to the CRM or assigned to an existing account. Only then is a customised outreach sequence possible. This step deliberately remains outside of automation – but creates the crucial link between the company-related signal and the personalised approach.

4. Set up and trigger outreach routes

As soon as an account with a contact person is stored in the system, automated outreach routes can be defined. The initial action – i.e. the company signal from SalesViewer® – serves as the starting point. Possible triggers are

• A visit by a specific company to a product page

• A download or event on the website

• Repeated traffic within a short period of time

These signals can be used to start an outreach route – for example by email, call sequence or cross-channel approach. The advantage: you address the right companies at the right time, without broad wastage.

5. Intent-based account-based approach

If no specific contact person can be identified or if a broader approach is deliberately desired, an intent-based approach at account level is recommended. This means that you use the company signal from SalesViewer® to address targeted advertising, content or personalised outreach campaigns to the entire buying centre of a company – instead of individual persons.

SalesViewer® can also automatically transmit signals to marketing or campaign systems via existing integrations so that follow-up actions can be triggered immediately.

SalesViewer® gives you a systematic, data-based introduction to automated outreach processes. The clear focus is on the company signal – supplemented by manual contact research and embedded in your existing CRM or marketing tools.

If you need support with the set-up, conceptualisation or integration, our consultants will be happy to assist you – including as part of a test phase. Get in touch with us.