CRM, lead flow and sales techniques · Inbound selling: identify
Find out which companies visit and who they are before you call.
Website visitor watch means noticing companies that fit your ideal customer and return to your pages without sending an enquiry. Lead enrichment means filling in the facts you need about a lead before anyone contacts them. The page ends in a weekly visitor list and a field standard that every rep follows.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
Website visitor watch means noticing companies that fit your ideal customer and return to your pages without sending an enquiry. Lead enrichment means filling in the facts you need about a lead before anyone contacts them. The page ends in a weekly visitor list and a field standard that every rep follows.
A Chennai firm selling payroll software to manufacturers gets a few thousand visits a month and a handful of enquiry forms. Nobody asks who the rest were. A visitor tool shows one engineering company opening the pricing page four times in a fortnight, and no form ever arrives.
The visitor watch has four parts: a way to identify visiting companies, a chat box or a clear offer on the pages that matter, a weekly list of repeat visitors marked for fit, and a call or message to the right role at each fit company that refers to what they read. The tool matters less than the weekly slot.
Enrichment is the other half. The sales head writes the minimum fields a lead needs before contact: company size, city, role, which page or form brought them, what they asked for. Form fields and the CRM fill part of it. The rep fills the rest in under ten minutes, and the rule is announced: no contact before the record is complete.
The sales head owns the rule and the owner approves it. Tools identify companies, not people, and they work for office networks, not for a buyer on a home phone. Consumer businesses skip the visitor half and keep the enrichment half.
Where this sits
Topic 3 of 13 in crm, lead flow and sales techniques: inbound selling: identify. Finding who to talk to.
- The topic before
- Personas and positioning
- The topic after
- Inbound selling: connect
If you want this done for you
Know which page, which channel and which visit produced the enquiry.
The work
What this is actually like.
“Collect only the fields you will use”
Each extra field is something you must store, protect and explain. If nobody in the team has used a field in a call, remove it. Tell visitors what you collect and why, in plain words, near the form. Data protection rules apply; ask your lawyer to read your notice.
“Repeat visits to one page tell you more than total traffic”
A company that opens your pricing page three times is weighing a decision. A company that read your blog once is reading. Order the weekly list by repeat visits to pages close to buying, not by size of company.
“Job title alone must not disqualify a lead”
A "manager" who fills your form may be the person who signs. A "director" may be the owner's nephew. Research the company first, check the fit against your ideal customer profile, and call before you decide who they are.
“Enrichment must not slow the hot lead down”
Do the research in minutes, not days. A form fill from a buyer asking for a quote should never wait overnight for a complete record. Fill the key fields, call, and finish the rest on the same day.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The identification method
One line saying how you identify visiting companies: the analytics report, the CRM's visitor view, the chat tool or form fills. Include its limits in writing, such as home-network visits not appearing.
Result: Finished when a new rep can say what the tool does and does not tell them.
The weekly visitor list
Columns: company, pages viewed, number of visits, fits our buyer yes or no, role to contact, who owns it. Prepared by the sales head or marketing every Monday.
Result: Finished when every fit company on the list has either a message sent or a reason not to.
The enrichment standard
A one-page list of required fields, with the form field or CRM column that fills each. The sales head writes it and the CRM admin automates what can be automated.
Result: Finished when twenty recent leads checked against it show no missing required field.
The enrichment audit
Twenty recent leads in rows, with fields filled before first contact, minutes spent, and whether a meeting followed. Compare enriched and unenriched leads each month.
Result: Finished when you can say whether enriched leads booked more meetings, using your own rows.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Is it fine to contact a company that only visited?
Do I need an expensive tool for this?
What about consumer businesses?
Who should write the enrichment fields?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
Services
The rest of inbound selling: identify
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.