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Playbook
Analyze and Qualify Prospects Based on Website Features
Role:
KPIs:
Target Market:
GTM Motion:
Outbound
The Problem
Many companies in the B2B space, particularly those selling web-related products or services, find that their Ideal Customer Profile relies heavily on specific website features. These features can range from cosmetic design, tech stacks, or certain widgets/plugins. Manually going through and evaluating each potential prospect’s website is time-consuming, and it’s a low-value task for expensive resources like SDRs and BDRs.
This is for GTM functions that:
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- Need to identify prospects with certain website technologies, design styles, or features.
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- Struggle with large lists of potential customers that need to be filtered and enriched based on website-specific criteria.
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- Want to focus sales efforts on high-fit prospects while avoiding manual, time-consuming tasks.
What KPIs will this impact?
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- Improved outbound efficiency by targeting prospects with high relevance to your ICP.
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- Higher conversion rates by focusing on companies with a clear need for your solution.
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- Reduced time spent on low-value tasks, allowing your team to focus on higher-impact activities.
Analyze and Qualify Prospects Based on Website Features
This play is designed to help teams whose Ideal Customer Profile (ICP) depends on specific website features, such as tech stack, design style, or particular widgets/plugins used on the site. DataBees manually analyzes these sites based on agreed-upon criteria and qualifies prospects based on their match to the ICP, saving your team time and effort in filtering through large data lists.
The Solution & Process
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- Clients provide a large list of potential prospects, often extracted from databases such as Cognism or ZoomInfo.
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- Together, we define a set of criteria based on website tech, design features, or any other relevant elements that signal a high-fit prospect.
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- Our researchers manually analyze each website, identifying key features or criteria that match the client’s ICP, such as outdated design or missing key website functionalities.
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- We then qualify each prospect based on their alignment with the criteria and enrich the data with additional details to support outbound sales efforts.
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- The enriched list is returned to the client, ready to be integrated into outbound campaigns with a high level of personalization.
Real-world use case:
A website builder uses DataBees to identify prospects whose websites need a design overhaul
A client in the website-building space extracted a large list of companies within their Total Addressable Market (TAM) from Cognism and ZoomInfo. Together, we developed a set of criteria that helped determine whether a website had outdated designs or lacked key features that their solution could address. Our team manually reviewed each website to determine if it was an Ideal Customer Profile (ICP) fit. The qualified list was then enriched with data points needed for personalized outbound campaigns, which the client’s SDRs used to reach out with targeted messaging. As a result, the client’s outbound efforts became more focused, and conversion rates improved.
This ensures…:
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- Sales teams focus their efforts on high-fit prospects, increasing outbound efficiency.
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- Websites are analyzed with human context, resulting in better-quality prospect lists.
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- Outbound campaigns are personalized with enriched data, improving overall conversion rates.
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- Internal resources are optimized, reducing the time spent on manual tasks that can be outsourced.
This play is particularly effective for:
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- Companies selling products or services that rely on the technical or cosmetic features of a prospect’s website.
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- Sales teams looking to improve their outbound targeting by using specific criteria to qualify leads.
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- Organizations needing to filter large prospect lists based on non-standard, nuanced criteria that automated tools might miss.
See how [insert case study] used this exact strategy to achieve x goal
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