If your sales team is tired of guessing who’s poking around your site, and you’re sick of leads that go nowhere, you’re not alone. Most B2B sites get a ton of anonymous traffic, but only a tiny slice ever fills out a form or books a demo. The rest? They’re invisible—unless you’ve got the right tools.
That’s where LeadFeeder comes in. It promises to pull back the curtain, showing you which companies are visiting, what they care about, and who’s worth your time. But does it deliver? Here’s a straight-shooting guide on how to use LeadFeeder to help your sales team spot and close better leads, without wasting hours chasing ghosts.
1. Unmasking Website Visitors (So You Don’t Waste Time on Guesswork)
Let’s get one thing straight: LeadFeeder isn’t magic. It doesn’t tell you exactly who visited your site. What it does—fairly well, most of the time—is match IP addresses to company names, so you get a list of businesses checking out your pages.
What’s good: - You’ll see which companies are visiting, even if nobody fills out a form. - You can filter out ISPs, bots, and junk traffic with a bit of setup. - It’s especially useful for B2B—if you sell to individuals, it’s not much help.
What’s not: - You won’t get individual people’s names or emails (privacy laws, for one). - Some companies (especially remote/hybrid teams) won’t always show up—if someone’s working from Starbucks, you’ll see “AT&T Internet” instead of “Acme Corp.”
How to get the most out of it: - Spend time setting up filters to hide noise (like ISPs, your own team, or countries you don’t sell to). - Tag and group companies by industry, size, or priority, so you’re not swimming in a sea of random names.
Pro tip: Don’t treat every visitor as a hot lead. Use this as a starting point, not a finish line.
2. Spotting High-Value Prospects—Not Just Any Visitor
Sure, it’s cool to see that a Fortune 500 company looked at your site. But did they visit your pricing page, or just bounce off your blog? That’s the difference between a tire-kicker and a real opportunity.
LeadFeeder’s visit details help you: - See which pages a company viewed (and for how long). - Spot patterns—like companies returning multiple times, or checking out your product features. - Prioritize companies that dig into pricing, case studies, or demo pages.
Here’s what actually works: - Set up custom feeds to highlight companies that visit key pages or meet certain criteria (like industry or company size). - Ignore “vanity visits”—someone spending 10 seconds on your homepage probably isn’t shopping for a solution.
What to skip: - Don’t obsess over every returning visitor. Focus on those who show real intent—multiple visits, deep dives on solution pages, or lots of time spent.
Pro tip: Combine LeadFeeder data with your CRM, so your sales team isn’t working blind. (More on that below.)
3. Getting Contact Info Without Stalking
So you know Acme Corp checked your pricing page—now what? LeadFeeder tries to bridge the gap by pulling in contact info from LinkedIn and company databases. Sometimes it’s a goldmine, sometimes just a starting point.
What you'll actually get: - A list of likely contacts at the company, often pulled from LinkedIn or company sites. - Job titles and LinkedIn profiles, so your team can do some research before reaching out.
What you won’t get: - The exact person who visited your site. You’re still making an educated guess. - Email addresses are hit-or-miss, and often generic (think “info@acme.com”).
How to use it intelligently: - Use job titles and departments to narrow down your outreach—don’t spray emails to the whole company. - Personalize your outreach. “Noticed your team was looking at our solutions” works better than “I saw you on our website.”
What to ignore: - Don’t buy into the idea that LeadFeeder gives you a silver bullet for cold outreach. It’s a nudge, not a guarantee.
4. Syncing LeadFeeder With Your CRM (So You Don’t Drop the Ball)
Manual data entry kills momentum. LeadFeeder can push info right into your CRM—if you set it up correctly. This is where the tool can really pay off, but only if your team uses it.
How to make it work: - Connect LeadFeeder to your CRM (Salesforce, HubSpot, Pipedrive, etc.). It’s not hard, but test it before going live. - Set up rules: for example, “If a company visits the pricing page twice in a week, create a lead.” - Make sure your sales team gets notified about high-value visits (without spamming them with junk).
Watch out for: - Data overload. Don’t flood your CRM with every visitor—only sync the ones that matter. - Double-check that your CRM fields match up, so nothing gets lost in translation.
Pro tip: Have regular check-ins with your sales team. If they’re ignoring the leads, fix the process, not just the tool.
5. Timing Your Outreach (Don’t Be Creepy, Be Relevant)
Timing is everything. Reaching out when a company is actively researching you is smart—reaching out months later is a waste. LeadFeeder’s real-time alerts and daily email digests can help you catch warm leads at the right moment.
Here’s what works: - Set up instant Slack or email alerts for key visits (like pricing or demo pages). - Strike while the iron’s hot, but don’t make it obvious you’re spying (“I saw you on our site at 2:14pm…” is not a good opener).
What to avoid: - Don’t pounce on first-time visitors. Focus on companies that show repeated or high-intent behavior. - Don’t let alerts become noise—review your settings every month or so to keep things focused.
Pro tip: If you’re not following up within 24-48 hours of a high-value visit, you’re probably missing your window.
6. Measuring What (Actually) Matters
LeadFeeder comes with dashboards and reports, but don’t get lost in vanity metrics. Pageviews and company counts look nice, but it’s the conversions that matter.
What’s worth tracking: - Number of high-value companies visiting (that match your ICP—Ideal Customer Profile). - Which visits turn into actual sales conversations. - Conversion rates from LeadFeeder-sourced leads vs. other channels.
What to skip: - Don’t obsess over total visitor counts. Focus on quality, not quantity. - Don’t try to “game” the numbers—chasing more leads means nothing if they’re the wrong fit.
How to keep it useful: - Review your settings every quarter—what worked in January might be noise by June. - Share results with your team, but keep it actionable. If something isn’t working, tweak your filters or outreach.
Wrapping Up: Keep It Simple, Iterate, and Don’t Chase Ghosts
LeadFeeder isn’t a set-it-and-forget-it tool, but it can make your sales process smarter—if you use it as a filter, not a shortcut. Spend time upfront setting up your filters, syncing with your CRM, and training your team on what matters.
Don’t get distracted by every blip in the dashboard. Focus on identifying real buying signals, reaching out at the right time, and always looking for ways to improve your process. Simple, steady tweaks will beat a fancy tool you never use.
Trust your gut, use LeadFeeder as one piece of the puzzle, and don’t waste time on leads that don’t fit. Your sales team will thank you.