If you’re in B2B sales and tired of your CRM being clogged with “leads” that go nowhere, you’re not alone. Cold outreach is a drag, and most website analytics tools are too vague to tell you who’s actually worth chasing. This guide is for salespeople and marketers who want to turn anonymous web traffic into real, high-potential prospects—without wasting time on fluff.
We’ll break down how to use Leadinfo, a website visitor identification tool, to spot companies that hit your sweet spot. You’ll get honest advice on what’s useful, what’s not, and a step-by-step process for zeroing in on prospects that are actually worth your time.
What Leadinfo Actually Does (and What It Doesn’t)
Before you dive in, let’s cut through the hype.
Leadinfo identifies companies visiting your website by matching their IP addresses to business data. It’ll show you:
- Company names
- Industry and size
- Pages they visited
- How long they stayed
- Contact info (sometimes)
What it doesn’t do:
- Give you names of individual visitors (unless they fill out a form)
- Tell you who’s ready to buy
- Replace real qualification—this is just the starting point
Bottom line: Leadinfo is good for surfacing which companies are sniffing around your site. If your sales process is company-driven (not chasing random Gmail signups), it’s worth a look.
Step 1: Set Up Leadinfo Without Getting Lost
First, get the basics out of the way, but don’t overthink it.
- Install the tracking code.
- Leadinfo gives you a snippet of code. Add it to your website’s header—same as you would with Google Analytics.
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If you have Google Tag Manager, use that. Otherwise, copy and paste.
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Ignore advanced features (for now).
- Don’t get distracted by integrations or dashboards. The only thing that matters right now is seeing which companies visit your site.
Pro tip: If you’re not technical, send the code to your web person. This shouldn’t take more than five minutes.
Step 2: Filter Out the Noise
Leadinfo will show you all companies that hit your site. Most of these aren’t worth your time.
How to Cut to the Good Stuff
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Filter by country or region.
If you only sell in the US, there’s no point seeing visits from the Netherlands. -
Industry filters.
Target industries that match your ideal customer. Ditch the rest. -
Company size.
Unless you’re chasing everyone, focus on employee count or revenue range. -
Blacklist your own company and competitors.
You’ll see yourself and other vendors poking around. Blacklist them so they don’t muddy your view.
What to Ignore
- Companies with generic names and no real web presence
- ISPs, telecoms, and anything that looks like a “ghost” company
- One-off visits that bounce after a few seconds
Pro tip: Spend 20 minutes setting up filters and blacklists. It’ll save you hours down the road.
Step 3: Define “High Value” For Your Business
Here’s where most teams get tripped up. “High value” is not the same for everyone.
Ask yourself: - Do you care about company size, industry, or location? - Are there technologies they must use (check for tech stack info)? - Is there a minimum level of engagement (number of pages viewed, time on site)?
Make a short checklist.
Example:
- US-based manufacturing companies
- 100+ employees
- Visited pricing or product page
- Didn’t bounce immediately
Don’t overcomplicate it. You can tweak this as you go.
Step 4: Identify and Tag the Right Prospects
Now, use Leadinfo to flag visitors that fit your checklist.
- Tag companies manually at first.
- Go through the list of identified companies.
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Tag any that match your criteria as “high value” or whatever label works for you.
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Set up automated tagging.
- Most tools let you create rules to auto-tag companies that meet certain filters.
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Example: “Tag as ‘Hot’ any US SaaS company with 50+ employees that viewed the pricing page.”
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Keep it tight.
- Don’t tag everyone. Be picky. The idea is to reduce noise, not create more.
What to skip:
Don’t bother with companies that just hit the homepage and bounce. Focus on those who go deeper—pricing, product, demo, or contact pages.
Step 5: Research Before Reaching Out
This is where most people blow it. Just because a company visited your site doesn’t mean they’re ready to buy—or even want to talk.
Do a Quick Vet
- Check their website.
Are they a real company? Do they fit your ICP (ideal customer profile)? - Look up recent news.
Funding rounds, leadership changes, or expansions? Good context for outreach. - Find the right contact.
Leadinfo sometimes gives you names, but double-check on LinkedIn or the company site.
Skip the Spam
Don’t reach out with “I saw you visited our site!” It’s creepy and rarely works.
Instead:
- Reference a pain point relevant to their industry or size.
- Mention something specific you noticed (new product launch, hiring spree).
- Offer something useful—a resource, a relevant case study, or a short call.
Honest take:
Most companies will not reply. That’s normal. Focus on being relevant, not desperate.
Step 6: Track Results and Iterate
Don’t assume Leadinfo is working just because you see logos in your dashboard.
What To Track
- How many high-value companies are visiting each week?
- How many did you reach out to?
- What’s your reply rate?
- Are any moving to real opportunities?
If nothing’s moving, tweak your filters and your outreach. Sometimes you’ll realize you’re attracting the wrong audience, or your messaging is off.
Pro tip: Set a calendar reminder to review your process every month. Small tweaks beat big overhauls.
What Works, What Doesn’t, and What to Ignore
What Works
- Tight filters.
The narrower, the better. - Personalized outreach.
Mass emails still get ignored. - Quick follow-up.
Reach out within a day or two of the visit.
What Doesn’t
- Obsessing over every visitor.
Most aren’t worth your time. - Long, fluffy sequences.
One or two thoughtful messages beat a spammy drip campaign. - Expecting magic.
Leadinfo surfaces potential. The real work is still on you.
What to Ignore
- Dashboard “vanity” metrics.
Total visits mean nothing if they’re not your ICP. - Overly detailed analytics.
You’re in sales, not data science. Focus on action.
Keep It Simple—And Iterate
Don’t overthink this. Start with simple filters, tag the best-fit companies, and reach out with real context. Most of your results will come from a handful of high-potential prospects, not the noise at the edges.
The best B2B sales teams use tools like Leadinfo to reduce the guesswork, not automate it away. Stay skeptical of dashboards that look impressive but don’t move the needle. Keep things simple, and tweak as you learn. That’s how you’ll actually spot and close high-value deals.