The buying process has changed over the years. With the shift in paradigm to the internet era, businesses have started creating a digital brand presence to acquire customers. In the offline selling model, B2B businesses were able to reach out to prospects they understood and could talk with them face to face. But with online services, that is simply not possible anymore except for high ticket deals. Even for that case, by the time you physically meet, the client probably will have already experienced several touchpoints with your company. As a result, reaching out to a broader audience base is now easier than ever. Companies are now able to reach out to more prospects. But a problem comes with having a wider audience. With easier accessibility, the chances of acquiring unwanted prospects increases. It is also harder to identify prospects now and understand their motivations as many of them decide to do their own research and not talk to a salesperson. This is especially the case for SAAS businesses. To qualify ideal prospects and understand buyer motivation, website visitor forensics has become really important. And not just in sales, a necessity for visitor data has also come in the product design and marketing departments to find the right marketing channels and optimize the customer experience. Visitor data is also helping businesses identify customers who are at risk of churn.

The Visitor Forensics Process

The visitor forensics process has four steps: lead generation, data examination, lead qualification, and reporting. All of these four fundamental steps come together to create the perfect sales and marketing amalgam for streamlined customer experience.

If you have a significant online brand presence or sell B2B products online, visitor forensics is something you need. Visitor forensics will open up new opportunities for you to increase your sales and customer retention.