Although email marketing remains a popular marketing tool for many industries and brands, few realize that email tracking is a crucial tool for optimizing your business’s marketing strategy. New email tracking software and tools are constantly improving. But one thing that remains critical to the success of any email marketing tool is the email tracking pixel.
According to data from OMC, 19% of all “conversational” emails contain an email tracking pixel to aid in marketing campaigns and other lead conversion strategies. With millions of spam emails on the web, tracking pixels are often noted as a primary reason many email users block certain features. When used correctly, tracking pixels enhance customer experience through personalized, targeted content.
While there are many ways to create and name a tracking pixel, the most common form of it is a 1 pixel-by-1 pixel transparent image. It’s placed somewhere in the body, title, header, or footer of an email.
Marketers often use email tracking pixels in targeted email campaigns sent to a small group of subscribers. In order to prevent spam being sent to the entire email list. They are useful for gathering information about individual customers or subscribers such as browsing habits. So that individuals can be grouped for future campaigns.
Whether the email landed in a folder other than the inbox
If the email was read or clicked on
What time and where the email was opened
If any links or advertisements within the email were clicked and followed
At its base, an email tracking pixel is an image. The image is either a PNG file or a GIF file and must be downloaded in order for it to send information to the sender. The receiving server then downloads the image for correct functionality. And can block it in some cases.
If the recipient is automatically blocking images from loading.
When the recipient is displaying all content as text in received emails. This will block the tracking pixel.
If the recipient has software to block email tracking downloaded.
An email tracking pixel is unable to relay information back to the sender when any of these options are enabled by the recipient. Pixels provide valuable insights and are an advantageous tool for any email marketer. Even though there can be limitations to a tracking pixel because of a user’s setting choice.
When you use a tracking pixel, an email that is opened counts either when the images in the email are loaded. Or the user clicks on a link in the email even if the images are not loaded. Once the user opened an email, its data gathered and transmitted back to your email tracking platform. Where it is used for customer relationship, experience management, and in demand generation marketing strategies.
While they function similarly to internet browser cookies, cookies can be blocked by the user. Email pixels cannot be overtly blocked unless the user uses additional software. However, if tracking pixels are overused, they can significantly slow down your website.
Websites that are overloaded with tracking pixel tags lose traffic and render the pixels ineffective. Avoiding pixel tag malfunctions and website tag bloat is crucial to keeping customers coming back to your website. Overusing tracking pixels can slow down your website. This can cause inefficiency and an oversaturation of usable data that simply becomes confusing.
LeadBoxer specializes in email tracking. And relies on tracking pixels to achieve one thing: to create in-depth and accurate insights. They allow your brand to leverage compelling data for a competitive edge.
Email tracking pixels are the technical component that enables software access to various marketing information. The benefits of tracking pixels are also representative of the improvements to technology that have allowed for increased consumer insights.
Using an email tracking pixel has many benefits. On the surface, they offer your marketing campaign a variety of insights into one or more potential or current customers. This can help you personalize your email content for a targeted audience. At a deeper level, email tracking pixels are proven to increase click-through-rate. And also the likelihood of lead conversion.
You can also use tracking pixels for a variety of email marketing campaigns and account growth. While they can be tools to gather marketing information about groups of consumers, they are also useful as tools to reassert the importance and relevance of your products.
Retargeting or Remarketing campaigns are essential to reminding customers that your product exists and is worthy of consideration. Remarketing is slightly different from retargeting. This type of campaign focuses on reintroducing a current product offering. Often with the release of new improvements and updates in order to show that your company continues to innovate.
Remarketing campaigns work best with cross-selling and up-selling content offerings. And email tracking pixels offer a powerful tool for tracking these campaigns. When multiple products are featured as content within an email, it is useful to know which customers click which products. So that those customers can be included in further targeted campaigns.
This method of tracking customer product interest so that they might be included in a more targeted campaign is called retargeting. Retargeting campaigns are often most effective as the next step of a remarketing campaign. So that content is tailored to a specific, small audience likely to lead to a conversion.
Other Kinds of Campaigns
Tracking Pixels are not only useful for retargeting and remarketing campaigns. But also for any kind of email that you want your audience to see. Whatever product your brand is selling, whether it be software, marketing services, or high-end fashion, email marketing campaigns are still a great way to remind your customers that your brand is worth exploring.
Although the tracking pixel works essentially the same way, regardless of what kind of email you are sending, your brand can decide which insights you want to focus on based on the type of email campaign. For example, if your company wants to focus on getting the brand out with a welcome campaign or a standard promotional campaign, then you might focus on simply who clicks on a link to visit your page. And some basic background about the customer.
Once it’s determined which customers have shown initial interest in your brand or product, you might decide to run a new kind of campaign. It will be focused on finding out what products customers are most interested in. Or what parts of your website are most visited. Email tracking pixels attached to campaigns such as a seasonal, connect-via-social, or a cart abandonment campaign could all give you further insights into the interest level and buying habits of your customers.
After customers made a purchase or visited your website a few times, you can follow up with a newsletter, post-purchase drip, or re-engagement campaign. These campaigns, if instilled with a tracking pixel, can all continue to give insights. This can help you retain long-term customers through promotions, giveaways, and other benefits.
Tracking Pixels Improve Customer Experience
Tracking pixels are extremely helpful for customer experience management (CEM). CEM is the overall customer journey map for either a single customer or a group of customers. The information gained from tracking pixels not only gives you insight into specific details that you can use to market with greater success. These details can also help you organize and classify customers based on desired information.
The process of leveraging these tracking pixels to reveal buyer information begins with an audit. The technical process of running an audit on the performance of email tracking pixels starts with implementing a tag inspector scan. This scan runs diagnostics on issues related to your pixel tracking tags. These issues affect load performance, security, and privacy factors such as third-party website tags.
Managing tracking pixels accurately and efficiently ensures that your website avoids website tag bloat or tracking pixel overuse. Tracking pixels improve customer experience. Because brands are able to better predict the kinds of content or products that an individual or group of customers are interested in. Leading to increasingly targeted conversions.
Looking for More Help?
Using email tracking pixels to identify website visitors, control your data, and create compelling content in one place propels your brand toward creating a unique relationship with customers who are seeking distance from brand fatigue. Contact LeadBoxer to learn more about how its streamlined, user-friendly platform can help your brand generate quality leads.
Email tracking has become a popular feature on a variety of platforms, and for very good reasons. Tracking emails can help sales reps stay close to their most interested leads, automate follow-up messages, and close more deals faster. But of the hundreds of email tracking apps out there, how do you know which one is best for you?
We’ve compiled this list of 25+ email tracking apps and multi-functional tools with email tracking abilities, many of which work with Gmail, Outlook, and your CRM of choice. These include:
By the end, you should know which is the best email tracking app for your team’s needs and be well on your way to speeding up your sales cycle and help you to reduce cost per lead.
Email Tracking Apps with Lead Scoring
A lead score tells you how likely a lead is to buy based on their behavior across a company’s website, lead capture pages, social media, and emails. A lead scoring app tracks leads’ email opens and clicks to help inform what their lead score should be.
Description: LeadBoxer is a lead generation platform that allows you to see who visits your website, reads your emails, and what company they work for. It lists that person’s contact information, identifies anonymous website visitors, and gives leads a score to gauge how engaged they are with your company.
Best Used For: Sales reps who want to spend time focusing on their most promising leads to help them make more sales.
Compatible Platforms: LeadBoxer works with Gmail and Outlook.
Description:Freshsales is a CRM that shows users exactly what actions a lead has taken across platforms, then uses that information to create a lead score. Freshsales has a strong focus on email tracking and leverages the data to prioritize leads and give sales reps relevant talking points to guide their next call or meeting.
Best Used For: Companies that are looking for a powerful but compact CRM with email tracking apps capabilities built-in.
Compatible Platforms: Freshsales can sync with your email client of choice so that all of your emails are synced within the CRM and your inbox.
Pricing: Freshsales starts at $12 per user per month for small teams.
Email Tracking Extensions for Gmail
If you’re looking for a simple and straightforward tool that works with your Gmail to identify what emails have been opened, these are the email tracking apps for you.
Description:Boomerang is an email tracking app that can also schedule messages to be sent at a later time. It also returns messages to your inbox at a later date that you set. This allows you to get back to an email when you’re ready for it and clean up your inbox in the process.
Best Used For: Whether you’re in sales or HR, everyone will love Boomerang’s follow-up reminders to help them stay in touch with people who haven’t yet replied to their emails, this makes sales follow-up process much easier.
Compatible Platforms: Boomerang works with Gmail/G Suite.
Pricing: Track up to ten emails per month for free. Plans with unlimited tracking but limited additional features start at $5 per month. Unlock all of Boomerang’s features for $50 per month.
Description:Gmelius installs via an extension and tracks email activity such as opens and clicks. Gmelius also includes functionality for scheduling emails, calendar scheduling, creating to-do lists, saving email templates, and more.
Best Used For: Teams who want to work together without leaving their inboxes.
Compatible Platforms: Gmelius works with Gmail only. It can be used with Chrome, Opera, and Safari internet browsers.
Pricing: Gmelius’ email tracking can be used for free. Other features are limited in the free plan. Paid plans range from $9 per user per month to $49 per user per month.
Description:Mailtrack adds a series of checkmarks next to an email in your inbox. When someone has opened your email, the checkmark next to the corresponding email will turn green. This makes it easy to look through your inbox and see who has opened your emails at a glance. A popup notification also lets you know when your email has been opened.
Best Used For: Users who want to track emails at a glance with the help of visuals.
Compatible Platforms: Mailtrack works with Gmail via a browser extension for Chrome.
Pricing: The app is free to use for an unlimited number of emails. However, an email signature that says “Sent with Mailtrack” will be added to all of your emails. Paid plans range from $5 per month to $10 per month.
Description:Mailtracker is another simple app that provides email tracking only. The tool provides information on when your email is opened, how many times, and where the email was opened. The app is part of Hunter.io’s offering of products (Hunter.io is a popular tool for finding a person’s email address).
Best Used For: Users who want a lightweight and unobtrusive email tracking tool in their Gmail inbox.
Compatible Platforms: Mailtracker works with Gmail only and installs via a Google Chrome extension. Other internet browsers are not supported.
Pricing: Mailtracker is free to use.
Description:Mixmax offers email tracking, saved templates, calendar scheduling, in-email polls, and automated email follow-ups. A notification will appear in your inbox or Slack (if you use it) when someone has opened your email.
Best Used For:Teams who work in Slack and want to receive notifications without jumping between platforms and email tracking apps.
Compatible Platforms: Mixmax email tracking only works with Gmail. The tool integrates with Salesforce, Slack, and a few other platforms.
Pricing: Mixmax allows you to track 100 emails per month for free. However, an email signature will be added to any email you send. Paid plans, which include premium features and remove the email signature, range from $9 per user per month to $49 per user per month.
Description:Vocus includes features for email tracking, email reminders, email scheduling, and automated email follow-ups. It sets itself apart from competitors by specifying who engaged with an email when there are multiple recipients. It can also help you find the contact details of someone within a target organization.
Best Used For: Teams who need help finding a lead’s contact info without having to leave their Gmail inboxes.
Compatible Platforms: The tool works with Gmail only and installs via a Chrome extension.
Pricing: Vocus is available only via a paid plan. However, a 30-day free trial is available to demo the tool. Paid plans range from $5 per month to $20 per month.
Description:MailTag.io will let you know exactly when recipients open your emails with real-time desktop alerts. It also tracks the performance of your open rates, click rates, and more. MailTag allows you to schedule follow-up sequences or schedule personalized messages to send later.
Best Used For: Teams who want a lightweight email tracking tool with some automation capabilities.
Compatible Platforms: MailTag works with Gmail only.
Pricing: You can try MailTag for free, but paid plans start at $10 per user per month.
10. Checker Plus for Gmail
Description:Checker Plus for Gmail is simply a Google Chrome extension that enables you to track emails. Information such as who and when someone has opened your email is displayed as a popup notification. Features like email scheduling and email reminders are not available.
Best Used For: Users who want to add some functionality to their Gmail inbox without committing to a bloated or expensive app.
Compatible Platforms: The extension only works with Gmail.
Pricing: This extension is free to use.
Sales CRMs with Email Tracking Capabilities
If you’re in the market for a fully-fledged CRM, consider getting one that includes email tracking as a feature.
11. Hubspot Sales
Description:Hubspot Sales is a sales CRM offered by Hubspot. The email tracking extension shows who has opened your emails and who hasn’t. A notification will also popup when the recipient has opened your email.
Best Used For: Teams who need an all-in-one sales CRM that can also track email opens.
Compatible Platforms: With Hubspot Sales, you can track emails straight from your Gmail or Outlook inbox. Setup with Gmail will require you to allow Hubspot to integrate with your inbox. This is done by installing an extension to Google Chrome.
Pricing: Hubspot Sales is free to track up to 200 email opens. Paid plans start at $50 per month for one user.
Description:Accelo is one part sales CRM and one part team task manager. It offers the ability to schedule and track emails for your leads, then assign related tasks and projects to team members based upon their future workloads.
Best Used For: With its team inbox, Accelo is a solid choice for sales teams that work closely together to make more deals.
Compatible Platforms: Accelo integrates with G Suite, Office 365, Salesforce, and several other leading platforms.
Pricing: Accelo for sales starts at $39 per user per month.
Description:PhoneBurner is a power dialer that helps streamline the post-call workflow so that sales reps can spend more time on the phone and less on manual data entry or email follow-ups. Based on the call result, PhoneBurner can suggest personalized emails to send with one click.
Best Used For: Phone-focused sales reps that are looking for a tool that brings their calls and emails closer together.
Compatible Platforms: PhoneBurner is a CRM that can work with Gmail, Outlook, and a few other email servers.
Pricing: Unlimited dialing with PhoneBurner starts at $149 per user per month.
Description:Streak is a CRM that works in tandem with your Gmail inbox. The tool includes email tracking, scheduling emails, and email reminders. Team members can share emails, notes, and call logs to help tackle leads together.
Best Used For: Teams who want a lightweight CRM that meshes beautifully with their Gmail inboxes.
Compatible Platforms: Streak is a Chrome extension for Gmail only.
Pricing: Streak is free for personal use but has limited features. Paid plans start at $49 per user per month.
Sales Communication Automation Platforms with Email Tracking Capabilities
Perhaps the best way to handle your sales pipeline efficiently is with a platform that can automate much of your sales communication – like sales prospecting tools. Email tracking is an essential part of knowing when to trigger certain actions, such as a follow-up call.
Description:SalesHandy includes functionality for tracking emails, saving templates, scheduling emails, and creating automated email follow-ups. It’s free to use to track an unlimited number of emails. However, other features are not available in the free plan.
Best Used For: Users who are looking for a simple, free tool to track their emails without any frills.
Compatible Platforms: SalesHandy works with both Gmail and Outlook.
Pricing: Paid plans range from $7 per user per month to $40 per user month.
Description:Autoklose draws from a huge database of B2B leads to help prospectors connect with the right person every time. Schedule email sequences, track opens and clicks, and fine-tune the process at any time to continually boost engagement with leads. Reps can also choose to check in on leads who have ignored emails and try to re-engage with them.
Best Used For: Autoklose works well with any size for any sized companies, but solopreneurs may especially like its functionality for the price.
Compatible Platforms: Autoklose supports Gmail/G Suite and Outlook/Office 365.
Pricing: Autoklose starts at $50 per user per month.
Description: On top of email tracking, Yesware includes email scheduling, saved templates, calendar scheduling, and automated follow-ups. It syncs with Salesforce to make sure that all of your data is saved across platforms.
Best Used For: Sales reps who want email automation assistance that lives right in their inbox.
Compatible Platforms: Yesware works with both Gmail and Outlook.
Pricing: The tool is only available via a paid plan. However, a free trial is available. Paid plans range from $12 per user per month to $55 per user per month.
Description:SalesLoft specializes in automating email cadences that nurture leads. Use email tracking to see how individual leads are engaging with the process, then use at-a-glance email analytics to find ways to improve the open and click rates of your automated messages. The email tracking feature also helps informs sales reps about the best time to reach out by phone.
Best Used For: Salespeople who want to automate their emails, improve their messaging, and make their phone and digital outreach work better together.
Compatible Platforms: SalesLoft works with Gmail, Outlook, or your CRM.
Pricing: Contact SalesLoft to learn about current pricing.
Description: Outreach is the platform for automating sales touchpoints and personalizing emails at scale so sales reps have more time to book meetings and close deals. Email tracking allows you to categorize and prioritize prospects according to who opened and responded to a message, giving you a better understanding of the sales cycle.
Best Used For: Sales teams that want to quickly know who is most engaged with their emails so they can schedule more meetings with the right prospects.
Compatible Platforms: Outreach works with Gmail, Outlook, or your CRM.
Pricing: Contact Outreach to learn about current pricing.
Description:Cirrus Insights lets sales reps schedule drip campaigns, track email and attachment opens, set follow-up reminders, and schedule more meetings with the most engaged and promising leads. With Cirrus Insights, you can even update or take back attachments after you’ve sent them, which means no more embarrassing follow-up emails with the correct document.
Best Used For: Salesforce clients that are looking for a simple but highly useful add-on to their Gmail or Outlook inbox.
Compatible Platforms: Cirrus Insights works with both Gmail and Outlook. It also integrates with Salesforce and a few other CRMs so you don’t have to jump between platforms.
Pricing: Cirrus Insights starts at $27 per user per month for both Gmail and Outlook.
Description:Reply automates email outreach so that sales reps can focus on calls, meetings, and closing. It uses AI to track emails, then sorts leads by their level of interest. The program can even suggest email copy that is most likely to convert. There are optional plugins that make it easy to find contact information for new leads.
Best Used For: Single-person businesses might forgo a bulky CRM and instead rely on Reply as their main prospecting platform.
Compatible Platforms: Reply can be installed for Gmail and Outlook/Exchange accounts.
Pricing: Reply starts at $70 per month for an individual user and $200 per month for a team of three users.
Description:InsideSales.com Predictive Playbooks uses AI to create outreach cadences based on the previous behaviors of individual leads. Playbooks can suggest better email addresses or phone numbers for contacting leads than what sales reps already have on file. Email tracking allows reps to always be connected to their leads and follow-up at the right time.
Best Used For: Sales reps that want to let AI do all the heavy lifting and drastically increase the efficiency of their outreach.
Compatible Platforms: Predictive Playbooks can integrate with your email client and CRM of choice.
Pricing: Get in touch with InsideSales.com to learn about the pricing of Predictive Playbooks.
Description: PersistIQ has a lot of the features you’ve come to expect from a sales engagement tool, including email templates, multiple touchpoint scheduling, and open and click tracking. What sets PersistIQ apart is its clean, intuitive design that teams can use intuitively and adopt immediately.
Best Used For: Sales teams that are looking to augment their existing CRM or Gmail inboxes with personalized sales emails at scale.
Compatible Platforms: PersistIQ integrates with many CRMs. It also has a plugin so you can access its templates within Gmail, then log emails to Salesforce.
Pricing: PersistIQ starts at $40 per user per month.
Description:SmartCloud Connect is a tool that appears as a sidebar within your Gmail or Outlook account. The sidebar can pull data about a lead from Salesforce, show email open and click tracking, and supply message templates from Salesforce. With SmartCloud, it’s easy to log emails to Salesforce and set reminders that keep you on task.
Best Used For: Sales teams that want a tool that can maximize productivity within their inbox and reduce the amount of time they spend switching over to Salesforce.
Compatible Platforms: SmartCloud integrates with Outlook, Gmail, and Salesforce to keep everything synced across platforms.
Pricing: SmartCloud starts at $15 per user per month.
Email Tracking Apps with Unique Features and Use Cases
Looking for something with specific functionality? These email tracking apps work well for internal communications,
Description:Bananatag is an email design and tracking app specifically for internal communications. With Bananatag, you can create beautiful company memos and newsletters within your email client, get feedback from employees, and measure open and click rates.
Best Used For: Managers who want to make sure that employees are opening and engaging with important company messages.
Compatible Platforms: Bananatag works with both Gmail and Outlook.
Pricing: Get in touch with Bananatag to learn more about their custom pricing.
26. Contact Monkey
Description: Contact Monkey is an app that can work for internal communications or sales. The app features email tracking, email scheduling, and saved email templates.
Best Used For: Teams who want a sidebar within their inbox to help compose, schedule, and track emails.
Compatible Platforms: Contact Monkey works with both Gmail and Outlook.
Pricing: Contact Monkey is available via a paid plan only. However, a free trial is available. Paid plans for sales range from $10 per user per month to $25 per user per month. Get in touch with Contact Monkey to learn the price of their internal communications product.
Description:Nimble is true to its name and organizes events, tasks, your pipeline, and email tracking into one clean, easy-to-understand dashboard. Sales reps can quickly see where they stand and make smart decisions about their next action. Reps can also get more detailed views of their leads, including their history of activity and the upcoming activities scheduled for them.
Best Used For: Sales teams looking for an intuitive dashboard should look to Nimble. Office 365 users in particular will love Nimble’s CRM solution.
Compatible Platforms: Nimble is designed to work Office 365 and G Suite.
Description:Groove frees up hours of employee productivity by syncing Salesforce, Gmail, and Google Calendar data. It also offers email open and click tracking, as well as the option to schedule a message to send later. Plan automated email sequences and let Groove take care of the rest.
Best Used For: Groove works best for teams that are already using Salesforce and want to have their emails, calendars, and CRM data automatically synced.
Compatible Platforms: Groove works with Salesforce and Gmail.
Pricing: Get in touch with Groove to discuss the best pricing for your business.
Description:ClearSlide is a content creation and management platform teams can use to help engage their leads. With ClearSlide, not only do sales reps get alerts about email opens and clicks, but they also get detailed reports about how leads are engaging with their content. Users can see what parts of their content are working and what needs to be improved to maximize engagement.
Best Used For: Teams that need help making email content, then analyzing it to see what needs to be tweaked.
Compatible Platforms: ClearSlide integrates with Salesforce or Microsoft Dynamics CRM.
Pricing: ClearSlide starts at $35 per user per month.
Description: Tellwise has a ton of features that make it a natural addition to your inbox. The tool alerts you when a lead is reading your content, then gives you the option to immediately engage with them via a chatbox. Know when leads read a proposal and shared it with a colleague. Tellwise even offers one-click calling to help you get prospects on the phone faster.
Best Used For: Sales teams that want a lightweight but effective tool to supplement their Gmail or Outlook inboxes.
Compatible Platforms: You can use Tellwise from within Gmail, Outlook, or Salesforce.
Pricing: Get in touch with Tellwise to learn about current pricing.
Use Email Tracking Apps to Speed Up Your Sales Cycle
For a complete look at how to get started with email tracking apps, how it can benefit you or your business, and best practices for success, we recommend you take a look at our email tracking guide.
According to research, the average B2B buyer is already 67% of the way through the buying journey before having extended contact with a salesperson. By that time, they’ve likely formulated some ideas about possible solutions to their pain point. And might even be leaning toward buying from your competitor.
Intent data is the key to identifying those leads sooner, nurturing them earlier in their buying journey, and making more sales. This comprehensive guide will outline the fundamentals of intent data, including:
By the end, you should know exactly how intent data fits into your marketing and sales processes. You’ll also learn how to pick the right intent data supplier for your needs. So you don’t end up with the wrong strategy for your business.
What is Intent Data?
Intent data shows the likelihood that a person or company is in the market to purchase a solution for a pain point. It’s derived from information about the online research contact or account is conducting about a particular topic. As well as context clues that might signal their purchasing intention. Topic and context data are the two main types of intent data. Both rely on tracking cookies, cross-domain tracking and IP addresses to form a complete picture.
If a hiker needs to buy new hiking boots, she may scout online reviews of top brands. Before she ever goes to the store and tries on a pair. Anyone looking at her search history might assume she’s interested in the topic of “hiking boots”. The same is true of B2B leads and target accounts. Forrester claims that 68% of B2B buyers research by themselves, a significant increase from 53% in 2015.
In addition, 47% of buyers viewed 3-5 pieces of content before connecting with someone in sales. Even before signing up for a free trial of the software that might solve their problem, your lead is probably researching their pain point and weighing multiple options. Topic data tells you what they’re researching. There are four types of topic data available.
Anonymous First-Party Behavioral
These are unknown visitors to your company’s site and the actions they take while there. They haven’t yet filled out a form or explicitly revealed information about themselves. However, it’s possible to identify their company by tracking their IP address. A lead generation tool like LeadBoxer can help fill in the gaps and show more contact information about these otherwise anonymous visitors. Consequently giving a more complete picture of who they are and what they’re researching on your site.
Known First-Party Behavioral
These visitors to your company’s site have provided their contact information by filling out a form, therefore they are “known” individuals. Lead generation or marketing automation software can track what pages they visit and other ways they engage with the site.
Anonymous Third-Party Behavioral
These are unknown visitors to sites you don’t own but that might still be relevant to your business. You can track different topics over a network of sites and see what’s most popular.
If you’re a supplier of project management solutions, and someone from a company that fits your ideal customer profile is reading articles about “project management” on Business Insider, you can access that information through intent data suppliers. A few of which we’ll review in a future section.
Known Third-Party Behavioral
These are visitors to sites you don’t own that have shared some of their contact information. Like with anonymous third-party behavioral, you can access their information and the topics they’re researching through the right supplier.
Context data tells you whose intent data is valuable and who only has a passing interest in a topic. There are a few details that are especially useful for establishing context.
If a sales professional is researching “sales pipeline management”, it’s possible they’re looking for a CRM tool that can help manage leads. If a marketing professional or content creator is researching the same topic, it may be more likely that they’re putting together a blog, video, or another piece of content on the subject.
Job Postings or Leadership Changes
Job postings and leadership changes can tell you whether or not to reach out to a lead. If you sell advertising services but the target account is in the process of looking for a new marketing director, now might not be the best time to approach them. And if the account has announced the recent hire of a marketing director, it’s a better opportunity to pounce and offer a better option than what the predecessor left behind.
A new round of funding is another indicator that a company could be open to new solutions, both because they have a bigger budget and because they may be growing their operation and need more sophisticated tools to manage their company.
Did new legislation just pass that requires an account to operate their company in a certain way, or opens them up to new business? If you have the solution they need in response to these changes, this context lets you know if you should act.
Keep a close eye on accounts that make the news. Press about an expansion of operations or increase in earnings might indicate that they need new solutions, while bad press may mean that they need some space to do damage control before focusing on other things. However, not all bad press is a sign to stay away. If an account makes the news for poor customer service, maybe now is the time to reach out and offer information about your CRM software.
What to Use Intent Data For
There are several uses for intent data, but before diving into the specifics, know that if your competitor isn’t already using intent data, they might soon. Polls show that nearly a quarter of B2B companies are already using intent data, while another 35% plan to use it within the next 12 months. Using intent data in some capacity will become increasingly necessary to stay competitive. These are the main ways that it can benefit your business.
Reaching Leads Early
The most obvious use of intent data is to establish contact with leads earlier in the buying journey. Getting in touch with leads before other salespeople do is one of the biggest ways to get a leg up on the competition; research shows that in 70% of cases, the first salesperson to connect with a lead is ultimately who they give their business to.
Context data can help make a distinction between who is actively researching a pain point and who is just reading about a certain topic without any intention of making a purchase. This information illuminates whether or not a lead fits your ideal customer profile. A tool like LeadBoxer quickly shows you the highest priority leads by allowing you to search by filters such as location, industry, and company size.
First-party leads that give off certain signals can trigger automatic marketing or sales processes, such as an email series, that can instantly start nurturing them when it matters most.
Hone in on what content works best at engaging first-party leads, and what needs more refining.
Personalization of Outreach
By knowing what topics and articles leads are researching, sales agents can personalize how they make contact and develop a relationship with them. They can mention specific topics and establish relevance quickly to capture and hold a lead’s attention.
Get even more granular with your advertising strategy by honing in on leads who give off certain signals. That way, you’re not wasting any of your advertising dollars on people who only have a passing interest but have no intention of buying your product.
Targeted Account List
Develop a list of accounts who are engaging with third-party sites about relevant topics but aren’t yet engaging with your company. You’ll be able to connect with leads who your sales team might have otherwise never considered.
Analyze and Retain Customers
Intent data works with existing customers, too. Monitoring what current clients are researching so you know if they’re thinking about switching to a competitor or if there’s something you can upsell them on. With intent data in your toolbox, you can continue to anticipate and solve problems long after the initial purchase has been made.
How to Obtain Intent Data
There are several intent data vendors out there who can help you access intent data on your site or data available on third-party sites.
First-Party Intent Data Vendors
First-party intent data is nothing new. You may already have access to some thanks to free tools such as Google Analytics. Other vendors can provide you more details about who is visiting your site and turn anonymous visitors into known visitors.
Google Analytics is a free tool that monitors the activity on a site, such as page views and how visitors arrived at the site. While it can’t identify individuals, it can hone in on IP addresses and show you what accounts are active on the site.
In the example above, several businesses use branded aliases, making it possible to identify which accounts are visiting a site. However, Google Analytics can’t provide any further context than that. It also can’t go into detail about what the visitors’ unique actions were on the site.
LeadBoxer catalogs all known visitors to your website. If a visitor fills out a form, the information they provide automatically populates their profile within the software. LeadBoxer can then calculate a lead score for that person using other data points such as what pages they visited, what topics they seem most interested in, and how engaged they are with the site.
With this information, you’ll know exactly when to act on a lead. LeadBoxer takes it one step further and can help identify previously unknown visitors. For example, if the visitor didn’t fill out a form but arrived at the site via LinkedIn, LeadBoxer can trace back to that person’s LinkedIn profile and use the information to populate the visitor’s information within the software.
Like LeadBoxer, BounceX can identify many website visitors (40-70%) who would otherwise remain anonymous. It then creates personalized marketing experiences – similar to account-based marketing – for these visitors based on their engagement.
BounceX can automatically engage with visitors who have not yet filled out a form or appear that they’re about to leave the site. In a way, it identifies users who are displaying intent and then begins to nurture them before a sales agent ever steps in.
While sophisticated, BounceX is said to have nearly a $4,000/month price tag, making it a serious investment for most businesses. It also doesn’t prioritize showing you accounts who express high intent but instead tries to let the AI nurture users through website personalization.
Third-Party Intent Data Vendors
If an account is researching topics around the web that are relevant to your product or service, these solutions will help you find them.
Bombora can tell you what companies are expressing active intent to purchase your products or services long before someone from that company ever lands on your site. This tool does this by monitoring 6,000 intent topics across 3,800+ publisher websites.
Bombora only tracks IP addresses, cookie IDs, and company domains provided by the publishers’ registration data. They can tell you what companies are expressing intent, but they can’t tell you exactly which employee is doing the research or who your sales team should engage with. In short, there’s no context data with this vendor.
Aberdeen bought The Big Willow, and intent data supplier, back in 2018. They offer a lot of the same value that Bombora does but take it a step further by integrating their solutions into Salesforce.
Companies expressing active intent pop up in the Salesforce dashboard so sales teams know exactly which accounts to jump on. You can also see how those accounts will impact the pipeline. You can also choose to integrate Aberdeen Marketscape, a product that shows all the topic keywords researched by each account showing intent.
This helps establish more context. If you’re not already using Salesforce, getting started with Aberdeen’s intent data (and then Marketscape) might be a little too complicated and cost-prohibitive.
How to Select an Intent Data Vendor
There are several different suppliers of intent data out there. It’s important to work with the one that best fits the needs and size of your company, or else you risk losing time and money. Here are a few considerations to keep at the top of mind when screening vendors.
How many sites are in the vendor’s network?
Ask this question if you’re considering third-party data vendors. The network refers to the websites they monitor, which tend to be publisher sites like Forbes. The larger the network, the better, as this gives them a bigger pool of data to draw from.
How many topics does the vendor monitor?
Third-party data vendors monitor a finite amount of topics. At the time of this writing, Bombora claims to have nearly 6,000 topics in their system, while Aberdeen claims to have hundreds of thousands of keywords at their disposal.
Can the vendor give context?
On its own, a list of names and topics they’re researching isn’t very useful. You need context to know if their company fits your ideal customer profile, as well as what their job title is and if they have any purchasing authority. Third-party data vendors can’t give much context at this time, but some solutions for first-party intent data can.
How to Use Intent Data
Trying to make use of intent data in its raw form is inefficient. Intent data works best when used to calculate a lead score. A lead score is a concise, visual way to describe how promising the lead is and therefore how much it’s worth pursuing them.
Some solutions, like LeadBoxer, will not only capture intent data but will automatically input it into a lead score. You can adjust what data points to use for calculating a lead score based on the needs of your company.
Here are three of the most important factors to keep in mind when adjusting what data points to use for a lead score.
This is as simple as asking the question: does this lead fit our ideal customer profile? Are they the right size company, in a certain location, etc.? If an account showing active intent doesn’t fit the mold of your ideal customer, then their lead score will go down.
Take into consideration not only the topics researched by that account but the frequency and recency of the research.
Has this account not only engaged with relevant third-party pages, but with your site or social media profiles? A solid first-party data vendor will be able to track and show you individual actions. Use that information to increase their lead score. The more specific the data points used to calculate a lead score, the more accurate and useful the lead score will be. This will help weed out accounts that aren’t the right fit or are researching topics without having any intent to buy a product or service.
When Intent Data Isn’t Enough
Intent data isn’t a magic bullet for identifying leads earlier. There are limitations to this technology that will hopefully improve as time goes on. Be aware of the following when incorporating intent data into your marketing and sales processes.
When a Visitor is Registered Under the Wrong IP Address
If an unknown visitor to your site or a third-party site is registered under the wrong IP address, you won’t be able to tell what company they work for. This often happens by accident but nevertheless makes it impossible to identify the correct account.
When a Buyer is Conducting Research Out-of-Network
Third-party intent data vendors like Bombora and Aberdeen don’t aggregate data from every corner of the internet. They only draw information from sites within their networks. If a buyer is researching on sites not covered by that network, then you’ll never know.
Decay Rate of Third-Party Data
Given the amount of content people consume regularly, you shouldn’t expect sales agents to always be able to reach out to a lead and reference content they read a week or two earlier.
Third-Party Data Lists Account But No Contacts
Bombora and Aberdeen only list the account, not the contact information of the individual who was searching.
While it’s certainly useful to know which accounts have an interest, you’re still limited by not knowing who to reach out to.
When Used At the Expense of a Sustainable Sales Pipeline
Relying on intent data is no reason not to have robust marketing strategies that help draw new leads into your sales pipeline. Like most sales tactics, it’s best used in tandem with other processes.
Get an Edge Over the Competition With Intent Data
Intent data is a hot technology that more and more businesses are using to gain an edge over their competitors. By seeing what topics leads are researching, you can reach out to them sooner and have a better chance at closing the deal. While it’s not the end-all, be-all way to keep your sales pipeline full, it is a valuable tool to have at hand.
Third-party intent data still isn’t as precise as some would hope it to be. Vendors can only provide accounts, not individual contacts, and don’t offer much in the way of context data. Third-party data also decays more quickly than first-party data.
Some first-party data is free and already at your fingertips via Google Analytics. A tool like LeadBoxer can keep you apprised of who exactly is visiting your site whether or not they’ve filled out a form. It’s also easy to get context data and use each data point to calculate a lead score, showing you exactly which leads to act upon at that moment.
It’s a commonly cited statistic that only 2% of sales are made during the first meeting. That’s about a one in fifty chance that your initial pitch will result in a done deal. A strategic and optimized sales follow-up process is your best bet for getting the results you want.
In this article, you’ll learn how to set up your sales follow-up process from start to finish so that it’s primed for success. While setting up the process may seem daunting, the right CRM tool or email tracking app can help you automate many parts of the process. This allows you to focus on the steps that require a personal touch so your leads feel valued and more willing to buy.
To set up your sales follow-up process for success, start by automating the process from the beginning of your pipeline. This is the point where you collect data on potential leads, pinpoint high-quality contacts, and make your initial outreach. Automating this process will help you invest time in only the most promising leads.
1. Capture Leads
The first step of your pipeline is to gather information on potential leads. Common ways of doing this include contact forms on your website, email list sign-ups and activity, or even simply interacting with certain pages and social media profiles.
To set up your sales follow-up process for success, start by automating the process from the beginning of your pipeline. This is the point where you collect data on potential leads, pinpoint high-quality contacts, and make your initial outreach. Automating this process will help you invest time in only the most promising leads.
1. Capture Leads
The first step of your pipeline is to gather information on potential leads. Common ways of doing this include contact forms on your website, email list sign-ups and activity, or even simply interacting with certain pages and social media profiles.
Not all leads are created equal. Some will be worth your effort more than others. A leadscore is a single number that helps you quickly identify who is most likely to buy.
Many CRM tools and lead scoring software calculate the leadscore by tracking a lead’s website visits, newsletter opens, website clicks, social media engagement, and more.
Using a leadscore offers numerous benefits for your sales process, including increased measurable ROI, conversion rates, and sales productivity. The infographic below takes a look at a few of these benefits in more detail:
Kentico’s 2014 survey showed that over 60% of companies already used or planned to use lead scoring techniques. If you’re not already taking advantage of this tool, you could be missing out on benefits that your competitors aren’t.
A tool like LeadBoxer can generate the most accurate leadscore possible by comparing the criteria for your ideal buyer to the online behavior of your potential lead. From there, you can use this information to decide whether or not to continue the sales process with this particular contact.
3. Create an Alert
After setting the criteria for a promising lead, you can create an alert with your CRM tool for when that lead next engages with your website, emails, advertising, or social media. By calling a lead immediately after they express interest in your brand, you increase your chances of establishing contact with them significantly.
According to a study by LeadResponseManagement.org, the odds of contacting a lead if called in five minutes versus 30 minutes after that lead expresses interest drop 100 times, therefore it’s essential to make contact as soon as possible after lead activity.
4. Initiate Contact with Leads
When it comes to reaching out to leads, the email versus cold calling debate rages on. With so many studies, statistics, and lists out there touting the benefits of one method over the other, it can be difficult to decide whether or not you should initiate contact with an email or a phone call.
Your CRM tool can help you decide.
Take a look at what you know about the lead. Is this person higher up in the organization and likely to have a packed schedule? Email might be the way to go.
Are they older or seem like they might prefer a more personal touch? Consider picking up the phone. However, if you call and leave a voicemail, it’s good form to immediately follow up with an email recapping the purpose of your call.
Whether reaching out by email or phone, follow this formula for a message that gets noticed:
Open with a clear reason for connecting. Skip the bland and overdone openers like “I just wanted to touch base about…”. Get straight to the point by introducing yourself, then defining how your product or service can solve your lead’s potential problem.
Add value. This initial contact is not actually the time to make your pitch unless you want to risk turning some leads off. Warm up and nurture leads by offering them something of value for nothing, such as a free resource, whitepaper, or consultation.
End on a clear call-to-action. Give leads a reason to get back in touch. Offer to schedule a meeting so you can explain how they can make the most of the free resource you just sent them.
By beginning your lead qualifying process with this automated and strategic method, you’ll be able to easily book meetings where you can make your actual pitch.
Sales Follow-Up Timeline: When to Send Follow-Up Emails
You’ve made initial contact, had a formal meeting where you made your pitch, and feel confident about your lead. But remember that only 2% of first meetings end in a sale. More than likely, you need a consistent sales follow-up process to bring the deal home.
However, if your initial email (or even your post-pitch follow-up) receives a “no” response, don’t give up just yet. A popular statistic confirmed by multiple studies reveals that 80% of leads will say “no” to an offer five times before they eventually say “yes.” Sending follow-up emails at strategic times is therefore a necessary and common part of the process.
If you aren’t already using one, you should use a CRM tool or email tracking app to help you complete the next steps. Knowing whether or not your emails remain unopened or not will influence when you send a follow-up message, as well as what kind of message to send. This list of 10+ best email tracking apps for Gmail and Outlook can help get you started.
Free E-Book: Click here to download LeadBoxer’s free E-Book, “7 Things to Consider in an Email Tracking App”
Here’s a list of the kinds of follow-up messages to send and when to send them:
After You’ve Formally Met and Made Your Pitch
By now, you’ve hopefully had a meeting where you formally made your pitch and the lead was qualified enough to continue the sales process. You’ll then need to send a post-pitch follow-up in order to carry you to the next stage. Follow up 1-2 days later with a message like this:
Show your appreciation. Quickly thank the lead for meeting or speaking with you.
Review their pain point. Restate any of the lead’s pain points that arose during the meeting and how your product or service can solve those problems.
Answer any questions raised during the meeting. If you promised to look into a lead’s problem or question during the meeting, review your findings now. This is also a good time to attach a particular resource, such as a whitepaper, that would address the lead’s question or pain point.
End on a call-to-action. Don’t let a good thing go to waste. Be direct in asking the lead how they would like to move forward.
When the Lead Needs to Consult with Their Supervisor
Sometimes the lead you pitched may need to consult a supervisor before making the final decision to buy. In this scenario, you’d want to follow up 4-5 days after making the pitch. This gives the lead enough time to speak with their team. Use this structure to reach out:
Show your appreciation. As with the first follow-up email, quickly thank the lead for meeting or speaking with you.
Reference the boss. Ask what their colleague or higher-up thought of your proposal.
Make a clear call-to-action. Ask for a quick follow-up meeting to discuss the next steps.
When the Lead Opened Your Email But Didn’t Respond
Your CRM tool or email tracking app shows that the lead opened your email or clicked a link or attachment inside but didn’t respond. This might happen when you try to make initial contact, or if you send along an additional resource after making your pitch. Contact them soon (within 1-2 days) with the following message:
Ask how they liked the resource
A simple “How are you enjoying XYZ whitepaper?” will do.
Offer to walk them through it. Mention how you can help them get the most out of the resource in order to solve their business problem.
End on a call-to-action. Offer a time and date when you can talk them through their questions.
When You Need to Follow Up the Unanswered Follow-Up
If after a few more days your follow-up remains unanswered, try engaging them with more valuable content. For businesses that create blog posts or whitepapers as part of their content marketing strategy, this is a fairly pain-free step. Use this template for composing your email:
Ask again if they’ve taken a look at your resource. Even if they haven’t responded to your first follow-up, remind them of the valuable asset you originally offered them.
Offer another resource. A second article or piece of content from your company’s website may be a better fit for answering this lead’s questions.
Ask how to move forward. As always, end on a clear call-to-action, in this case by asking if they’re still interested in your product or service and would like to discuss how to move forward.
When It’s Time to Break Things Off
It’s a bummer, but it happens. After several unanswered and unopened emails, it’s probably time to break things off. However, some sales reps report that this email gets as much as a 76% response rate. Consider the following structure to make the most of a graceful exit:
Mention that you haven’t been able to get in touch. Keep this light and non-judgemental, or you risk putting off the lead. Things happen, and maybe they’ve just been really busy.
Ask if there’s a better time to connect. Fiscal years, budget planning, or waiting on additional sources of funding can play a huge role in whether or not your offer can even be considered at present.
Ask to close their file. If timing doesn’t play a role in their decision, ask the lead if you can close their file. This final call-to-action is sometimes enough to elicit the response of an interested lead who has simply been too busy.
With any of these follow-up emails, a CRM tool or email productivity app will allow you to compose your messages in advance. You can then schedule them to send at the desired time or in the event that one of your previous follow-ups is unopened or unanswered.
Sales Follow-Up Tips & Techniques
The following tips and techniques can help optimize your sales follow-up process, no matter where you are in the pipeline.
Schedule and Automate Follow-Ups…
Scheduling your responses to send according to the timeline above is essential for keeping your sales process moving. Many CRM or email productivity tools will allow you to compose and schedule emails to send at a later date, or in the event that a previous email went unanswered.
…But Don’t Automate Email Content
While it’s a good idea to consult email templates for how to structure your responses, avoid leaning too heavily on the same template and language for every lead. People know when they’re receiving a formulaic response and may opt to pass on your offer. Taking the time to craft a personalized response shows how much you value their potential partnership.
Keep Emails Brief
In a world where inboxes are becoming increasingly cluttered and attention spans increasingly short, it’s best to keep your emails to the point. Boomerang, a provider of email productivity software, did a study on over 40 million emails to find out what the response rates were for different email lengths:
Boomerang’s results show that there’s a bell curve to response for email lengths. Write an email that’s too short or too long and you decrease your chances of getting a response. The sweet spot for email length is between 50 and 125 words, which earn response rates of 50% or more.
Avoid Bland Statements
Opening statements like “I wanted to circle back…” are tired and signal that you don’t have a clear reason for getting in touch. Be direct instead, often by referencing the lead’s previously established pain point and how you can solve it.
Back Up Your Claims
It’s not enough to claim that you can solve a lead’s pain point. Back up your statement with a compelling result, metric, or customer testimonial. This helps establish trust between you and your lead at every stage of the sales process.
This long-standing advice is as true as ever: remember that you’re a human first and a salesperson second. The same goes for your lead.
Approach them with the same respect and understanding that you would afford a friend, colleague, or acquaintance. Not only will you see better results, but you may also see an increase in your own personal job satisfaction.
While the sales follow-up process is relatively straightforward, you quickly learn that there are a lot of moving parts. The right tools will help you automate and optimize the process for better results and better account expansion. While there are countless options out there, here are a five to get your search started:
LeadBoxer features automated solutions for many of the steps covered in this article. The tool collects and populates contact information for leads that visit your site, open your newsletters, or exhibit other online behaviors.
It then assigns leads a score to help you decide if you want to continue the sales process with them. There’s also an alert function so you know the best time to reach out and make initial contact. Once you do, LeadBoxer’s Gmail extension makes it easy to track and analyze all the emails you send.
HubSpot’s CRM has much of the functionality you need to automate your sales follow-up process. The interface features a kanban-style board so you can quickly see which stage of the sales pipeline each lead is in.
You can also schedule personalized emails, track opens and downloads so you can respond immediately, measure the performance of email templates, and show availability for easy scheduling.
Like HubSpot, Agile CRM allows you to track which phase of the sales process each lead is in.
It records each interaction with the lead and creates events for calls, meetings, follow-ups, and more. On top of that, it analyzes lead behavior and calculates a leadscore so you can decide when and how to proceed.
Gmelius is a free solution for someone who wants a lightweight tool seamlessly integrated with their Gmail inbox. The tool tracks emails and delivers instant feedback so you can send the right follow-up.
You can even see which templates are most effective, then personalize and schedule them easily. Leadscores and contact overviews are not a feature, but Gmelius can be integrated with a more full-service CRM to cover all your bases.
Like Gmelius, Pipedrive focuses on a few core strengths for sales teams that prefer a lightweight tool. Its key features include tracking emails and calls, an interface that provides a streamlined overview of where everyone is in the sales process, and prioritized follow-up tasks that automatically shuffle to the top of your to-do list.
However, emails cannot be composed and scheduled to send automatically and there’s little insight into how likely your contact is to buy.
Each sales team will have different needs and considerations. No matter how much or how little automation and functionality you want, there’s likely a reasonably priced (or free) tool that will optimize your sales follow-up process.
What to Do After Closing a Sale
You did it. With the help of the right tool, you were able to successfully nurture your lead and close the sale. However, the sales follow-up process doesn’t end there. Here are a few tips for making the most of the deal and laying the groundwork for a second sale:
Send a Thank You Note
While this step is hopefully common sense, it’s important enough to warrant repeating. Send a quick but heartfelt thank you note immediately after finalizing the deal. By thanking your customer for doing business together, you ensure a lasting partnership (ie. a repeat customer).
After your new customer has had time to get to know your product or service, reach out to see how they’re enjoying it. Soliciting feedback is also useful for improving your product and your customer experience. This step establishes trust and grows the relationship in preparation for the next step.
Make a Second Sale
By developing a relationship with your customer, you will have hopefully primed them to resign their contract automatically. If they don’t need to resign a contract but there’s an opportunity to make an additional sale, now is the time to start that process. The work you’ve done to create your first follow-up process will help you do it.
Start Building Your Automated Sales Follow-Up Process
Reaching out to leads at the right time and with the right message can make or break your sales process.
From capturing and qualifying leads to making contact and setting meetings, a high-converting sales follow-up process can have a lot of steps and moving parts. It can quickly become too much to manage on your own, unless you like inputting data into spreadsheets and setting countless reminders on your calendar.
Luckily, the right tool for your needs can streamline much of the process. Setting alerts, tracking unanswered emails, and sending previously composed emails at scheduled times can simplify your job and allow you to focus on what matters, aka communicating in a compelling, meaningful, and human way.
Finding someone’s email is a crucial part of cold email outreach, here some email lookup tools can help. Without it, you’re left to call or message them via Twitter or LinkedIn. All of which are likely to lead to low reply/answer rates. With someone’s email address and the right email tracking app, though, you can reach out them directly, know that the email has arrived in their inbox, and find out whether or not they’ve opened your email.
While some prospects list their email publicly on social media and our their website, others require a little more work. The good news is you don’t need to be a professional detective to find a person’s email addresses.
We’ve scoured the internet for the most popular email lookup tools on the net, to help you source and approach your candidates with ease. Take a look!
LeadBoxer is the ultimate tool for email lead generation. This GDPR compliant marketing tool comes with everything you need to safely capture and convert prospects for your business. LeadBoxer offers multiple ways to identify potential customers, filter your email lists, and qualify your leads through dynamic scoring. This is one of the best email lookup tools there are.
With the app, you can also receive notifications and updates when specific customers engage in conversion activities on your site or read your emails. Additionally, you can identify the contact information of your website’s visitors. This reduces the need for spending time finding leads to reach out to.
Find email, social, and phone links for more than 250 million professionals around the world.
RocketReach has a vast archive of contact opportunities. With a state-of-the-art database featuring more than 6 million companies, RocketReach can find almost anyone. You can even find phone numbers to follow up.
You’ll never need to waste time on manual prospecting again. $49/month offers access to the RocketReach API and 170 custom lookups.
3. Find That
Self-described as “The Yellow Pages of Email”, Find That is one of the most powerful email lookup tools.
Simply type in your prospect’s name and company into the search box, and Find That will automatically return a list of emails for that specific person. The list ranks contacts by “confidence”. This means that the email addresses you see first are the ones most likely to be legitimate.
A free plan is available with 50 searches included per month. Premium plans start at $29/month for 500 searches.
Track verified email addresses with a single click using LeadGibbon.
The Sales Navigator application allows you to search by industry, job title, location, company size, and more.
You can even export the data you collect to Google Sheets. Alongside contact details, the system also records names, titles, company, industry, and location. LeadGibbon has a huge database, along with up to a 99% match accuracy.
An email lookup tool designed for Google Chrome users, Vocus.io is a comprehensive email solution that expands your Gmail capability. Just one of the features included in the system is email prospecting. The tool also includes email tracking, scheduling, and snooze functionality.
To use email lookup tools, type the name and company domain of the person you want to connect with into the search bar. Vocus.io will create a list of possible email addresses, which it runs through a “verification” service. There’s no bulk search available on Vocus. Pricing starts at $5/month.
6. Voila Norbert
Voila Norbert makes it easy to find any email address. Create an account and you’ll instantly receive 50 free searches. To find someone’s email, type the company domain and person’s name into the tool’s search bar, and Norbert will generate a result. You are only charged for emails that that tool is able to find.
The starter plan is available at $49/month for 1,000 leads (emails found). You can also purchase credits on a pay-as-you-go basis at $0.10/lead.
Previously known as “Email Hunter,” Hunter is a popular email lookup tool that allows you to search for emails by domain. To use the tool, you simply enter in a company’s URL and Hunter will return a list of emails that belong to that company.
There is a free plan available for 100 “requests” (email searches). Paid plans start at $39/month for 1,000 requests.
Hiretual is an email prospecting app that pulls information from Twitter, LinkedIn, and Facebook. This chrome extension finds email addresses and picks up additional information such as a person’s compensation range and seniority level.
Using artificial intelligence, the service collects information from around the web to build a full profile on the person you’re looking for. The service integrates with Gmail and Outlook. There is a free trial available that offers 10 searches a week and a premium plan offering 200 searches for $89 per month.
9. Email Lookup Tools: Lusha
This email search tool isn’t just fast and efficient; it’s also personal. Companies can customize the Lusha experience by adding the service to Salesforce, LinkedIn, or Twitter. There’s also a “Contact API” available for developers to plug into their existing technology stack.
The free trial comes with 5 searches per month for a single user. After that, you can choose from the “Essential” plan, for $25/month which offers 30 searches for one user, or the “Professional” plan at $69/month with 100 searches for up to 10 users. There’s also a “Premium” option with 300 searches for 25 users at $139/month.
Intended for account-based sales, FindThatLead is quick and easy to use. Type a company URL into the search bar and click “Find Leads” to generate a list of email addresses within that company.
The free plan includes 10 daily credits (searches) a month. Alternatively, you can upgrade to a small business plan for $29/month to access 1,500 monthly credits.
Toofr is a service that sells email lists. You can search for lists based on industry, company, job title, and more. Pricing for lists varies based on the specific list you’d like to purchase.
Toofr does have an email finder tool. To find the address of a specific person, all you have to do is enter in their full name and their company URL. Toofr’s monthly plan cost $9/month plus $0.01 per credit – each credit equals one search.
With Anymail Finder, you can look up email addresses by entering a person’s full name and company URL or name. You can test the tool once for free without creating an account. After that, you’ll receive access to 20 free searches by signing up.
Premium plans are available at $49 per month for 1,000 verified emails. You only pay for emails that Anymail Finder knows won’t bounce.
If you’re hoping to gather prospects from your LinkedIn network, then Nymeria is the perfect tool for you. Offering users the chance to find emails with a single click, the browser extension scans through LinkedIn profiles to find verified email addresses. Once found, you can export emails to a spreadsheet.
Nymeria offers various plans, including their “Personal” plan at $9/month, which enables you to search for up to 1,000 emails, their “Professional” plan at $19/month for 3,000 email searches, and their “Startup” plan at $49 per month for 10,000 searches. There’s also an “Enterprise” option at $99/month for 25,000 email searches.
Clearbit is an advanced email search tool that integrates with your CRM system. It currently supports Segment, Zapier, Marketo, and Salesforce. It also comes with a “Connect” feature which works with Gmail and Outlook.
The “Prospector” system scans through 20 million companies to create lists of targeted accounts that fit specific criteria for your business needs, like the number of employees within a company, or preferred technology stack.
Once you find the contacts you need, you can import them directly into your CRM system. Pricing varies depending on your needs but the “Prospector” package for Salesforce is $999/ month.
15. LinkedIn Sales Navigator Lite
Another powerful email tool that integrates with Gmail, LinkedIn Sales Navigator Lite is an extension for Chrome owned by LinkedIn. Once you install the extension, you can compose new emails in Gmail by typing a potential address into the “To” field. The system will draw data from LinkedIn to help find email details.
This tool gives you an opportunity to guess your way to success with email prospecting. This can take more time than some of the other options on this list. The tool is free, however.
Sellhack is a simple and effective browser extension. The service uses an “industry leading” 12-step email verification engine to identify accurate email addresses. You can even use one-click integration to send personalized cold emails directly from your email account to the prospects you find.
There’s a bulk email lookup option. Prices start at $19/month for 150 search credits. The “Starter” plan is $49/month for 350 credits and the “Pro” plan is $99/month for 750 credits.
With HeadReach, you can search for emails using a name, company title, or website. With the “advanced search” option, you can search for leads by job description (ex. Editor in Chief at Entrepreneur).
HeadReach also records a log of all your searches so that you can go back through your history. Pricing starts at $29/month for 100 credits. You are only charged a credit when the tool finds an accurate email for the person you’re searching. At $49/month, you will receive 500 search requests and 250 credits. At $89/month, you’ll receive 500 credits and 1000 search requests.
18. Email Permutator
Email Permutator is a free tool that allows you to enter in a person’s full name and their company URL in order to generate a list of potential email addresses. There is no type of verification service with this tool. Using it will require a trial-and-error approach to correctly identify a person’s email.
19. Email Generator
Email Generator automatically generates over 50 potential email combinations for the contact you’re searching for in seconds. Using an advanced database, the system provides the most obvious combinations, to reduce your risk of an email bouncing.
Email Generator also shows potential variations for email services like Outlook and Gmail. For example, “email@example.com” and “firstname.lastname@example.org”.
BuzzStream works by turning search result pages and website lists into a browsable list of prospects. When you search for blogs or influencers on Google, the tool shows up in the right-hand side of your browser to suggest possible prospects and email addresses pulled from those websites.
You can also use keywords like a person’s name to search for specific contacts and find their email address and social profiles. Once you find an email, Buzzstream adds it to a spreadsheet for you, alongside other information like the website the email is associated with, that site’s domain authority, and the prospect’s Twitter name. Pricing starts at $24/month for 30 prospecting searches.
21. Ninja Outreach
Ninja Outreach helps with finding business leads and influencers by browsing through social profiles and websites online. Simply type keywords like “technology company” into the system, and it will list possible contacts from it’s internal database. You can also use the system to track your email campaigns and conversions with a built-in CRM system.
Prices start at $69/month for unlimited searches, unlimited emailing, and customizable email templates for a single user. The most popular package is “pro” for $99 per month, which adds a team collaboration tool.
LeadFuze is an email lookup tool and contact list generation extension for Google Chrome. With LeadFuze, you can create relevant prospect lists without all the hard work and time. The system checks through social media profiles, email addresses, and prospect information your behalf.
LeadFuze also features targeted email creation, follow-up drip campaigns, and email tracking. The system is free for up to 25 leads. Paid plans start at $397/month for 1,000 verified searches.
A simple yet effective email lookup tool from startup in France, Getemail comes with 10 free credits to get you started. Each credit equals one email search. Although you won’t receive as many free searches with Getemail.io as some of the other tools on this list, the service comes with access to machine learning algorithms and big data for more accurate searches.
The “Basic” plan costs $49/month for 300 searches and email support. The “Standard” plan costs $99/month for 1,000 searches and instant chat support. If you upgrade to the “Premium” plan at $149/month, phone support is also available, and you’ll receive 2,000 searches.
With Snov.io, you can find all the emails associated with a single person and verify them instantly. A green dot next to a prospect’s name means that the email is valid. On the other hand, a yellow dot suggests that the email may or may not be correct.
The Snov.io free account comes with a generous 100 domain searches a month, 100 verified LinkedIn searches, and the opportunity to upload and verify 200 of your own emails.
Paid plans start at $19/month for 1,000 linkedin email searches, 1,000 domain searches, and 500 bulk domain searches. The most expensive plan, labeled “XL”, features 50,000 verified LinkedIn emails, 50,000 domain searches, and 25,000 bulk searches for $139 per month.
25. Slik Prospector
This well-known email prospecting tool, Slik Prospector, uses a database of 70 million addresses to generate highly-targeted lead lists. The system claims an accuracy of 95, and you pay on a per lead per month basis for accounts. Each search costs $0.10.
There are also paid plans available, the first priced at $70/month for 500 searches, the second at $120/month for 1,000 searchers, and the third at $200/month for 1,800 searches.
With Slik Prospector, you can filter emails by job title, industry, company size, or location. For those who want to test Slik Prospector before buying, there’s a free trial available, though you’ll need to request it via email.
26. Email Magpie
Email Magpie is an email tool that searches through available public information on the internet and its own database. It finds influencer, company, and customer leads according to your chosen categories online.
For instance, you can look for tech companies, software brands, marketing companies, or any B2B clientele you choose. You can also search for lists according to geographical location or industry vertical. Paid plans $300 per month for 2,750 targeted emails.
With AeroLeads, you can find phone numbers, email addresses, and social media profile information for businesses and their decision makers. AeroLeads is a Google Chrome plugin, so you’ll need to download and activate it before you start searching. With the tool, you can find emails through LinkedIn, Google, and various other blogs.
When you add a prospect name or domain to AeroLeads, the service automatically checks for verified email addresses and phone numbers. Pricing starts at $49/month for up to 500 searches.
Another email lookup tool that pulls data from websites, Grabby works by browsing through a list of websites on your behalf. The tool is available on a pay-by-week fee and only offers a single plan at $19.99/week, per project.
The cloud-based system runs constantly, scanning extensive website lists automatically, so you can run multiple projects at the same time. Just tell Grabby which websites you want to search through and it will do the work in the background.
Name2Email is a Gmail extension. To use the tool, compose an email and add a full name and domain to the address bar. The tool automatically generates a list of common corporate email addresses for the person you want to reach.
To improve your chances of finding a valid email with email lookup tools, you can hover your cursor over the generated addresses. If a popup shows the person’s name; then you’ve chosen the right address.
While using this tool will be more time consuming than using some of the other options on this list, the extension is completely free. All you need to do is add it to Chrome.
Discoverly works in the background as you search through websites and social media pages. It’s a Chrome extension that integrates with Facebook, Twitter, Gmail, and AngelList, among other services, to automatically pull email addresses and profile information from pages.
The extension is completely free to use. You simply add it to your Chrome browser to get started.
A tool frequently used by recruitment teams, ContactOut helps recruiters find valid candidate email addresses. The tool installs as a Chrome extension that’s specifically designed to search through LinkedIn profiles.
ContactOut claims a 97% accuracy rate when finding email addresses. The extension is completely free to add to your Chrome browser.
Choosing from the Best Email Lookup Tools
There you have it, a selection of the some of best email lookup tools online today.
The perfect tool for you will depend on a range of factors including pricing, whether or not you need to find contacts from LinkedIn profiles, using email tracking pixel and if you want to find email addresses at scale.
While most of the tools on the list will help you find email addresses for a list of leads you’ve already identified, what about the ones you haven’t? What about the people you have already visited your website but haven’t contacted your company?
This is where LeadBoxer comes in. With LeadBoxer, you can identify your website’s visitors and their contact information without them reaching out to your first. This way, you’ll never miss out on connecting with a potential lead. To get started, schedule a free demo here.
Have leads and customers opened your email? If so, when, and what links they click? This is valuable information for Sales teams. With this information, you can find out if your emails are actually being read, and pinpoint the optimal for a follow-up.
Tracking emails is nothing new. Popular email marketing platforms like MailChimp and Constant Contact have been providing statistics on open and click rates for years. What these platforms lack however, is the crucial ability to track a lead’s email interaction history over the entire course of their customer journey.
This is where email tracking software can provide Sales teams a much-needed edge in closing deals
With the right email tracking software, you’ll be able to identify when, exactly, a lead has opened your email, who opened it, and what pages they viewed since opening that email.
To help introduce you to email tracking software, we’ve put together this in-depth guide to cover what information you can learn from email tracking, how you can use that information, email tracking software options, how to setup email tracking, and a few tips for success.
What Can You Find Out Using Email Tracking & How You Can Use This Information?
With email tracking, you can find out the following information:
If Someone Has Opened Your Email
The first thing you can learn is if someone has opened your email.
This tells you if you’re sending to the correct email address and if the email subject your using is capturing the recipient’s attention. If they don’t open your email, try to follow up and/or use a different subject line in the future.
You can also identify how many times a person has opened an email and which people have opened the most emails. This allows you to identify the warmest leads and pinpoint which people you should follow up with first/spend the most time contacting or calling. Best kept secret: do not waste time on people who aren’t interested.
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Who Opened Your Email
As a salesperson, you often have to navigate through a few different positions at a company before finding the person who can actually make a purchasing decision (DMU or decision-making-unit). With email tracking, you can identify other people that may be opening the email and reach out to them directly.
What Time They Opened Your Email
If you find that a specific person opens your email in the morning, sending to them again at that time will increase your chance of capturing their attention.
If you find most of your list opens your emails at a specific time, send future emails at the time to increase engagement.
Additionally, you can pinpoint exactly when your emails are being opened and decide if now is the right time to follow up. In many cases, it’s best to reach out right away when the person is already thinking about you versus interrupting them when they’re focused on something else. Extensive statistics tell us that “pizza is best eaten hot”. In other words, people at work are making decisions, and their interest is the most valuable during that decision-making process.
Where They Opened Your Email
If someone opens your email in say Hawaii or some other tropical resort, you can probably guarantee they’re on vacation. It might be best to follow up a week or two in advance when they return from vacation and will have the time to respond to your email.
Additionally, some email tracking platforms will track the following:
What Pages the Person Has Visited on Your Website After Clicking via Your Email
Software such as LeadBoxer and SharpSpring (which we’ll discuss in further detail below) take tracking a step further and identify which pages the person visits after clicking a link in your email.
For example, in the email, the person may click on any link to your latest blog post. But from there, they then navigate to your features page and pricing page. This is all tracked and it can allow you to identify when to follow up, and on what subject.
Get Ready-to-Buy signals from your email list
Get a steady stream of qualified leads from your email list. Which of your recipients are ready to be contacted and closed.
Now, let’s cover a few email tracking platforms that will enable you to track emails at a deeper level than most email marketing services.
This article doesn’t cover every single option out there. But, it does list some of the major players and a few different options based on how in-depth you’d like to go with your tracking.
A few of these options will integrate with Gmail or Outlook only, while a few others can be used with any email client or service you are using.
We’ll start this list of software with an introduction to ourselves and our email tracking tool so you know who we are and what LeadBoxer does. LeadBoxer is a lead analytics platform that allows you to see who visits your website, what company they work for, lists that person’s contact information and more.
All of this information is then organized into your “LeadBoard” and each of your different leads are given a score to gauge how engaged they are with your company:
Additionally, email opens and click-throughs can also be tracked. From there, any visits to other pages on your website can be tracked and each action is shown in the history for that lead:
This allows you to see every action that the person has taken since first opening your email.
You can use this information to identify when will be the best time to follow up (for example, if that person has visited your pricing page). You can also identify what emails work, which ones don’t, and where your visitors tend to go after clicking through via your email.
LeadBoxer tracks all of this activity via a tracking pixel (which we’ll discuss how to implement further below)
Therefore, LeadBoxer can be used with any email client or email marketing platform you are using. All you have to is add the tracking pixel link to any links inside your email that you like to track.
This allows you to track activity and identify leads at scale. Pricing starts at $250/month for SMEs. Custom packages are available for larger organizations.
SharpSpring is a full CRM and email marketing platform. With the tool, you can manage contacts, customer relationships, create a content calendar, and send out emails all from the same tool.
In addition to tracking email opens and link clicks, SharpSpring will also track website activity. Therefore, you can see which leads have opened your email and which pages they may have visited directly after viewing your email (or at a later time).
This is all organized into what’s called the “Life of the Lead”. This page shows the entire history of the lead’s interaction with your company. It lists what emails the person has opened, what pages they’ve visited, and so on.
All of this information is then used to create a Lead Score that can be used to identify how engaged that person is and whether or not you should reach out to them.
SharpSpring will be great for teams that want to scale their sales follow up efforts and would like a tool that combines CRM and email automation. However, that amount of power won’t come cheap.
SharpSpring’s plans start at $450/month (for up to 1,500 contacts). Pricing goes up from there based on the number of contacts you have.
Hubspot Sales’ email tracking allows you to track email opens straight from your Gmail or Outlook account. Setup with Gmail will require you to allow Hubspot to integrate with your inbox. This is done by installing an extension to Google Chrome.
This extension can be clicked to see who has opened your emails and who hasn’t. A notification will also popup when the recipient has opened the email:
You can also check the history of a lead in the Hubspot dashboard:
Hubspot’s email tracking feature is free to use to track up to 200 email opens. From there, paid plans for Hubspot Sales start at $50/month.
Hubspot is great for sales people who need a simple approach and want to track opens in Gmail or Outlook. However, it lacks the in-depth details of a platform such as LeadBoxer or SharpSpring.
Additionally, it can only be used with Gmail or Outlook. It can not be used with an email service such as MailChimp.
Yet Another Mail Merge
If you send a lot of emails from Gmail and want to track opens, Yet Another Mail Merge can help speed up your process.
Yet Another Mail Merge (YAMM for short) integrates with Google Sheets. To use the add-on, you would create a Google Sheet with information for each person you want to reach out to (separated by row). You would include their email, but you can also include any custom information (such as their name, company, role, etc.).
Then, you can send out an email and use YAMM’s tags to insert that information. For example, you might say “Hey <>” in your email. YAMM will insert the name that you set for that email. This works similar to MailChimp’s “Merge Tags”.
Additionally, the tool will track who has opened your email, who hasn’t, and who has responded. This is all documented right in the Google Sheet you’re working in. You can then create a follow up directly in that Google Sheet and send from a template you create in Gmail.
The tool is great for speeding up your process if you currently use Gmail to reach out to leads. However, it will only work with Gmail and it won’t track information on the life of the lead. Thus, it will be difficult for teams to use to scale.
Yesware is a tool that will work with Gmail and Outlook only. It is a paid application that starts at $12/month and is installed via a Google Chrome or Mozilla Firefox extension.
The tool is similar to Hubspot’s email tracker. Email tracking can be turned on for a specific email by checking the Track box when using the email composer. However, Yesware does take over your inbox and change the look and layout:
From your email inbox, you can check tracking, templates, and create follow up drip campaigns. Additionally, you can also set reminders for email (much like the way Boomerang works).
The tool is powerful but is a bit intrusive. Some people may not like the fact that it will change their inbox interface. Additionally, the tool can’t be used with email marketing platforms such as MailChimp to track emails at scale.
Mixmax is another email tracker that installs via a Chrome Extension. It is not available via Mozilla Firefox or Safari, however.
One of the unique features of Mixmax is the “Enhance” feature inside the email composer of Gmail. Clicking this button will bring up a list of options that will allow you to share calendar availability, create a calendar invite, add a poll, add a custom CTA button, and more directly from the email composer.
Again, just like Hubspot and Yesware, email tracking can be enabled on a per-email basis. With Mixmax, you can do this by clicking the “Track” icon when composing an email. By default, this will stay enabled until you disable it for a particular email.
Mixmax can be used for free. However, a link will be placed at the end of each email that says “Sent by Mixmax”:
You can remove this link, but you will have to do so everytime you create a new email. Paid plans start at $12/month.
Mixmax will be good for anyone that uses Gmail and likes the features of a tool like Yesware but doesn’t want the intrusive interface that Yesware adds to Gmail. Again, Mixmax will only work with Gmail and can’t be used with email marketing platforms such as MailChimp to track leads at scale.
How to Setup Email Tracking (with an Email Tracking Pixel)
Setting up email tracking is different with each email tracking software. Some companies, such as Hubspot, have a Chrome Extension that will set this up for you if you track emails via Gmail. But as we mentioned above, tools like Hubspot can be a bit limited.
So we want to briefly cover how to setup email tracking with LeadBoxer so that you can track leads over the course of a person’s entire customer journey.
In order to track email opens, LeadBoxer uses a tracking pixel
This tracking pixel is a transparent image with the size of 1×1 pixels that can be embedded in an email. Then, once someone opens that email, the image is downloaded. This is how email tracking can identify when an email has been opened.
From this download, it’s also possible to tell the time and date the email was opened, how many times the email has been opened, and from what type of device the email was opened on.
From with LeadBoxer, this pixel can be generated and needs to be added to the source code of your emails (example below):
There are 3 parameters within this snippet of code that can to be set: the dataset ID, Campaign Name, and the email of the recipient. The recipient’s email can be added using a Merge tag. This tag will dynamically add a person’s email from your list to this link so that their activity can be tracked. Our generator can be used to easily create your tracking pixel.
The tracking pixel will take care of tracking email opens and reads. From there, to track link clicks and identify customers with it, parameters with merge needs to be added to any link in your email that you’d like to track.
Here’s how the URL will look once the code has been added and a person clicks on that link:
Once the code is added, LeadBoxer will be able to begin collecting data. For example, when a person opens that specific email, this action will be added to the person’s existing customer journey.
This way, you will know exactly when a person has clicked your email and you’ll be able to see their entire history. Also, once this person clicks through via email, they are then identified for all past, present, and future behavior.
Email Tracking Limitations
Of course, there are limitations when it comes to email tracking. The main ones include:
Images Need to be Enabled
With any email tracking software that relies on a tracking pixel to identify opens, in order for email tracking to work, image loading must be enabled by the person’s email client.
Some email clients block external images by default or can be set by the user to not load when opening an email. If this is the case, the pixel will not be loaded and there will be no way to identify whether or not that email was opened (or any other information that can be gather using email tracking).
Your Pixel Could Be Blocked
Just as there is email tracking software, there is also software to prevent email tracking. Pixel Block and Ugly Email will both prevent the email tracking pixel from being loaded. Ugly Email will also let the recipient know if you are using email tracking software and can even identify which software the sender is using.
While it may be rare that your recipients will use an application like this, it’s something to be aware of.
Email Tracking Tips & Best Practices
Lastly, we want to cover a few tips to make email tracking easier for you and hopefully, more successful:
Use Email Templates
Using email templates can help save time when adding tracking links to your email and help you follow up to leads quicker.
For one, having a few email templates that you can edit will save you time having to insert the tracking pixel code to links within the email that never change (for example, a CTA at the bottom of your email).
Additionally, having a few emails ready to go when you need to follow up with a lead will allow you to touch base quicker versus having to waste time trying to think of what to say.
Before sending any tracked emails, make sure to test that everything is working correctly. First, send a tracked email to yourself or other members on your team to ensure that email opens and other track information is being identified.
Encourage Recipient’s to Whitelist Your Email
Whitelisting is an action that can be completed in a person’s inbox to ensure that emails from a specific email address are received and that images are downloaded.
By encouraging your recipient’s to whitelist your email address, you can ensure your emails are being delivered and that images are being download. Therefore, the tracking pixel will also be download, allowing you to track the recipient’s email and web activity.
Develop a Follow Up Strategy
Decide on a follow up strategy before you even send an email to any of your “hot” leads. That way, when someone opens your email or completes another specific action, you’ll already know what to do next.
Decide when will be the best time to follow up. For example, how many times do you want the recipient to open the email before following up? Or, how much time do you want to wait after they’ve opened the email?
Additionally, have some follow up emails already created and ready to go. This will help to save time and allow you to follow up quickly.