Training step 1: Who is on your website

Once you’ve set up your GatorLeads account, you are ready to get started on tracking your leads! Watch the video tutorial here.

When you log into your GatorLeads account, the homepage should be your lead grid which looks something like this…

(You can also find it by clicking on the ‘My Leads’ tab in the top left corner of the menu bar)

This grid has quite a lot of information for you! So, let’s run through it together one step at a time.

1. The tab bar at the top of the table allows you to see all your leads, your competitors, your customers, partners, suppliers, or custom leads you create. (We’ll get to that later.)

2. The next row allows you to customise your table further based on category, who the leads are assigned to, different lead scores or how many points leads have scored per page.

3. The rating column shows the chilli’s your lead has built up. These chilli’s are based on your lead scoring bands you decided on earlier.

4. The watch column is next. In this column you have three icons: a building, a person and a grey circle. If the building is in colour, it means GatorLeads has identified the company. If the person is in colour, it means GatorLeads has identified the individual. If the grey circle is green, it means you have placed a “watch” on a company and will be alerted every time that company comes back on your website

5. The LinkedIn icon allows you to go straight to the lead’s LinkedIn page to find out more about them.

6. The company column identifies the country the IP address was found from (the flag), gives a short company description (the building), and the company name.

7. The email address column will list any of the emails GatorLeads has tracked with their cookie technology or allow you to get the contact details of employees within that company.

8. The date score column shows you the total score that lead has built up on your website over the date range of the table.

9. The assigned to column shows the sales team member the lead has been assigned to.

10. The icon in the very last column is where you can add notes about your lead.

Understanding each lead

From the lead board, you can drill down and find out more about each company on the lead board. To do this, you simply have to click the company name.

Website Visits Tab

 This page will tell you:

  • The lead’s total score and pages viewed since being tracked by GatorLeads
  • If you’ve picked a certain date range it will show that score and page views for that timeframe
  • The number of identified contacts in the company
  • A filter to see the last 15 sessions the lead viewed (you can change this by clicking on the session dropdown menu)
  • The last 10 pages the company has visited on your website
  • The top 10 pages the company has visited on your website
  • An opportunity to download all the pages the company has visited on your website

Campaign & Keywords Tab

The next tab is the campaign and keywords tab. It will tell you:

  • The campaigns your lead has come from
  • Any keywords they used to get to your website (including PPC)
  • Where they came from (search engines)
  • Any PURLs they have come from…we’ll get to that later in the guide!

Emarketing Contacts Tab

The next tab is the emarketing contacts tab. It is exactly the same as the website visit tab above, except it will show you the information from each individual contact GatorLeads has identified within that company by using Communigator email marketing.

Simply click on each contact on the left to see their information on the right.

The icons within the contact area allow you to (from left to right):

  • Open the contact’s details in a new window
  • Create a PURL for the contact (covered in step 10)
  • Nurture the contact (covered in step 10)

Get their contact information 

Company & People Profile Tab

The final tab, Company & People Profile, shows you:

  • The company’s revenue figure
  • The number of employees
  • The company’s total score and pages viewed since being tracked by GatorLeads
  • If you’ve picked a certain date range it will show that score and page views for that timeframe
  • The company’s address(es)
  • The industry sectors they work in
  • A description of the company
  • The people in the company
    • Filter by management level or job function
    • Buy their email address if available
    • Create a PURL for each individual
    • Put each individual in a nurture campaign