Finding the best 6Sense alternative for your specific needs and use case can be challenging, especially with so many solutions available on the market.

To find the one that’s just right, you’d have to search the web high and low, read a bunch of user reviews, and try out at least a dozen different platforms before you strike gold.

To save you the trouble, we have already done all that, resulting in this hand-picked list of the eight best 6Sense alternatives and competitors that fit various use cases and business goals.

But first - why do users even switch from 6Sense?

Why do you need a 6Sense alternative?

In all honesty, 6Sense can be a solid solution if you want to tackle ABM and gain access to detailed intent data, thanks to a few features:

1. It delivers in-depth B2B intent data - 6Sense collects intent signals from multiple sources (it claims it analyzes 500B+ intent signals monthly), such as website visits, keyword searches, and engagement patterns. This data helps you better understand what your target accounts are researching, allowing you to create relevant and highly personalized campaigns.

1. AI-driven predictive analytics - This feature pairs nicely with 6Sense’s intent data, helping you take a more proactive approach to your audience. By analyzing intent signals, the platform predicts customers’ future behavior, enabling you to prioritize high-intent leads in advance.

However, 6Sense has quite a few significant shortcomings that can be off-putting to many, including:

#1 It’s expensive

Although 6Sense doesn’t disclose its pricing, numerous user reviews testify that it is on the more expensive end of the scale.

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Moreover, data available on Vendr also highlights a few noteworthy points:

• The average contract value is $123,711.
• Customers are required to enter into a 2-year agreement.

This makes 6Sense cost-prohibitive for smaller businesses, especially those uncomfortable with getting locked into a 2-year contract.

#2 Has a steep learning curve

6Sense is one of the more complex platforms to navigate because its numerous features are packed into a rather clunky interface.

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In fact, some users claim they have yet to master its capabilities after several years of use.

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#3 Can’t identify individual accounts

6Sense can only identify companies visiting your website and enrich them with intent data.

While this is very useful for ABM, marketing attribution, and gaining an overall understanding of your leads, things get tricky when dealing with large accounts with hundreds—or even thousands—of employees.

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In these cases, trying to identify the individual account visiting your website is like looking for a needle in a haystack.

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And now, what you’ve been all waiting for - our curated list of the top 10 6Sense alternatives!

What are the best 6Sense alternatives and competitors in 2024?

1. Warmly - Best for identifying individual and company-level website visitors and enriching them with granular intent data.
2. Clearbit - HubSpot native B2B data provider.
3. Bombora - Comprehensive intent data platform.
4. Zoominfo - All-in-one sales and marketing solution with a massive B2B database.
5. Demandbase - Account-based sales and marketing platform.
6. Clay - Waterfall enrichment and sales automation solution.
7. Terminus - ABM tool that lets you build intent-based multichannel campaigns.
8. LeadGenius - Delivers custom-curated B2B data for industry-specific use cases.

1. Warmly

Full disclosure: While Warmly is our product, we aim to provide an unbiased perspective on why it is the top 6Sense alternative in the market.

Warmly is a revenue orchestration platform that boosts your lead generation efforts and lets you capture more qualified demand by:

• Identifying website visitors.
• Revealing in-depth insights into each of them.
• Enabling you to orchestrate various critical processes, from outreach to engagement.
• Letting you reach out to leads while they’re still hot.

In the next section, we’ll get a closer look at some of the key features that make Warmly a strong 6Sense competitor. 

1. Identifies website visitors and enriches them with B2B and intent data

Warmly, just like 6Sense, can deanonymize your website traffic.

However, while 6Sense can only identify company accounts, Warmly takes it a step further by identifying both companies and individuals visiting your website in real-time.

This means you’ll be able to pinpoint the exact stakeholder from a particular organization who’s showing interest in your product or services right now, allowing you to create highly personalized outreach strategies.

Pro tip: Add Warmly’s tracking code snippet to your emails to track leads who come through specific campaigns for more accurate attribution and better-tailored pitches.

When Warmly identifies the persons and companies visiting your website, it proceeds to enrich them with detailed B2B and intent data.

This way, you’ll know everything about your leads, including:

• Contact info.
• Firmographic (company insights, such as location, industry, funding rounds, employee count, etc.).
• Technographic (the software an organization predominantly uses in its day-to-day work).
• Their buyer intent based on:
• First-party intent data (insights into their web session on your website, such as pages they visited, time spent on each, downloaded content, drop-off points, etc.).
• Third-party intent data (insights into their entire digital customer journey, including recently researched topics, visits to competitors’ websites, relevant social media posts like job ads, and more).

As a result, you’ll get a complete picture of:

1. Who your hottest leads are right now.
2. Their needs, interests, and pain points, which enables you to tailor your approach accordingly.

2. Automated workflows

6Sense has certain automation options, primarily focused on CRM enrichment and automating ads.

Warmly, on the other hand, is more focused on enabling users to put a significant part of their lead generation funnel on autopilot, which is why it provides several automation features, including:

1. AI Chat - An AI-driven chatbot that can be trained to engage all website visitors or only high-intent ones (e.g., those visiting high-intent pages like pricing or coming through a specific email campaign) with contextual, personalized messages based on the insights Warmly reveals.

1. Orchestrator - Orchestrator automatically adds leads who meet specific criteria to automated LinkedIn and/or outreach campaigns. It can be customized from top to bottom, allowing you to set up everything from trigger action to the type of companies and individuals you want to target.

1. Lead routing - When an important or high-intent lead lands on your website or a specific landing page, asks a relevant question in the chatbot, or takes any other highly valuable action, your sales reps will be immediately notified via real-time Slack alerts, enabling them to cater to potential leads’ needs ASAP.

This way, you can adopt a “set it and forget it” approach to basic outreach and engagement, leaving your sales reps with more time to do what they do best—close more deals.

3. Live engagement

While 6Sense reveals intent and contact data, it has one significant shortcoming - it doesn’t provide any options for engaging with potential customers on the spot.

To achieve this, you must combine 6Sense with separate outreach platforms, which means more costs and a more complicated tech stack for your marketing and sales teams.

With Warmly, you can handle everything from a single point of control, as the platform includes two live engagement options, which enable sales reps to jump at every valuable opportunity the moment it arises.

These include:

1. Live text chat.
2. Live video calls.

In the first case, human reps can take over the chatbot whenever necessary—for example, when a lead explicitly asks to speak to a real human or asks a high-intent question that demands human attention.

Regarding video calls, reps can hop on a call with warm leads straight from Warmly’s dashboard.

In the “Warm Calls” section, you can monitor how leads interact with your website content in real-time. 

Once you detect high-intent leads, you can contact them via text chat and progress to a video call. You can also initiate a video chat from the get-go if you assess that the time is right.

To ensure high response rates, look at our Warm Calls best practices before you begin.

This kind of live communication is bound to result in more booked qualified meetings, stronger relationships with leads, and, ultimately, more conversions.

Psst… Namecoach managed to book 26 qualified meetings in 6 months by leveraging Warmly’s live engagement features. 

Integrations

Integrations might just be the best part when comparing Warmly to 6Sense.

One of the things Warmly’s customers love about the platform is that it integrates several data sources—including Bombora, Clearbit, and, you guessed it right, 6Sense—and provides access to these platforms on all its paid plans.

In addition to these, Warmly integrates with several other crucial CRM and SEP platforms, including HubSpot, Salesforce, OpenAI, People Data Labs, and more.

Pricing

Warmly offers a free forever plan that lets you reveal up to 500 people and companies visiting your website. 

It’s the perfect plan for trying out one of the tool’s core features.

If you expect higher traffic volumes and need more functionality, you can upgrade to one of three paid options:

1. Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
2. Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
3. Enterprise: Custom pricing. Created for users with an estimated traffic of 100,000+ visitors per month who need more customization. Includes 20 seats, advanced AI personalization, custom integrations, etc.

As mentioned above, all paid plans provide access to its deep integrations with data tools like 6Sense, Bombora, and others, in addition to all of Warmly’s features.

This way, teams of various sizes and budget capacities will all be able to make the most of what the platform has to offer.

How does Warmly compare to 6Sense?

Here’s an overview of the key differences between Warmly and 6Sense so you can get a better idea of how they stack up:

1. Warmly offers more versatile features than 6Sense, including more advanced automation opinions and live lead engagement.
2. Warmly identifies and enriches both companies and individuals, whereas 6Sense can only handle company accounts.
3. Warmly has a more intuitive dashboard and a minimal learning curve.
4. While 6Sense is expensive and keeps its exact pricing policy secret, Warmly has affordable, transparent pricing with no hidden costs.
5. Warmly includes all its features in every one of its pricing tiers.
6. Warmly has deep integrations with several data providers, including 6Sense, and provides access to them on all its plans.

The verdict is clear: Warmly is a more versatile, user-friendly, and affordable solution than 6Sense in all areas.

Pros & Cons

✅ Identifies companies and individuals visiting your website.

✅ Enriches each identified lead with detailed B2B intelligence and reveals intent data.

✅ Versatile sales automation options.

✅ Live sales engagement capabilities.

✅ Includes all features in all paid plans.

✅ Integrates with several data solutions, enabling you to get a bundle of products at the price of one.

❌ Only annual billing is available.

2. Clearbit 

Best for: Real-time HubSpot data enrichment.

Clearbit is one of the more well-known sales intelligence software.

However, since HubSpot acquired it, its initial offering changed significantly, making it a viable solution primarily for HubSpot users.

Regardless of that, it still has some nifty features worth considering.

Features

• Real-time data enrichment with over 100 B2B attributes aggregated from 250+ data sources, providing an in-depth view of leads’ vital data.

• Dynamic form shortening automatically populates form fields with relevant data based on a lead’s name or email address.
• Instant lead scoring and routing thanks to granular industry categorization, corporate hierarchies, job roles, seniority tags, etc.

Who is it for?

Clearbit is a strong 6Sense alternative if you’re a HubSpot user looking for a real-time record enrichment platform. 

Pricing 

Clearbit doesn’t disclose any prices on its website.

In fact, it doesn’t even have a dedicated pricing landing page, meaning it might be best to contact HubSpot’s team directly for more details.

Pros & Cons

✅ Accurate data.

✅ User-friendly.

❌ Non-transparent pricing.

❌ Uncertain future as part of the HubSpot family.

3. Bombora 

Best for: Tracking and detecting buying intent signals from various sources across the web.

Bombora collects intent data from 5,000+ B2B websites, helping you pinpoint who your leads are and clearly understand their customer journey stage.

As such, Bombora is seldom used as a separate solution but is more often embedded in other platforms - just like in Warmly’s case.

Features

• Tracks more than 5,000 premium B2B websites, 86% of which are exclusively covered by Bombora, enabling it to deliver highly accurate and detailed intent data.
• Company Surge aggregates topic-specific intent signals over time, allowing sales and marketing teams to identify which companies are currently researching relevant topics at a higher-than-normal rate, qualifying them as more likely to convert soon.
• Integrations with major platforms, such as Salesforce, HubSpot, and LinkedIn, enable running highly targeted multichannel campaigns based on intent signals and other relevant data.

Who is it for?

B2B sales and marketing teams looking for a way to detect and prioritize key accounts through tailored campaigns based on intent data.

Pricing 

Bombora chose not to publish prices or details about its packages.

You can request a demo or contact its sales for more details.

Note: Integration with Bombora is included in all of Warmly’s paid plans.

Pros & Cons

✅ Tracks a wide range of intent topics and has high accuracy rates.

✅ Robust integrations with numerous sales and marketing tools.

❌ Its analytics reports leave a lot to be desired.

❌ Expensive, especially for smaller teams.

4. Zoominfo 

Best for: Sales management from top to bottom.

Zoominfo is marketed as the “sales OS” due to its wide range of features designed to help businesses manage and optimize every part of the sales funnel.

Its extensive database and various sales automation options make it a good 6Sense alternative, especially for larger businesses that need to run all sales processes on scale.

Features

• Extensive B2B database with over 260M professional and 100M company profiles and 135M verified phone numbers.
• Identifies companies visiting your website.
• Automated sales and marketing workflows let you put multichannel outreach on autopilot.

Who is it for?

Enterprise-grade businesses that need a comprehensive sales platform.

Pricing 

Zoominfo has separate plans for Sales, Marketing, and Talent teams.

No prices are disclosed, so you’ll have to contact its sales team for a custom quote.

The exact price will depend on:

• Features and functionality.
• Number of licenses.
• Credit usage.
• Other factors.

Pros & Cons

✅ Identifies companies visiting your website.

✅ Wide range of sales engagement options, from web chats and forms to automated outreach sequences.

✅ Strong coverage of individual stakeholder and company data for North American businesses.

❌ Expensive.

❌ Can be overwhelming, especially for smaller teams.

❌ Frequent issues with data accuracy.

5. Demandbase 

Best for: Handling account-based marketing strategies.

Demandbase is an account-based marketing and sales platform that enables you to identify and reach out to high-value accounts within your target audience.

Demandbase achieves this by leveraging AI-driven predictive modeling to make the most of its rich database, and the intent signals it receives on the web.

It’s a strong 6Sense competitor if you’re looking for a platform for more accurate and precise ABM targeting.

Features

• AI-powered Qualification Score helps predict which of the accounts within your ICP list are most likely to convert right now.
• Ad targeting options enable you to display personalized ads to high-value accounts.
• AI-led contact recommendations to help you detect buying group members for each account from Demandbase’s database of 150+ million B2B contacts and 99M+ companies.

Who is it for?

Enterprises looking to identify and target specific accounts and audiences more efficiently.

Pricing 

Demandbase is another solution that doesn’t disclose prices.

Contact its sales for a custom quote based on your business goals and needs.

Pros & Cons

✅ AI-powered predictive modeling lets you identify and target ideal accounts with more precision.

✅ Full suite of ABM tools, including account insights, intent data, and personalized campaign orchestration.

❌ Steep learning curve.

❌ On the higher end in terms of pricing.

6. Clay 

Best for: Waterfall data enrichment and data-driven sales automation.

Clay is a waterfall data enrichment solution that collects and cross-references data from over 50 online sources, providing more accuracy in less time.

In addition to dynamic data enrichment, it lets you create various data-driven sales workflows, ranging from auto-enrichment of inbound leads to auto-messaging and more.

Features

• Provides multiple data waterfalls for looking up various data across sources, such as contact information, company news, industry, leads’ social media profiles, etc.
• Artificial Intelligence-powered web scraper Claygent that you can train to do detailed lead research anywhere on the web.
• Ready-made workflow templates to help you kick off standard marketing and sales operations.

Who is it for?

Clay is best suited for GTM leaders and Rev-Op teams that need accurate B2B contact data and other types of lead intelligence.

Pricing 

Clay has a free forever plan that provides 100 monthly search credits and limited access to its essential features.

If you need more, you can choose from 4 paid plans:

1. Starter: $149-$229/mo
2. Explorer: $349-$699/mo
3. Pro: $800-$2,000/mo
4. Enterprise: Custom pricing

You can try its Pro plan for free for 14 days.

Pros & Cons

✅ Lets you build sales workflows.

✅ Dynamic data enrichment process, with data collected from dozens of sources.

✅ Seamless integrations with CRM systems and cold email tools.

❌ Complex interface.

❌ The costs can easily sneak up on you.

7. Terminus 

Best for: Multichannel account-based marketing and sales.

Terminus is an ABM platform that allows you to engage target accounts across various channels, such as advertising, email, chat, and social media, while providing in-depth insights to measure campaign success. 

It’s a strong 6Sense alternative for GTM teams that need a more comprehensive ABM solution that focuses on real-time engagement to boost marketing efforts across levels.

Features

• Email signature banner ads that are aligned with customer segments based on various criteria, including demographics, customer journey stage, etc.
• Real-time website personalization ensures that each lead is shown the most relevant messaging based on the insights Terminus uncovered.
• Robust, highly customizable analytics that can measure every campaign, program, and channel for accurate attribution and performance monitoring.

Who is it for?

Mid-sized to enterprise-level companies focused on ABM strategies.

Pricing 

Terminus doesn’t publish prices, meaning you’ll have to book a demo with its team to get more details.

Pros & Cons

✅ Provides multichannel ABM engagement.

✅ Customizable reporting.

❌ Steep learning curve.

❌ Clunky interface.

❌ Opaque pricing, indicating it’s expensive.

8. LeadGenius 

Best for: Industry-specific B2B data.

LeadGenius provides custom-curated B2B data for users dealing with highly specific industries and target audiences.

It leverages AI and human insight to deliver the most accurate and tailored data, making your sales efforts more precise and efficient.

Features

• Provides custom data unique to users’ businesses, Ideal Customer Profiles, and requirements.
• Chrome extension that enables you to pull data from anywhere on the web.
• Has a dedicated team of experts to help you define your specific ICP attributes, allowing for more targeted prospecting.

Who is it for?

Sales and marketing teams that need to find detailed data on leads from specific industries.

Pricing 

LeadGenius is yet another platform that doesn’t publish prices.

It lets you start for free, but you’ll have to contact its sales team for more details.

Pros & Cons

✅ Excellent for industry-specific lead enrichment.

✅ Tracks data on 40M+ businesses and 350M+ decision-makers.

✅ Has a customizable Chrome extension that can reveal custom data based on your criteria.

❌ Non-transparent pricing.

❌ Limited features - focused on enrichment alone.

Start capturing more leads today

And there you have it - an in-depth look at some of the top alternatives to 6Sense, each with unique strengths and features to suit a variety of sales strategies and goals.

The next step? Dive in and explore the tools that appeal to you the most to find out which is the best fit.

One thing is sure, though.

If you need a solution that can help you make the most of your website traffic, put outreach on autopilot, and identify who your hottest leads are right now, look no further than Warmly.

Sign up for Warmly’s free plan and try it on for size today - no strings attached.

Or, book a demo with our team to see it in action first.

When it comes to finalizing the right software for marketing and lead generation efforts, pricing plays a crucial role. RB2B helps you identify anonymous website visitors and push them down the buying funnel to increase conversions.

This guide will walk you through RB2B's pricing structure, helping you decide if it’s the right fit for your business. 

To give you a small overview of RB2B’s pricing structure – it offers a free plan with 200 monthly credits and a Pro plan that costs $119 per month.

If RB2B’s pricing doesn’t quite align with your budget after we explore the details, we’ll also point you to a helpful alternative that offers similar features.

RB2B Pricing Plans

RB2B has a flexible tiered pricing structure suitable for both newcomers and those looking to ramp up lead generation. 

Here's a quick breakdown of the RB2B pricing model:

• Free Forever: Best for freelancers and individual marketers to get LinkedIn profiles for website visitors delivered to Slack.
• RB2B Pro: Best for small companies and teams looking to drill down into their website visitors while integrating RB2B with your existing workflow apps.
• Custom Plan: Best for agencies, resellers, and enterprises seeking a tailored lead gen solution for their business. 

All pricing plans work on a credit-based system and allow unlimited users. 

👀 Note: The RB2B Slack integration is available with all plans. It allows you to push prospect's insights directly to a dedicated Slack channel. 

Here's a glimpse at RB2B pricing and key features that come with every plan. 👇

RB2B Pricing Factors to Consider

Before we dig deep into RB2B pricing tiers, here are some factors to consider before you pay for the software:

1. Initial Usage Limits

RB2B's tiered pricing model is the gold standard for individual companies. Its free forever plan offers great potential for small companies to get the most out of prospecting. 

However, it's limited to 200 credits per month.

This cap includes only new profiles, as returning visitor information is not included in the free plan. You can’t purchase additional credits, which is obvious as it’s a free plan. 

2. High Scalability Costs

RB2B features dynamic credit pricing. While the free plan doesn't allow purchasing additional credits, the Pro tier has this flexibility.

But at what cost? 👇

3. Region Limitations

RB2B only deals with US audiences. Its algorithms and pixel only fire for US IP addresses and the profiles delivered are tied to US geolocations.

How Does RB2B Pricing Work?

RB2B offers a diverse pricing approach. You can start with its Free plan or register for a 7-day free trial of the PRO plan. Both ways, it's free to get started. 

The Free tier offers up to 200 credits per month. Considering that RB2B charges one credit per profile extraction, you could quickly churn out 200 LinkedIn profiles on the Free tier, as well as advanced data like business email, company details, pageview history, and more on the Pro Trial plan. 

👀 Note: All plans come with an upper cap of 200 credits. The Pro and above tiers allow purchasing additional credits at $119 per 200 credits. 

If you are on a trial plan, after the seventh day, you can upgrade to the paid version, or RB2B automatically downgrades you to the Free plan. 

RB2B Free Plan

RB2B Free tier users receive up to 200 credits per month. The plan supports unlimited collaborators, so you can add as many team members as you like. 

Alongside free credits, it offers the following features:

• Centralized dashboard: Monitor and organize all incoming leads and data with other valuable insights using an intuitive dashboard.
• Lead information: The Free plan gives you access to basic profile information, such as first and last name, Company name, Job title, LinkedIn profile, and Industry.
• Slack integration: The free plan integrates with Slack and allows information sharing or altering via Slack channels.
• Customer support: It includes an AI chatbot for instant assistance and gives you access to RB2B's active user community and knowledge base.

RB2B Free plan limitations: 

❌ Access to limited profile information.

❌ Only integrates with Slack; more integrations are available with the Pro tier.

❌ Once the 200-credit limit is reached, profile collection stops for the remainder of the month.

❌ Credit scarcity is doubled with irrelevant or false positives at times.

RB2B Pro Plan

RB2B Pro is designed to integrate smoothly into your existing sales ecosystem. It's best suited for individual companies looking for robust foundation and demand-based scalability, alongside other features like:

• Extensive lead information: Along with basic information in the free plan, you get access to business email, last session, returning visitors, and all-time page view history. RB2B's Pro plan also prevents coworker identifications to minimize false positives and spending of credits.
• Scalability: RB2B's Pro tier lets you expand usage with additional credits starting at $119 per 200 credits. Bulk credits are provided at a reduced rate when paid upfront.
• Advanced filtering: Filter leads based on several aspects, such as search topic, demographic, firmographic, or technographic, or create custom tags.
• Lead tagging: Easily filter and identify visitors to important pages of your website using RB2B's Hot Pages feature and those meeting your Ideal Customer Profile (ICP) using Profile tagging.
• Intelligent routing: RB2B's smart algorithms automatically route incoming leads to different reps based on lead value and qualification.
• Integrations: The RB2B Pro plan integrates with leading sales CRMs, such as HubSpot, Clay, Salesloft, Apollo.io, Outreach, and Webhooks, to streamline workflows between identifying potential leads and synchronizing them with your existing tech stack. 
• Priority support: Considering the generous support provided with the free plan, RB2B's Pro tier adds live email support, white-glove onboarding, and Uptime SLA to this plan. 

Is RB2B Expensive?

Well, RB2B does offer a free forever plan. However, there's no middle ground for users. The plan jumps from free to $119 per month. 

Source

We also found user reviews highlighting the drawbacks of credit-based pricing. For instance, a mid-sized IT company owner highlighted how inaccurate data and false positives can extend credit usage significantly. 

Our POV: RB2B is not expensive and is an affordable choice for freelancers, individuals, and companies who are happy with basic, small-scale prospecting. However, credit-based pricing might not fit your budget for advanced prospecting needs.

Warmly: How to Convert More Leads?

Warmly is a revenue orchestration platform that lets you identify, capture, engage, and manage leads under one roof. 

It analyzes and aggregates 100+ buying signals from your website visitors and ties them to your ideal ICP to get you accurate, hot leads with all essential data right into your dashboard. 

With Warmly, you can:

• Access first and third-party intent data.
• Integrate with your existing data sources and workflow apps without added costs.
• Use AI to automate lead engagement processes.

Similar to RB2B, Warmly features a centralized dashboard to manage everything. You can filter traffic by demographic, firmographic, technographic, website activity, 3rd party intent research topics, and many more fields.

Warmly also integrates with Slack and MS Teams to send you real-time updates and profile information right to your message box. But that’s not it; you can also receive audible voice alerts that yell at you when key accounts or contacts are on your site.

Here are some key features of Warmly:

1. Signal Based Intent Orchestration

Warmly features robust algorithms that track signals from three spaces:

• Website intent and activities
• Third-party research intent
• Job changes

Warmly automatically builds a list of companies that have visited your website or promotional pages. Its partnership with Bombora lets you see what other competitors or industry keywords prospective accounts are looking for across 5,000+ B2B websites.

Next, Warmly automates the entire fussle when a contact switches companies. 

It handles:

• Contact information update on your CRM.
• Looping in customer success and SDR teams via Slack/MS Teams notification.
• Identifying buying groups at the contact's new company.
• Pushing contacts to relevant job change sequences in Outreach, Salesloft, and Hubspot.
• Push new buying groups to Outreach, HubSpot, and Salesloft outreach sequences.
• Adding a contact to a 'Former Customer' audience to receive paid ads on social platforms.

That brings us to the next feature, Warmly’s workflow automation capabilities. 👇

2. AI-Powered Workflow Automation

Warmly Orchestrator lets you create automated workflows triggered by events and changes in information. 

With Warmly Orchestrator, you can:

• Trigger hundreds of multi-step sequences on intent signals.
• Drag and drop apps into workflows, such as Apollo, 6sense, and ZoomInfo for multi-threading.
• Personalize and send messages to key stakeholders of surging accounts.
• Automatically prevent a contact from getting enrolled into double sequencing at the same time.

Here’s how sales and marketing professionals can use Orchestrator to automate processes:

• Auto email prospects showing high intent.
• Send LinkedIn connection requests, direct messages, and InMail.
• Trigger an entire workflow when contact information changes.
• Route leads to relevant sales reps based on defined criteria and factors.

And much more…

The Orchestrator is highly configurable, allowing you to specify WHO it should focus on, WHAT it should do, and WHEN it should do it.

Watch Orchestrator in action. 

3. AI Tools to Engage Leads

Warmly offers AI tools for engaging with potential leads. These tools allow you to free up your team from low-stake leads to focus on high-revenue, solid leads only.

Here's what Warmly offers:

• In-app AI-powered sales chatbot that engages with accounts visiting your website.
• Live video chat with your high-intent prospects without leaving the website.
• Inbound chat flows that trigger sequences based on visitor's requests (best for troubleshooting and product demos).
• Webforms with a built-in scheduler that integrates with your business calendar to route dates to the right sales rep.

Pricing

With Warmly, you get a free plan that reveals 500 qualified leads on your website monthly. It also offers features like intent signals, custom accounts, and lead filtering via email, Slack, and MS Teams.

Other than that, Warmly features three premium plans:

• Startup plan: For founders and early-stage sales teams.
• Business plan: For leaders aiming to accelerate pipeline conversion with Al & automation.
• Enterprise plan: For established teams who want enterprise-grade customization, security & support.

Startup plan: This plan costs $700 per month and reveals 10,000 website visitors, offers 1,000 orchestrator credits, and 5,000 AI chat credits per month.

You can onboard 2 team members for free, and then it will cost you $25 per month to onboard more.

Business plan: This plan allows you to reveal up to 100,000 website visitors. It costs between $1,440 and $1,740 per month, depending on the number of visitors you want to reveal. 

With the Business plan, you get 10 seats for free and a dedicated customer success manager.

Enterprise: This is a custom plan for established teams that want to reveal more than 100,000 visitors and require enterprise-grade customization, security, and support.

You get 20 seats, advanced AI personalization, custom integration, and many more features than the Startup and Business plan.

Wrapping Up

RB2B is a great tool to leverage in the lead generation and conversions category. But the real question is if it fits your budget.

The gap between its free and paid plans really poses a question of affordability, and at least a couple of tiered plans between the free and Pro plans are needed.

Warmly, on the other hand, offers straightforward pricing and a comprehensive suite of features.

Sign up for its free plan and give it a try firsthand. 

Or, if you’d prefer to see all of its features in live-action first, book a personalized demo with our team.

Warmly Product Walkthrough

RB2B helps you identify anonymous website visitors and push their LinkedIn profiles to Slack in real-time. However, some of its downsides, like being limited to US visitor tracking only, credit-based pricing, and affordability, made us explore RB2B alternatives.

In this article, we’ll explore the top 10 RB2B competitors to help you find the perfect solution for your specific use case.

But before we get to these alternatives, let’s look at some potential reasons you might be looking for an alternative to RB2B in the first place.

Why Do You Need an RB2B Alternative?

There are three main reasons why users look for alternatives to RB2B. 👇 

Reason 1: Limited Visitor Tracking (US only)

RB2B only tracks website visitors from the US. ​​Its pixel only fires for US IP addresses and identifies traffic from profiles of US geolocations.

Although this frees the platform data of any GDPR regulations, websites with traffic coming in primarily from locations outside the US won’t be able to use the tool effectively.

Reason 2: Credit-Based Pricing

RB2B offers two core plans: Free and Pro. Both work on credit-based usage. The free plan limits you to 200 credits per month, while the paid plan offers the same credits but allows you to purchase additional ones.

Here’s the catch: each lead discovery costs 1 credit, so 200 credits will fall short. 

Another issue with this system is that RB2B users have observed a rare ‘false positive’ instance where the credit is being used up, but the data the software gives isn’t accurate. This can lead to quick exhaustion of your credits.

Source

Reason 3: Expensive

Of course, RB2B comes with a free forever plan. But, the jump from free to paid tier is significant for many users. 

Also, when you opt for the Pro plan, the amount of credits will remain the same (200 credits). Purchasing additional credits starts at $119 per 200 credits and can significantly go up as usage increases.  

Source

What are the Best RB2B Alternatives and Competitors?

Some of the best alternatives to RB2B are:

• Warmly: Reveals, enriches, and converts website visitors through autonomous orchestration and engagement.
• Factors.ai: Sales intelligence platform that lets you capture and unify cross-channel buying signals. 
• Zoominfo: AI-powered sales intelligence and B2B prospecting solution for your sales teams.
• Lusha: ISO 27701-certified sales intelligence solutions in the market 
• Seamless.AI: Leading B2B sales intelligence tool.
• Kwanzoo: AI-powered growth platform designed to enhance B2B sales and marketing efforts.
• Lead Forensics: B2B website visitor identification tool designed to help businesses uncover and analyze their anonymous website visitors. 
• RocketReach: Lead intelligence platform that allows you to find your target ICP among its extensive database
• 6sense: Sales intelligence platform that furnishes you with B2B buyer insights and intent data. 
• Dealfront: B2B sales intelligence platform designed to help businesses enhance their go-to-market strategies across Europe. 

1. Warmly

Warmly is a revenue orchestration platform that reveals website visitors, identifies those ready to buy, and provides tools to automatically engage them while they’re still interested.

Here’s why Warmly stands out against competitors like RB2B:

Key Feature 1. Reveal Website Intent

Warmly uncovers both anonymous website visitors at the company and individual levels, providing detailed profiles. By adding a simple code to your site, Warmly instantly identifies potential leads and offers comprehensive insights, including:

• Contact Info: Company name, phone, email, job title, LinkedIn, etc.
• Firmographics: Industry, size, location, employee count, and more.
• Technographics: Software and tools in use.
• CRM Data: Deal history, account owners, interactions.
• SEP Data: Engagement with sales/marketing efforts and chatbots.

But Warmly goes further by tracking buyer intent, gathering signals from their web behavior, such as:

• Web Session Details: Pages visited (high-intent ones like pricing/features), time spent, downloads, forms filled, and chatbot queries.
• Customer Journey: Topics researched, job changes, competitor site visits, and ad interactions.

This rich data helps you identify your hottest leads and craft personalized outreach.

Key Feature 2. Automated Outreach

Unlike RB2B, Warmly automates key sales processes through:

Orchestrator

Orchestrator helps you automate prospecting and outreach. It triggers sequences for LinkedIn or email based on the criteria you set, like a lead visiting a high-intent page. You can filter leads by company size, industry, or role and automate personalized outreach.

AI Chat

AI chat automatically engages website visitors with contextual messages, ensuring no lead slips away when your sales reps aren’t available. AI Chat can:

• Engage all visitors or just those matching criteria.
• Answer questions, book meetings, or share resources like case studies.

Lead Routing

Finally, Warmly lets you automate lead routing to ensure that every valuable lead is assigned to the most appropriate sales rep.

You can set up Slack notifications that will alert a specific rep based on the criteria you specify whenever:

• A high-intent lead or lead that matches your ICP lands on your website.
• A lead asks a high-intent question in the chatbot or requires to speak with an actual human.
• A website visitor takes any other relevant action that qualifies them as a potentially warm lead.

Key Feature 3. Live Engagement

While automation is powerful, nothing beats the human touch for nurturing and conversion. Warmly enables live engagement through text chat or video calls.

In the “Warm Calls” dashboard, you can see real-time website visitors. Reps can check enriched profiles, monitor behavior, and engage qualified leads through personalized chat or a live video call.

Pricing

Warmly offers a free forever plan that lets you reveal 500 visitors or companies that visit your website. The free plan is great to test the waters and get the hang of Warmly’s capabilities.

If you have higher traffic coming in and need premium features, you can choose from the three paid plans Warmly offers:

• Startup: $700 per month, includes 3 users, up to 10,000 monthly visitors.
• Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
• Enterprise: Custom plan. Created for users with an estimated traffic of 100,000+ visitors per month who need more customization. Includes 20 seats, advanced AI personalization, custom integrations, etc.

Pros and Cons

✅ Identifies companies and individuals visiting your website.

✅ Enriches each identified lead with detailed B2B intelligence.

❌ No static B2B database.

2. Factors.ai

Factors.ai is a sales intelligence platform that lets you capture and unify cross-channel buying signals. It’s known for its cost-effectiveness in account identification, with a match rate of 64% – that’s higher than RB2B.

Features

• Capture cross-channel intent signals from websites, GTM platforms, G2 products, review pages, and more. 
• Use account intelligence to segment, score, and analyze prospects based on engagement and sales readiness across various channels and journeys.
• Offers a visual workflow builder to automate campaigns, outreaches, alerts, and CRM enrichment processes.
• Leverage AdPilot to auto-sync your ICP and conversion data from websites, CRM, and other sources to LinkedIn's ad platform so you can train your ads algorithm better.
• Integrates with popular CRMs, ad platforms, customer data platforms, communication tools, and webhooks.

Pricing

Factors provide a free forever plan limited to 200 company identifications and integrations to Slack and MS Teams. To get the most out of the software, you can choose from its paid plans:

• Basic: $549 per month
• Growth: $1299 per month
• Enterprise: Custom pricing

Pros and Cons

✅ Helps in optimizing LinkedIn ads for target ICP.

✅ Has an excellent customer support team.

❌ Lacks advanced reporting capabilities.

3. Zoominfo

Zoominfo offers an AI-powered sales intelligence and B2B prospecting solution for your sales and marketing teams. It gathers and organizes broad business information and buying signals from across the web, including niche third-party providers, community contributors, and more.

Features

• Deploy targeted display and social ad campaigns to reach specific audiences based on 300+ company attributes and buying signals.
• Capitalize on buying signals tracked by Zoominfo’s intent engine from a network of 210 million IP, org pairings, and over 6 trillion new keyword-to-device pairings.
• Identify website visitors that fit your ICP and access their firmographic, demographic, and technographic insights.
• Use Chorus, a conversational intelligence tool, to analyze customer sentiments over calls, meetings, and emails and identify opportunities and conversion potential beforehand.
• Use ZoomInfo copilot to prioritize accounts, get automated summaries, group buyers, create personalized emails, and ask questions in plain English. 
• Engage by Zoominfo lets you automate multi-channel sales flows initiated based on market signals that make sense for your business.

Pricing

Zoominfo has three paid plans to choose from – Sales, Marketing, and Talent.

Pricing for each of these isn’t on the website; you can fill out the form that pops up when you click on ‘View Pricing’ and get to know about it.

Pros and Cons

✅ Has an extensive prospecting database of 70M direct dial phone numbers and more than 174M verified email addresses.

✅ Zoominfo’s connected intelligence maps out the entire relationship history for each contact or company.

❌ Users often complain of inaccurate contact data and information. 

4. Lusha

Lusha is among the first ISO 27701-certified sales intelligence solutions in the market and an excellent alternative to RB2B. Its user-centric design and advanced filtering capabilities let you search and drill through prospects with ease.

Features

• Lusha’s flex search lets you use natural language queries to find relevant leads without rigid filter constraints.
• Refine searches based on over 20 criteria, including industry, job title, seniority, and location, allowing for highly targeted prospecting efforts.
• Lusha’s warm outbound features let you study intent and buyer signals to identify interested buyers and make timely outreach.
• Generate AI-powered email sequences for cold outreach, product demo requests, or career opportunities with dynamic fields that autofill based on lead details.

Pricing

Lusha offers a free forever plan limited to one user, 50 emails, and 5 phone numbers per month. Other than that, it has three premium plans:

• Pro: $49 per user per month
• Premium: $79 per user per month
• Scale: Custom pricing

Pros and Cons

✅ Lusha integrates with popular CRM platforms like Salesforce and HubSpot, facilitating smooth data import and management processes.

✅ Dedicated extension allows instant access to prospect’s contact details on LinkedIn, Sales Navigator, Recruiter, Salesforce, or any company site.

❌ The UI and dashboard aren't beginner-friendly and lack essential prospecting features.

5. Seamless.AI

Seamless.AI is a leading B2B sales intelligence tool. Its database is the most extensive, with over 1.3 billion business contacts and 121 million+ companies ready to fill your GTM pipeline with solid leads. 

Features

• Access contact and company profiles, complete with business emails and contact details, verified in real time using AI and machine learning. 
• Use pitch intelligence to gain customized insights into every contact, such as their technographic and search interests, so you can lead conversations.
• Has an AI-powered topic engine that uses NLP to understand your topics of interest, find leads, and build a full-fledged prospects list.
• Integrates with popular CRMs such as HubSpot, Salesforce, Outreach, and automation tools like Zapier to connect with 5,000+ apps.

Pricing

Seamless.AI offers a free plan with 50 credits. Alongside three premium plans:

• Basic: Custom pricing
• Pro: Custom Pricing
• Enterprise: Custom Pricing

Pros and Cons

✅ Stores historical data and can differentiate between routine online activity and intent, fostering high lead accuracy.

✅ Refreshes data and trends on a weekly basis, ensuring you find buyers with the latest interest in your product or service. 

❌ At times, contact details take time to update, requiring you to manually double-check the information.

6. Kwanzoo 

Kwanzoo is an AI-powered growth platform designed to enhance B2B sales and marketing efforts by converting anonymous website visitors into actionable leads. It focuses on account-based marketing strategies, enabling companies to engage the right buyers and buying groups effectively.

Features

• It uses website pixels to identify billions of cookies or device IDs visiting your website, with options to filter down the traffic to just the leads that meet your ICP.
• Offers access to over 10.4 million accounts and 101 million B2B profiles in the USA.
• Facilitates 1:1 targeted ads to reach buyers with tailored messages.
• Integrate with your preferred marketing automation platform, such as Marketo, Hubspot, Pardot, Zoho, ActiveCampaign, and others. 

Pricing

Kwanzoo offers a 14-day free trial with basic features, after which you must upgrade to any one of the paid plans it offers:

• JumpStart: $500 prepaid
• 100/250: $100 or $250 per month
• 500: $500 per month billed annually
• Standard edition: $1500 per month

Pros and Cons

✅ Easy to use and set up.

✅ Well-integrated with tools such as Clay, Persana, Slack, and popular CRMs.

❌ Lack of adequate self-help resources gives it a significant learning curve for new users.

7. Lead Forensics

Lead Forensics is a leading B2B website visitor identification tool designed to help businesses uncover and analyze their anonymous website visitors. 

Features

• Identify anonymous visitors to your website and reveal valuable information, including company information, contact and LinkedIn details, and behavioral insights.
• Get instant alerts when your configured ICP businesses visit a specific section of your website, complete with contact information and behavioral intel. 
• Use the Lead Forensics intelligence reports to get detailed insight into the marketing campaigns that work, how your website is performing – and which marketing tactics are really making a difference.

Pricing

You can try out Lead Forensics for free for a limited time period by filling out a form. Other than that, it offers two paid plans:

• Essential: Custom pricing
• Automate: Custom pricing

Pros and Cons

✅ Has an intuitive design, making it easy for users to navigate and use features effectively.

✅ Exclusively identifies leads who opt out from filling out forms at the last moment.

❌ Occasional concerns regarding data accuracy, such as company and contact information.

8. RocketReach

RocketReach is a lead intelligence platform that allows you to find your target ICP among its extensive database of 700M profiles and 60M companies. It’s trusted by 21 million users, including 95% of the S&P Fortune 500 companies.

Features

• Use advanced search to narrow down your search with filters, such as skill sets, technologies used, job changes, and more.
• Partners with Foundry, a leading intent data provider that uses artificial intelligence (AI) and machine learning to deliver highly accurate B2B intent data.
• Get AI-powered recommendations for profiles with similar professional information matching your ICP and search intent.
• RocketReach Autopilot lets you build automation sequences for generating dynamic search lists or follow-up messages and tasks.

Pricing

RocketReach offers a total of 6 paid plans: three for individuals and three for teams.

Individuals

• Essential: $99 per month
• Pro: $165 per month
• Ultimate: $300 per month

Teams

• Pro: $83 per user per month
• Ultimate: $207 per user per month
• Custom: Custom pricing

Pros and Cons

✅ Ability to integrate with your existing tech stack in sales, marketing, and HR workflows.

✅ Offers a large database of contact and company information, including org charts, company trends, and news.

❌ Access to mobile and direct phone numbers is not available with the Essential plan.

9. 6sense

6sense Revenue AI is a sales intelligence platform that furnishes you with B2B buyer insights and intent data to proactively prospect the best leads and close deals. 

It’s regarded as one of the best alternatives to RB2B due to its predictive marketing analytics and robust buyer search engine.

Features

• Use an unlimited number of custom and branded keywords to track relevant research, back-to-buying signals, and your target ICP. 
• 6sense integrates with over five B2B intent data providers, including Bombora, G2, TrustRadius, and others, to aggregate deeper buying signals.
• Leverage 6sense AI-powered predictive models to run predictions on prospect’s ICP, buying fit, engagement with the sales team, contact score, and more vertices.
• Ask AI to recommend actions based on buyer persona, recent activities, engagement, and account profile fit.

Pricing

6sense offers a free plan for individuals and small teams with an upper cap of 50 credits per month. Other than that, it has three premium plans:

• Team: Custom pricing
• Growth: Custom pricing
• Enterprise: Custom pricing

Pros and Cons

✅ Extensive access to intent data from third-party providers.

✅ Effective lead-scoring capabilities, which assist in prioritizing leads.

❌ Lacks transparency in pricing, and the credit system makes the pricing more complicated for users.

10. Dealfront 

Dealfront is a B2B sales intelligence platform designed to help businesses enhance their go-to-market strategies across Europe. It combines data-driven insights with local expertise, enabling companies to identify potential customers, engage with leads, and expand their reach in the European market. 

Features

• Comes with a lead-scoring tool that helps identify and target the right prospects.
• Provides deep market insights to discover new opportunities and refine go-to-market strategies.
• Tracks buyer behavior and intent signals to target prospects at the right time.
• Analyzes web traffic to identify companies visiting your website and uncover potential leads.
• Ensures GDPR compliance and offers country-specific insights, which are crucial for European markets.

Pricing

Dealfront doesn’t reveal its pricing online. You have to book a demo with them to know how much it will cost.

Pros and Cons

✅ Specializes in European markets, offering deep local insights and data compliance (GDPR).

✅ Advanced tools for identifying and scoring high-quality leads, improving targeting.

❌ Some users may find the initial setup and customization process challenging.

How to Close More Leads with Warmly?

If you want to track visitors who come to your website only from the US, RB2B is a solid tool. However, when traffic to your website comes mostly from the rest of the world, you need an RB2B alternative that’s accurate and precise.

While some RB2B alternatives might provide incorrect, irrelevant information, Warmly offers AI-powered tools and processes to extract qualified leads and profile information from your website visitors.

With Warmly, you can:

• Get highly accurate contact data of website visitors: name, business email, LinkedIn profile, industry, research intent, and more.
• Access Coldly’s always-refreshed database of over 200M+ accounts and contacts for your sales team.
• Filter traffic by demographic, firmographic, technographic, website activity, 3rd party intent research topics, and many more fields.

Sign up for Warmly’s free plan and discover firsthand how it can fill your pipeline with qualified leads, or book a live demo to see it in action first.

Clay is an advanced tool for go-to-market teams that lets them automate personalized outreach and enrich lead data at scale. It integrates with over 75 data enrichment sources and uses AI to automate research and craft outreach messages.

However, the tool has some drawbacks that might push you to explore Clay alternatives on the market. These include a steep learning curve, overpricing credits, and a lack of spreadsheet-like functionalities.

In this article, we explore the top 10 Clay alternatives currently available that address these drawbacks.

Why Do You Need a Clay Alternative?

Here’s why you might consider switching from Clay to competitor platforms: 

• Clay has a steep learning curve. 
• Its credits are overpriced. 
• It lacks spreadsheet functionalities.  

Reason 1: Steep Learning Curve 

Due to Clay’s extensive features and integrations, being a new user, you might often struggle to start a complete prospecting process immediately. Being relatively new to the market, it has occasional bugs and slow performance. 

When you use Clay, you will need time to understand its functionalities before achieving its full potential. 

Source

Reason 2: Overpriced Credit System  

Many users on review websites observed that credits provide poor value compared to using API keys directly. Sometimes, they’re up to ten times more expensive than alternative options for data enrichment. This results in a quick depletion of credits, especially when seeking customization or personalization. 

Additionally, the pricing structure is complicated as different actions consume varying amounts of credits.    

Source

Reason 3: Limited Spreadsheet Features 

Clay’s lack of advanced spreadsheet features, such as formatting options, restricts its effectiveness as a standalone tool for data enrichment. Users often find themselves relying on Google Sheets for tasks that require better formatting. 

This reliance on separate tools complicates the process, disrupts their workflow, and reduces overall efficiency.  

Source

What are the Best Clay Alternatives and Competitors?

1. Apollo.io

Apollo.io is a sales platform designed to help businesses find leads, manage deals, and improve sales performance. It provides the most up-to-date and accurate B2B data on over 275 million contacts and 73 million companies through its ‘Living Data Network.’ 

Features

• Using Apollo's Chrome Extension, you can prospect directly within tools like LinkedIn, Salesforce, Gmail, or any website and gain instant insights about contacts and companies without leaving their current workflow. 
• With AI-generated lead scores, it identifies prospects most likely to convert by analyzing the sales history and combining it with Apollo’s data. 
• Integrates intent data (via Bombora) to track businesses actively researching products or services relevant to what you sell. 
• You can create automated, personalized email sequences with multiple touchpoints (email, phone calls, LinkedIn tasks). 
• The built-in dialer enables cold calling from within the platform and provides verified phone numbers, automatic call recording, and transcription. 

Pricing

Apollo.io offers a free plan with unlimited email credits, 5 mobile credits, and 10 export credits. If you need premium features, it offers three paid plans to choose from: 

• Basic plan: $59 per user per month
• Professional plan: $99 per user per month
• Organization plan: $149 per user per month

Pros and Cons

✅ Consistently provides highly accurate contact information. 

✅ Quick and helpful customer support. 

❌ New users may experience a steep learning curve. 

2. Lusha

Lusha is a B2B sales intelligence software that provides accurate contact data to allow sales, marketing, and business development teams to connect with decision-makers. It’s known for its strong emphasis on data privacy and compliance, including certifications like GDPR, CCPA, and ISO 27701. 

Features

• Lusha’s job change alerts notify teams in real-time when prospects switch roles, enabling them to seize opportunities quickly. 
• The technology filter lets you target companies based on their technology stacks. This allows the sales team to craft tailored pitches and boost their chances of closing deals. 
• Create highly targeted lists of up to 1,000 prospects simultaneously using advanced filters and real-time data. Then, export them directly to CRM, automating workflows. 
• Integrates effortlessly with platforms like Salesforce, HubSpot, Zapier, and Outlook in under 60 seconds. 

Pricing

In addition to a free trial, Lusha offers three paid plans: 

• Pro plan: $49 per user per month
• Premium plan: $79 per user per month
• Scale plan: Custom pricing 

Pros and Cons

✅ Responsive customer support, especially in resolving issues related to inaccurate data. 

✅ The free trial allows new users to test the platform before committing financially. 

❌ Important contact information is sometimes unavailable, leading to wastage of credits. 

3. ZoomInfo

ZoomInfo is a B2B data platform that helps businesses accelerate growth by automating marketing and sales tasks. It offers a vast database of company information and decision-makers, allowing you to target the right people with precision. 

Features

• Engage by ZoomInfo, a sales engagement tool, helps sales teams quickly connect with prospects using automated workflows, such as multi-channel prospecting campaigns—Salesflows. 
• The AI recommendations engine suggests the best contacts and personas to target based on historical interactions. 
• The FormComplete feature boosts lead capture with data-enriched forms, auto-fills details from a business email, tracks abandoned forms, and verifies emails in real time for high-quality leads. 
• ZoomInfo Chat helps sales teams engage website visitors in real time, trigger personalized chats based on lead data, and schedule meetings instantly. 

Pricing

Start a free trial and speak with ZoomInfo’s sales team to get a customized pricing plan—with three tiers for Sales, Marketing, and Talent. 

Pros and Cons

✅ Easy to use, with responsive customer service and training. 

✅ Smooth integration with Sales and HubSpot simplifies data exports and CRM record-building. 

❌ Occasionally slow due to the large volume of data being processed. 

4. UpLead

UpLead is a B2B sales intelligence tool that offers a database of over 160 million business contacts and allows you to search for leads based on 50+ filters, such as industry, job title, company size, and location. 

Features

• Monitors over 16,000 different data points, enabling you to find companies that use competitive or complementary technologies. Plus, you can exclude certain technologies to filter out companies that would not be potential buyers. 
• Smoothly integrates with major CRMs like Salesforce, HubSpot, and Pipedrive. This lets you push leads directly into your CRM or download them as CSV files. 
• The Intent Data feature helps sales teams find leads actively looking for solutions to their offerings. This leads to proactive engagement at the right moment, increasing the chances of conversion. 
• The Prospector API feature lets you find contacts and emails based on job title, function, and location.    

Pricing

Start with a 7-day free trial. After that, there are three paid plans to choose from: 

• Essentials: $99 per month
• Plus: $199 per month
• Professional: Custom pricing 

Pros and Cons

✅ Clean and intuitive dashboard simplifies searching and filtering contacts. 

✅ A cost-effective solution compared to other platforms. 

❌ Contact details can sometimes be outdated. 

5. Datanyze 

Datanyze is designed to elevate the sales prospecting experience by offering a comprehensive suite of tools that streamline data collection, improve content accuracy, and facilitate meaningful interactions with potential clients. 

Features

• With its Google Chrome extension, you can access and collect contact information directly from LinkedIn profiles and company websites. No more switching between tabs or manually searching for contact data. 
• Boasts a vast database, including over 63 million direct dial numbers and 84 million email addresses. 
• Provides icebreaker suggestions based on current events or social media activity related to prospects. This helps sales professionals initiate personalized and relevant conversations. 

Pricing

In addition to a 90-day free trial, Datanyze’s two paid plans include: 

• Nyze Pro 1: $29 per month
• Nyze Pro 2: $55 per month

Pros and Cons

✅ The easy-to-navigate dashboard makes Datanyze accessible to users of all skill levels.

✅ Promises a refund for any inaccuracies found within its database. 

❌ Lack of responsive customer support. 

6. Kaspr 

Kaspr is a lead generation platform providing accurate contact data, primarily focused on European markets. It offers access to a vast database of over 50 million verified phones and email addresses to help sales teams, recruiters, and marketers connect with prospects efficiently. 

Features

• With the LinkedIn Chrome extension, easily extract contact data directly from LinkedIn profiles, including from Sales Navigator and Recruiter Lite. 
• Offers a centralized dashboard for organizing leads, setting up follow-up tasks, and managing prospecting activities. It also supports tagging, list creation, and note-taking to ensure no prospect is forgotten. 
• Integrates with major CRM systems like HubSpot, Salesforce, Zoho, and Pipedrive, allowing enriched data to flow directly into existing pipelines. Zapier integration opens up further connections with tools like Google Sheets, ClickUp, and Bullhorn. 
• Ensures all data collection and handling processes comply with European data privacy regulations—GDPR and CCPA. 

Pricing

Kaspr offers a free plan and three paid plans: 

• Starter plan: $65 per month
• Business plan: $99 per license per month
• Organization plan: $99 per license per month (minimum 5 licenses)

Pros and Cons

✅ Easy setup without a complicated onboarding process. 

✅ Customer support team considers users’ feedback for future improvements. 

❌ Can be expensive for small businesses.    

7. Leadfeeder

Leadfeeder helps businesses identify companies visiting their websites and turn anonymous traffic into actionable leads. By tracking and analyzing website visitors, it provides insights into company names, their behavior, and interest levels. 

Features

• Scrubs data to remove valueless traffic, such as bots or Internet Service Providers (ISPs), guaranteeing you see high-quality leads.    
• Integrates with tools like Slack, Mailchimp, Google Ads, ActiveCampaign, and Looker Studio to fit smoothly into existing sales and marketing workflows. This enables teams to access lead data across different platforms. 
• Based on the insights into the content prospects have viewed, sales teams can tailor the outreach pitches and reach out to them before competitors. 

Pricing

Leadfeeder offers two plans: 

• Free plan: Tracks up to 100 companies with data from the last 7 days. 
• Paid plan: Starts at $165 per month, including unlimited visits data

Pros and Cons

✅ The Simple setup makes it accessible for teams with less technical expertise. 

✅ The IP recognition service actually misidentifies many companies.

❌ Companies are often misidentified as carriers or unrelated businesses. 

8. Outreach 

Outreach is a sales execution platform designed to help sales teams, RevOps, and go-to-market leaders streamline their workflow and close more deals. 

Features

• Provides real-time insights to sales leaders through tools to track deals, forecast revenue, and analyze probabilities of hitting targets. 
• The dashboard displaying key metrics, sales funnels, and performance data offers a visual, easy-to-understand breakdown of how the sales cycle is progressing—what’s working and what needs improvement. 
• Outreach’s AI capabilities assist in automating tasks, predicting deal outcomes, and guiding sales reps on the next steps to maintain momentum. It also improves sales coaching by analyzing meetings and interactions in real time.
• Offers role-based access controls (RBAC), meaning you only get access to the information and tools necessary for your role. 

Pricing

Talk to Outreach’s sales team for a tailored pricing plan. The pricing is structured in five tiers: Engage, Call, Meet, Deal, and Forecast. 

Pros and Cons

✅ Outreach makes it easy to manage a lot of prospects and keep track of who is being reached out to.

✅ Responsive customer support, even in non-system-related issues. 

❌ Users find Outreach significantly overpriced for what it offers. 

9. Instantly 

Instantly is an email outreach platform helping businesses find, contact, and convert their ideal clients through automated email campaigns. It uses an AI-powered database of over 280 million verified contacts. Plus, advanced filters let you target and engage the right clients at scale. 

Features

• The Unibox feature allows you to manage multiple inboxes from one place—you can categorize leads, respond, or forward emails to book meetings.    
• Offers a resource library that includes over 600 email outreach templates, setup guides, and 200+ email outreach strategies, helping you fine-tune your campaigns. 
• Create a list of buyers and reach out to them with Instantly in a click.
• From technologies to headcount and revenue - target only the people you know will resonate with your message using advanced filters.

Pricing

Instantly offers four paid plans: 

• Growth Leads: $49 per month
• Supersonic Leads: $97 per month
• Hyperleads: $197 per month
• Light Speed: $492 per month

Pros and Cons

✅ Prompt customer support and access to useful training materials.

✅ Regularly adds new features according to customer feedback. 

❌ Frequent updates and new features can be overwhelming, especially for beginners. 

10. Anymail Finder 

Anymail Finder is an email verification and discovery tool that boasts a high accuracy rate, with verified emails guaranteed to have a 97%+ delivery rate.  

Features

• Search for verified email addresses by entering a person’s name and the domain of the company they work for.  
• Integrates with LinkedIn, letting you build lists of leads and find emails directly from LinkedIn profiles and Sales Navigator. 
• Use its browser extension to find accurate email addresses without leaving your web browser. It also generates comprehensive data-rich lists that can be exported in CSV or Excel formats for further outreach. 
• Provides a robust API or seamless integration into existing workflows and supports bulk email searching, making it suitable for large-scale operations. 

Pricing

You can start with a 3-day trial. After that, choose any plan from the following: 

• Starter plan: $14 per month 
• Standard plan: $49 per month 
• Scale plan: $149 per month 
• Ultimate plan: $299 per month 

Pros and Cons

✅ Free trial enables you to test all the features before committing to a paid plan. 

✅ Provides access to hard-to-find email addresses. 

❌ Some features might be tough to get the hand of initially. 

How to Close More Leads with Warmly?

While there’s no doubt Clay and all the alternatives in the list above are great outreach personalization tools, wouldn’t it be advantageous for you to know the anonymous visitors coming to your website? 

After all, these visitors might be the best ICPs that convert into customers.

That’s where Warmly comes in.

Warmly leverages AI to give you highly accurate contact data and insights on your website visitors. It captures critical information like the name, email, LinkedIn profile, and research intent of visitors, making it easy for your sales team to prioritize high-quality leads.

Key features include:

• Real-time contact identification: Uncover visitor details and intent data, providing actionable insights into high-potential leads.
• Automated outreach: Warmly enables automated, real-time follow-ups via email or LinkedIn, as well as live chat tools for immediate engagement with visitors.
• Lead prioritization: Warmly’s AI-driven technology helps you focus on leads with the highest conversion potential based on demographics, firmographics, and visitor behavior.
• CRM and communication integration: Synchronize visitor data seamlessly with your CRM or communication tools, ensuring an uninterrupted workflow.
• Always-updated database: Gain access to over 200M+ contacts with constantly refreshed data, keeping your outreach relevant and timely.

What’s more, Warmly’s intuitive platform allows you to automate lead nurturing, improve inbound and outbound chat experiences, and schedule meetings directly from your website.

By integrating Warmly into your sales pipeline, you can significantly improve your lead conversion rate, nurturing visitors into potential customers through efficient and personalized engagement.

Sign up for Warmly’s free plan and discover firsthand how it can fill your pipeline with qualified leads, or book a live demo to see it in action first.

Are you curious about Lead Forensics pricing but need help finding reliable, detailed info?

We've got you covered!

In this article, we’ll explore Lead Forensics pricing plans, investigate how much you can expect to pay for each, and break down their key features.

And if you decide that Lead Forensics doesn’t provide enough bang for your buck, we’ll offer an alternative website traffic tracking solution that provides more functionality at a more affordable and transparent price.

Lead Forensics Pricing Plans

Lead Forensics has two pricing plans:

1. Essential: Built for small and medium-sized businesses.
2. Automate: Designed for enterprise businesses.

No prices are disclosed for either plan.

In fact, the only thing clearly stated on the website is that Lead Forensics’ pricing is traffic-based, meaning that the end cost will depend on how much traffic your website generates in a month.

But before we discuss how much Lead Forensics will cost you, let’s first explore whether Lead Forensics offers anything for free.

Does Lead Forensics Have a Free Plan or Tools?

In short, no.

Lead Forensics doesn’t have freemium plans or tools you can use for free.

However, there is a free trial for both of its plans that gives you access to all features the plan in question includes for a week.

It’s up for debate whether a one-week-long trial is sufficient to really get the hang of Lead Forensics’ capabilities, but it’s still better than nothing.

At the end of the trial, the Lead Forensics sales team will provide you with a custom quote based on the traffic volumes you got during that time.

Once the trial expires, you can subscribe to one of Lead Forensics' two paid plans to continue using it.

Lead Forensics Essential Plan

The Essential plan is aimed at small and medium businesses looking to identify companies visiting their website.

As such, it has a range of features that enable website visitor identification, including:

• Provides a list of business visitors enriched with B2B contact data.
• Identifies keywords driving the most traffic.
• Real-time notifications when a new lead or lead matching your ICP lands on your website.
• Conversion tracking.
• Customizable dashboard for monitoring website traffic.
• Named Customer Success Manager.
• Data export.
• Lead manager.
• Lead scoring.
• Import and manage data files.
• Basic one-way integrations with CRM, marketing automation, and similar tools.

As mentioned above, Lead Forensics doesn’t have set prices, as its final costs depend on traffic volume. 

At the same time, the company doesn’t provide any hints about which other factors influence its pricing or the average amount you can expect to pay for specific traffic volume ranges.

On the upside, both the Essential and Automate plans allow unlimited users, which is especially useful for bigger teams.

However, you should keep in mind that many users complain about Lead Forensics costs, integration capabilities, and the capacity to identify anonymous website visitors.

Source

Lead Forensics Automate Plan

The Automate Plan was built for enterprise businesses.

The automate plan, includes all features in Essential in addition to a few more designed specifically for large companies and their needs, such as:

• Advanced integration with CRM software (e.g., Zoho, Pipedrive, HubSpot, Salesforce, and Microsoft Dynamics).
• Fully customizable automated CRM workflows.
• Letting you automate CRM reports.
• Fuzzy Matching’ algorithm to keep your data clean.
• Key account behavior tracking.

This plan also includes unlimited users.

However, there are a few downsides to consider when it comes to both Automate and Essential plans:

1. Lead Forensics cannot identify actual individuals who visit your website, making it very difficult to pinpoint actual contacts you should reach out to, especially in larger companies.

Source

1. It often lags, meaning that the notifications it provides are not exactly real-time, meaning you won’t be able to detect and contact leads while they’re still hot.

Source

How Much Does Lead Forensics Actually Cost?

We had to dig much deeper than Lead Forensics’ official site to answer this question in detail.

Judging by data provided by actual customers and Vendr’s internal transaction data, “the minimum price is around $6,000, and the maximum price is approximately $98,000. The average cost for Lead Forensics software is about $35,000 annually.”

This shows that Lead Forensics is certainly not on the cheaper end of the scale, making it cost-prohibitive for smaller businesses.

Source

Moreover, Lead Forensics seems to only have annual contracts, which doesn’t work for everyone.

Source

What Happens at Renewal?

According to Vendr, you can negotiate a discount at renewal:

"We pushed back on Lead Forensics, stating that the customer wasn't using the platform to its full ability and we wouldn't be able to justify the renewal at the same price. We mentioned that senior leadership was involved and reviewing the contract which was potentially at risk of churning. The customer was happy to settle at $21,600, but we leaned on the fact that the supplier valued the relationship and wanted to ensure it remained. SCOPE: 100 contacts per month - $22,800 original offer - reduced to $20,400 with 2 months free."

Want a More Feature-Rich Alternative with Transparent Pricing?

Truth be told, Lead Forensics pricing policy is not a good match for everyone.

Small and medium businesses, in particular, struggle to cover the costs, although enterprises are not keen on overpaying for their software solutions either.

Moreover, several other factors make Lead Forensics a less-than-optimal choice for many businesses, such as:

• Lead Forensics cannot identify individual website visitors.
• It has very basic integrations on its Essential plan.
• It doesn’t include options for contacting website leads while their interest is at its peak.

So, if you’re not too thrilled with the idea of spending thousands of dollars annually for a website traffic identification platform that doesn’t really tick all the boxes, you’ll need a more complete alternative.

Enter Warmly - a revenue orchestration platform that provides more features at a lower price.

Warmy can reveal, enrich, and convert your website visitors at both the company and individual levels, which makes it a more suitable tool for businesses that want to really dive into their leads.

Let’s get a closer look at some of Warmly’s features that make it a good Lead Forensics alternative.

Warmly’s Features

Feature #1: Reveal Website Visitors and Intent

Warmly reveals website visitors, similar to Lead Forensics.

However, that’s pretty much where all the similarity ends.

Unlike Lead Forensics, Warmly identifies both businesses and individuals visiting your website, helping you pinpoint the actual contacts that are surfing on  your website.

Once it identifies your website leads, Warmly proceeds to enrich each lead with:

• Detailed B2B contact data (company name, address, phone number, LinkedIn profiles, emails, etc.).
• Firmographic data (number of employees, industry, etc.).
• CRM data (ongoing and closed deals, account owners, previous interactions with your sales professionals, etc.).
• Technographic data (software tools and technology a company uses).
• SEP data (engagement with other sales and marketing campaigns, chatbot interactions, etc.).

But it doesn’t stop there. Warmly also reveals buyer intent, helping you detect who your hottest leads are right now.

Warmly achieves this by monitoring and identifying:

1. First-party intent data that includes insights into visitors’ website sessions, such as pages they visited, time spent on each page, the content they downloaded and interacted with, etc.
2. Third-party intent data, including topics they recently searched for on the web, job change intent, visits to competitors’ websites, etc.

This way, you’ll:

• Know which leads are most likely to convert at this very moment.
• Be able to provide your sales reps with all the essential info they need to contact those leads and tailor their approach to their needs and pain points.

Feature #2: Live Lead Engagement

Another issue with Lead Forensics is that it doesn’t provide options for contacting leads while they’re still hot.

With Warmly, your reps can react when your leads’ interest is at its peak.

In the “Warm Calls” section of Warmly’s dashboard, you can monitor how your website visitors interact with your website in real-time.

Once you assess that the time is right based on the actionable insights Warmly provided, you can contact them via one of two options:

1. Live Chat, which enables you to engage leads via text chat.
2. Live Video Calls, which allows you to hop on a live call straight from your website.

Our Warm Calls best practices can help you ensure high response rates, so make sure to check them out before using this feature. 

Feature #3: Diverse Automated Workflows

Automation is key to increased productivity, efficiency, and cost reduction across levels, which is why many website traffic identification platforms try to incorporate it into their offering, at least to some extent.

While Lead Forensics does have some automation features, they are pretty basic, especially compared with Warmly.

Warmly has several automation features, including the following:

1. Lead routing

This feature ensures that each new lead is immediately assigned to the most appropriate sales rep based on the criteria you set up.

For instance, you could have your most experienced reps handle extra important leads or assign leads to reps who have already interacted with them.

The mechanics behind it are pretty simple.

Warmly’s Slack integration enables you to set up real-time Slack notifications that will alert the rep you want when a high-value lead lands on your website, makes a high-intent action (e.g., visits the pricing page frequently, downloads your content, etc.), or asks a high-intent question in the chatbot.

2. Orchestrator

Warmly’s Orchestrator helps you ensure that every quality lead who lands on your website will be engaged while they’re still hot and in a way that is perfectly tailored to their needs, expectations, and wants.

With it, you can automatically add leads to automated LinkedIn and/or email sequences.

You can configure everything within it, to the very last detail, including:

• Orchestration triggers (i.e., an action that sets off the workflow, such as a high-value visitor landing on your website or returning to a high-intent page).
• The companies you want to add to the sequence (based on industry, size, and other relevant criteria).
• The individual profiles you want to be targeted in each company (based on job role, seniority, etc.).
• The action you want the Orchestrator to take (send a personalized email, a contextual LinkedIn DM, or a LinkedIn connection request).

3. AI Chat

AI Chat is a conversational AI-driven chatbot that can:

• Engage leads who land on your main page or any specific landing page (e.g., pricing, features).
• Answer questions and offer resources.
• Book qualified meetings.

With it, you can have peace of mind that each valuable lead will be engaged with highly relevant, contextual messages that boost response rates and increase your chances of getting more meetings and closing more deals.

Pricing

Warmly has a free forever plan that lets you reveal up to 500 individuals and companies visiting your website. This plan is perfect for trying out one of the platform’s essential capabilities.

If you expect higher monthly web traffic and need additional features, there are three paid tiers to choose from:

• Startup: $700/mo, includes 3 users, up to 10,000 monthly visitors.
• Business: From $1,440 to $1,740 per month, depending on the number of visitors you expect to have. It includes 10 seats.
• Enterprise: Custom plan. Created for users with an estimated traffic of 100,000+ visitors per month who need more customization. Includes 20 seats, advanced AI personalization, custom integrations, etc.

Note: All paid plans provide access to all of Warmly’s features and include integrations with Clearbit, Bombora, and 6Sense.

Integrations

In addition to the data solutions mentioned above, Warmly has many more seamless integrations, including those with OpenAI and the most modern SEP and CRM software, which enables it to easily fit into any business’s tech stack. 

Moreover, all its integrations are available on all plans - including the free one.

Start Identifying & Converting More High-Value Website Leads Today

So, is Lead Forensics worth it?

In the end, it all comes down to your budget and expectations.

If you’re fine with paying thousands of dollars for a platform with a pretty basic feature set that cannot identify individual visitors, go ahead.

However, if you’d like to get the most for your money, including more features and integrations critical for lead generation success on all plans, then Warmly is a far better choice.

To quote one of our satisfied customers:

“Having had the opportunity to utilize LeadForensics in the past, my transition to Warmly.ai has been notably advantageous. From a cost-effectiveness standpoint, Warmly.ai stands on par, yet it surpasses in terms of user experience and intuitive design, making it not only a wise choice but a superior investment for businesses seeking to leverage website visitor insights.

Warmly.ai excels in its ability to provide detailed analytics on company visits to my site, offering a granular view that often extends to identifying specific individuals behind these interactions. This depth of insight is invaluable for tailoring engagement strategies and personalizing follow-ups, thereby enhancing the potential for converting interest into tangible business opportunities.

Moreover, Warmly.ai's platform is designed with the end-user in mind, ensuring that navigation and data interpretation are straightforward, thereby reducing the learning curve and enabling teams to harness its full potential swiftly. The integration capabilities and real-time analytics further contribute to its effectiveness, making it an indispensable tool for businesses aiming to optimize their digital presence and engagement strategies.”

Ian L., Verified G2 Reviewer

Curious to see if Warmly is a match?

Sign up for its free plan and explore Warmly’s capabilities with no strings attached. Or book a demo to discover how Wamrly can work for your.

When it comes to 6sense pricing, there’s no clear pricing associated with the software. It’s something you have to contact the sales team at 6sense and know as per your business needs.

Our research online, though, has shown some signals that 6sense is expensive, especially for small and medium-sized businesses.

That’s why, in this guide, we will cover everything you must know about 6sense pricing – pricing tiers, how pricing for each plan varies, hidden charges, etc.

Let’s first start with a short overview of the pricing plans of 6sense.

6sense Pricing Plans

6sense Revenue AI for Sales has a tiered pricing structure catering to various team sizes and needs. 

Here's a quick breakdown:

• Free: Best for individuals and small teams getting started with prospecting (50 credits per month)
• Team: Best for small teams for discovering ideal buyers and building data-driven target account lists.
• Growth: Best for midsize teams leveraging intent data to uncover active buying teams.
• Enterprise: Best for larger organizations seeking AI-powered analytics and predictive capabilities (typically costing over $100,000 annually).

Note: The 6sense Chrome extension is available with all four plans. It allows you to extract insights while browsing company websites or LinkedIn.

Here’s a look at 6sense pricing and key features that come with every plan. 👇

6sense Pricing Factors to Consider

Before we dig deep into 6sense pricing tiers, here are some factors to consider before you pay for the software:

1. Credit Based Usage

All 6sense pricing plans use credit-based systems to access specific features within the platform. The number of credits allocated monthly varies between plans. 

2. High Entry Cost

The 6sense Free plan has a limit of 50 credits per month. Technically, this is very limited for any business using the platform for prospecting. And just when you think of upgrading, 6sense is coming in at a whopping $120,000 for the first year with a 2-year commitment. 

Source

3. Negotiation Flexibility

One positive aspect of 6sense custom pricing plans is that it gives you the flexibility to negotiate pricing. 

Considering that the Growth and Enterprise pricing can exceed $100,000 annually,  businesses are encouraged to discuss their budgets and available discounts during negotiations. 

4. Implementation Costs

While not always specified upfront, implementation fees may apply, and organizations should inquire about potential flexibility in these costs during discussions with sales representatives.

How Does 6sense Pricing Work?

6sense employs a credit-based pricing system. It allows you to access information in the 6sense database in particular ways depending on the Sales Intelligence (SI) plan you have purchased.

For example, 6sense's Free plan offers 50 credits per month. Similarly, other SI plans may have different ways to acquire or allocate credits based on your team size and custom quotes shared by the sales team. 

You can use 6sense credits to:

• Unlock and export contact or company details listed in the software. 
• Leverage sales intelligence web application or the 6sense SI Extension for Chrome.
• Export intent data, technographic, or psychographic information to CRM or CSV files.

What’s more, you can go ahead and unlock someone's email and phone number. It costs 1 credit, and each data export also requires 1 token (credit). 

However, here's the catch. Credits do not roll over to the next month; unused credits expire at the end of each billing cycle.

6sense Free Plan

6sense Free Plan serves as an entry point for users to familiarize themselves with the software’s account-based marketing tools before committing to a paid subscription. 

It's designed for individual users requiring basic Sales Intelligence (SI) features without initial investment.

Here's what the free plan offers:

• Free monthly credits: With the free tier, you receive 50 credits each month to access various functionalities within the platform.
• Buyer discovery: 6sense analyzes more than 500 billion intent signals across channels to help identify potential B2B buyers and understand their needs, facilitating targeted outreach. The free plan does not include AI and predictive models for buyer discovery. 
• Contact and company data: The free plan gives access to the basic information of millions of contacts and companies relevant to sales across 200 countries. The data is verified by 15+ online sources and updated monthly.
• List management: Using the 50 credits you get with the free plan, you can curate a list of accounts or contacts into an exportable CSV file with all available details for instant use in your other systems. Alongside this, the plan also offers tools to organize and manage target lists effectively.
• Real-time alerts: The plan lets you set up and configure alerts via email or Slack to stay updated with important account activity or changes that may impact sales strategies.

6sense Team Plan

6sense's Team Plan is suitable for small to midsize businesses. It offers personalized pricing and credit structure based on your team size and requirements. Along with all the features in the free plan, it offers other advanced features, like:

• Technographics data: In addition to the basic information you get with the Individual plan, the Team plan also reveals the tech stack used by your prospects, allowing for targeted messaging where you could actually get noticed by them.
• Psychographics data: Psychographics data is the study of the psychological attributes of a consumer – their skills, interests, experience, social profiles, and talking points to craft smart and effective outreach sequences. 6sense’s Team plan allows you to access this data to personalize your messaging.
• Web visitors: Get insights into prospects or existing customer concerns by knowing when they are viewing your website or conducting third-party research.
• Integrations with CRM/SEP and other apps: With the 6sense Team plan, you can integrate Revenue AI with your existing tech stack, including HubSpot, Salesloft, Drift, and other SEPs, and directly add/export contact data between platforms. 
• Dashboard and reporting: 6sense's dynamic Sales Prioritization Dashboards provide global visibility into priority accounts, buyers, and actions. Get access to metrics like engagement activity, location, industry, conversion chances, and more.

6sense Growth Plan

This tier introduces more advanced ABM capabilities, including intent data solutions. It is designed for larger teams that require more advanced tools and capabilities to leverage intent signals and optimize their ABM strategies.

Alongside all the features in the Team plan, 6sense offers:

• 6sense intent data: Use an unlimited number of custom and branded keywords to track relevant research back to buying signals and your target ICP. 
• 3rd party intent data: Third-party intent data ranges within the scope of most technological interactions. 6sense integrates with over 5 B2B intent data providers, including Bombora, G2, TrustRadius, and more, to aggregate even deeper buying signals.
• Corporate hierarchy: Visualize the organizational structure of potential buyers across subsidiaries and geographies, including its parent company, regional headquarters, and sister companies.

6sense Enterprise Plan

This tier leverages AI and predictive analytics to ease prospecting and buyer identification for enterprises. Similar to the Team and Growth plans, this tier also has custom pricing based on team size and requirements. 

Here's what's new in this plan:

• Predictive AI models: 6sense AI-powered predictive models continuously analyze years of historical opportunity data, combined with real-time buying signals and web activity, to identify leads that are in-market and are more likely to convert into customers. You can run predictions on the prospect's ICP, buying fit, engagement with the sales team, contact score, and more such sectors.
• AI recommended actions: Get recommended actions based on buyer persona, recent activities, engagement, and account profile fit.
• Dashboards (with in-built predictive AI): Visualize AI predictions and recommendations live on your dashboard so it's easy to take action and keep up with intended sales forecasts.

Is 6sense Expensive?

Yes, compared to 6sense alternatives like Warmly, the platform has expensive pricing tiers. It lacks transparency on credit usage and implementation costs, plus lock-in periods make it tough for decision-makers to invest in the platform. 

Yes, 6sense can be considered expensive, particularly for small to medium-sized businesses. Its pricing model is not publicly available, but it’s known to be tailored to enterprise customers, with quotes often based on the size of the organization, number of users, and specific needs. 

Costs can range from $60,000 to $100,000 per year for most companies, although exact prices depend on customization and usage.

However, for smaller businesses, the cost can be prohibitive unless the expected return on investment (ROI) from high-value deals justifies the price. Large enterprises often find the platform’s advanced capabilities worth the expense, particularly for optimizing B2B sales and marketing efforts.

How Much Does 6sense Actually Cost?

The actual costs of 6sense can increase significantly based on your team size and negotiation skills. That, and the fact that credits are not carried forward month-over-month, might result in forced usage or lost credits if not used optimally.

There are several hidden costs to consider. 

For example, implementation fees can add up, though these can be negotiated in some cases. Additionally, 6sense's pricing is based on a tiered model, so more advanced features, like AI-driven insights or integrations with other platforms, come at a higher price.

You may also face extra costs for training staff to fully utilize the platform, especially given its complexity​. 

So, ensure to factor these into your total cost assessment. Negotiating for discounts or long-term contracts can help manage these expenses.

Warmly: A Better Option than 6sense

Warmly is a revenue orchestration software that lets you identify and engage potential leads based on their online behavior. Unlike 6sense, Warmly offers far more robust prospecting and sales intelligence features alongside transparent and simple pricing models.

With Warmly, you get:

• Transparent pricing with no hidden costs.
• No expensive add-ons.
• No extra charges for integrations.

Features

There are three Warmly features that make it a better alternative to 6sense:

• Website Intent Signals
• Orchestrator
• Live video chat

Let’s dive deep into them.

1. Website Intent Signals

Warmly de-anonymizes 15% of individuals and 65% of companies visiting your site. You can filter traffic by demographic, firmographic, technographic, website activity, 3rd party intent research topics, and many more fields.

Sync website activity, enrichment, and intent data on all identified visitors and companies back to your CRM. Get alerted to key accounts visiting your website via Slack, MS Teams, or via audible voice alerts that are hard to ignore. 

2. Orchestrator

Warmly’s Orchestrator lets you create automated sequential workflows using a visual canvas. 

You can trigger hundreds of sequences via email and LinkedIn based on engagement activity and intent signals.

For example, you can automate LinkedIn connection requests, direct messages, and InMail for high-signal leads via Warmly's Orchestrator.

The Orchestrator is highly configurable, allowing you to specify WHO the Orchestrator should focus on, WHAT it should do, and WHEN  it should do it:

Watch Orchestrator in action. 

3. Live Video Chat

With the Live video chat feature, you can increase the cold call rates significantly by warm-calling prospects from your website.

To do so, just send an automated outbound through Orchestrator. You will then be notified instantly when prospects you email click and visit your site. Then, video chat with them live.

What’s more, you can see exactly how visitors interact with your site. This will give you a sense of their interest, then pick the perfect moment to initiate a conversation.

Pricing

With Warmly, you get a free plan that reveals 500 qualified leads on your website monthly. It also offers features like intent signals, custom accounts, and lead filtering via email, Slack, and MS Teams.

Other than that, Warmly features three premium plans:

• Startup plan: For founders and early-stage sales teams.
• Business plan: For leaders aiming to accelerate pipeline conversion with Al & automation.
• Enterprise plan: For established teams who want enterprise-grade customization, security & support.

Startup plan: This plan costs $700 per month and reveals 10,000 website visitors, offers 1,000 orchestrator credits, and 5,000 AI chat credits per month.

You can onboard 2 team members for free, and then it will cost you $25 per month to onboard more.

Business plan:  With this plan, you get to reveal up to 100,000 website visitors. The plan costs in the range of $1,440 to $1,740 per month, depending on the number of visitors you want to reveal. 

With the Business plan, you get 10 seats for free and a dedicated customer success manager.

Enterprise: This is a custom-made plan for established teams who want to reveal more than 100,000 visitors and want enterprise-grade customization, security, and support.

You get 20 seats, advanced AI personalization, custom integration, and many more features than the Startup and Business plan.

Wrapping Up

There’s no simple answer to whether 6sense is worth using for your business or too expensive.

It’s undoubtedly an amazing platform for enterprise teams as it comes with features that help big businesses scale operations with ease.

However, its non-transparent and credit-based pricing structure can be annoying for many, especially since 6sense doesn’t include that many features in its offering.

Warmly, on the other hand, offers straightforward pricing and a comprehensive suite of features.

Sign up for its free plan and give it a try firsthand. 

Or, if you’d prefer to see all of its features in live-action first, book a personalized demo with our team.

Warmly Product Walkthrough

Cognism’s pricing is notorious for being opaque, confusing, and expensive. Assessing whether it’s worth the cost is no easy task.

In this guide, we’ll explain Cognism’s pricing policy, including the factors that influence the total platform costs.

Once you have a clearer picture of its pricing, you’ll know if Cognism is a good match for your business or not. In case you don’t want to go ahead with your purchase, we’ve got you covered in that department as well.

We’ll offer an alternative solution that ticks all the boxes Cognism doesn’t, giving you another option to consider.

But first, let’s dig into the key subject - Cognism pricing options.

Cognism Pricing Plans

While Cognism offers custom pricing plans for your business needs, the customization is done on top of its two core packages: Platinum and Diamond.

• The Platinum Tier offers essential features and is under a price bracket of $1,500 to $10,000 annually.
• The Diamond Tier is priced between $2,550 and $25,000 per annum and comes with advanced features and AI capabilities.

Both plans offer huge pricing flexibility, making Cognism suitable for companies with a mid-sized team to an enterprise.

Cognism Pricing Factors to Consider

When considering Cognism's pricing, several key factors can significantly influence the overall cost and service offerings.

1. Contract Structure

Cognism typically operates on an annual contract basis. It ditches credit-based systems that limit viewing and exporting data, monthly caps, and resets, leading to unexpected costs and scarcity mindsets.

With Cognism, you subscribe to a contract and never get interrupted by limits. The contract amount varies based on your team size and required features.

So, as the business grows and headcounts increase, the contract value increases significantly. But in the end, the contract is limitless and favors large-scale enterprise operations.

2. User Licenses

The pricing model includes a flat platform fee plus a per-user fee. The platform license fee covers data maintenance, setup, onboarding, and support services. However, it varies depending on your plan.

For example, the Diamond plan has a higher per-user license fee ($2,500) than the Platinum plan ($1,500) due to its additional features. 

3. Feature Inclusion

While the Platinum tier offers essential features like Lead Builder, Insights, and Data Enrichment, the Diamond tier includes premium features like AI segmentation, Intent data (Bombora), and on-demand phone number verification.

👀Note: Increasing capacities, such as the number of contacts needed, and additional features like data enrichment incur further costs.

4. Integrations

Unlike other data providers on the market, Cognism does not charge extra for integrations, and its Diamond and Platinum tiers integrate with all leading CRMs and sales tools, including: 

• Pipedrive
• HubSpot
• Salesforce
• Microsoft Dynamics
• Zapier

5. Discount Opportunities

There are potential discounts available through negotiation tactics, such as leveraging end-of-quarter incentives or competing offers from other providers, which can lead to significant savings (up to 29% in some cases).

How Does Cognism Pricing Work?

Cognism offers personalized pricing plans. You can customize a plan according to your unique data needs and team workflow requirements.

There’s also a platform fee with each pricing tier. It covers data maintenance, set-up, onboarding, and 24-7 live chat support.

While Cognism doesn’t deal with credit-based pricing, it still allows you to include credits in your plan for operational workflows where a couple of people generate data for other users. 

Cognism credits are distributed across all account holders, with the option for admins to limit credit share for individual users. 

Apart from that, Cognism pricing is simple and based on two paid subscription plans, including a free trial. 

Cognism Free Trial

Cognism offers a free trial of 25 targeted B2B leads. Unlike what a traditional free trial entails, Cognism provides a sampled database to test out the tool's capabilities.

To personalize the trial experience, Cognism lets you chat with a data expert to ensure you get sampled data that matches your Ideal Customer Profile (ICP).

Post-trial, you've Cognism Platinum and Diamond plans to choose from. 

Both plans offer:

✅ Unrestricted views and page-level exporting. 

✅ Access to global customer data — emails, mobile numbers, firmographic data, technologies, and sales trigger events.

✅ Access the Cognism web app, Chrome extension, and third-party integrations.

Now, let's discuss the nitty-gritty of Cognism pricing plans and which is ideal for your business.

Cognism Platinum Plan

The Platinum plan is designed for businesses with 200 to 1000+ employees who need core sales and marketing acceleration features and are looking to balance cost and functionality. 

The Platinum tier offers access to up to 25 million contacts, costing $1,500 per user per year and a flat-platform fee of $15,000. 

Here are the features you get with this plan:

• Contact data: A repository of consumer contact information, including email, direct dial, mobile number (not verified), title, location, and skills.
• Company data: For B2B prospects and lead gen, get access to industry, location, revenue, employees, founded date, technologies, trigger events, and more.
• Unlimited access: Unlike credit-based pricing systems from other vendors, Cognism offers unrestricted views and individual and page-level contact exporting (up to 25 records at a time, subject to fair use).
• Access to global database: Access data from local and international markets — EMEA, NAM, APAC, etc. Choose your region, size, industry, and more parameters.
• CSV enrichment: On-demand and scheduled enrichments of outdated prospect lists whenever needed. Just upload your CSV, and Cognism fills in the missing information.
• Integrations: Native integrations with popular CRMs and sales tools (e.g., Salesforce, HubSpot, Zapier).

Limitations 

❌ Limited contact access (compared to Diamond tier).

❌ Mobile numbers you get aren’t verified.

❌ Lacks AI capabilities for database search and segmentation.

Cognism Diamond Plan

The Diamond tier is available at $25,000 access fee + $2,500 per user annually. 

You get a 2x contact access limit (50 million), up from 25 million in the Platinum plan. If we talk about features, it offers much more than the Platinum tier:

• Integrated AI: Advanced AI-driven segmentation capabilities for more refined targeting.
• Diamond data: Access to Cognism's phone-verified mobile numbers dataset with a high accuracy rate (98%). You can expect a 3x improvement in connect rates compared to the industry average. 
• Intent data: Cognism's partnership with Bombora gives it access to Bombora's community of 5,000+ B2B websites to track topic interest and identify purchase intent. These sources include user groups, websites, B2B publishers, analyst groups, review websites, and lead-gen networks.
• Diamonds-on-Demand service: On-demand research assistants from Cognism help you anytime with prospecting and customer research.
• Priority support: This plan provides a dedicated customer success manager so any platform issues you face are resolved on the highest priority.

Cognism's Diamond Plan is perfect for large organizations that need extensive global contact access and advanced insights on ICP for sales and marketing teams. 

Is Cognism Expensive?

Short answer: Yes

Long-answer: 👇

Cognism is an enterprise-grade platform, but it is not ideal for small businesses, freelancers, and individual marketers. 

Since Cognism does not disclose specific pricing publicly, budgeting is challenging for users. 

All we know is that it has a one-time platform fee ranging thousands of dollars, plus the per-user pricing model increases team usage significantly.

Compared to other Cognism alternatives like Warmly, the platform is expensive for businesses with small-scale operations and limited prospecting needs.

Warmly - A Better Alternative to Cognism

Warmly is a revenue orchestration platform that reveals website visitors, detects prospects most likely to buy right now, and gives you options for engaging them while they’re still hot.

Let’s face it: Cognism isn’t transparent with its pricing, and most probably, you will end up paying thousands of dollars per month to use it.

Instead, with Warmly, you get:

• Transparent pricing with no hidden costs.
• No expensive add-ons.
• No extra charges for integrations.

Features

There are three primary Warmly features that make it a better alternative to Cognism:

• AI Prospector
• Sales engagement
• Lead enrichment

Let’s drill down on these three features:

1. AI Prospector

Warmly’s AI Prospector is called Orchestrator – AI SDRs that auto-prospect for you. The Orchestrator triggers personalized sequences via email and LinkedIn based on the visitor’s engagement activity and intent signals.

The Orchestrator does what your SDRs do, but it does the process 24/7. This saves time for your SDRs to strategize how to do better prospecting and automates a labor-intensive process of sending hundreds of sequences a day.

The AI Prospector is highly configurable, allowing you to specify WHO the AI Prospector should focus on, WHAT it should do, and WHEN it should do it:

Watch Orchestrator in action. 

2. Sales Engagement 

Warmly has two sub-features that help you with Sales engagement — AI chat and Warm calls.

The AI Chat feature in Warmly enhances customer interactions by automating conversations through AI-powered chatbots. 

This feature can assist you in responding faster, automating customer support, and improving engagement by handling common inquiries or initiating conversations based on customer data. 

It also helps manage leads more efficiently so you can engage prospects in real time, thus enhancing your demand generation efforts.

If you head to the ‘Warm Calls’ section of Warmly’s dashboard, you’ll see the people and businesses visiting your website in real time.

Next to each identified visitor, you can find a detailed overview of all the data Warmly has on them, from firmographics to intent data. This enables sales reps to easily determine how well they fit into your ICP and how warm they are.

From there, reps can go for one of two options:

1. Send leads a chat message, specifying they’re talking to an actual person and making it personal by mentioning the page they’re currently on, their company, location, or other relevant insight Warmly revealed.
2. Engage them in a video call.

In both cases, the intelligence your reps will have on every lead will help them design a more personalized, tailored approach that’s more likely to result in a conversion.

3. Bombora Buyer Intent

With Warmly’s Bombora buyer intent, you can see the leads who are ready to buy your product. You can then get in front of them before competitors do via the Bombora integration.

With Bombora, you can see what topics your leads are researching. The tool has the power to measure prospects’ digital journey across 5,000+ premium B2B websites and has exclusivity agreements with 87% of the sites.

You can combine this 3rd party intent with your website activity and demographic data to know which leads are ready to buy right now.

Pricing

Warmly comes with a free plan that lets you reveal 500 leads on your website every month that might be interested in buying from you. But if you want more leads to be revealed, you can choose from the paid plans we offer.

Startup plan: This plan costs $700 per month and reveals 10,000 website visitors, offers 1,000 orchestrator credits, and 5,000 AI chat credits per month.

You can onboard 2 team members for free, and then it will cost you $25 per month to onboard more.

Business plan: With this plan, you get to reveal up to 100,000 website visitors. The plan costs in the range of $1,440 to $1,740 per month, depending on the number of visitors you want to reveal. 

With the Business plan, you get 10 seats for free and a dedicated customer success manager.

Enterprise: This is a custom-made plan for established teams who want to reveal more than 100,000 visitors and want enterprise-grade customization, security, and support.

You get 20 seats, advanced AI personalization, custom integration, and many more features than the Startup and Business plan.

👀 Note: All plans are billed annually.

Wrapping Up

There’s no denying that Cognism is a great tool for mid-sized and enterprise teams.

It offers a great set of features and 2-paid plans, giving you access to millions of contacts.

At the same time, it can’t be said that Cognism is an affordable solution. Its hefty platform fees, coupled with per-user pricing, make it over budget for most teams.

So, if you want access to in-depth intent data sourced from world-class providers, accurate website visitor identification, and lead engagement options without worrying you’ll break the bank - Warmly might be what you’re looking for.

Our clients agree:

‎Jessica Z., Verified G2 Reviewer

Its straightforward pricing leaves no room for doubt and worries while giving you all you need to enhance lead generation and increase conversion rates.

What is the best way to find out if Warmly is your kind of solution? 

Sign up for its free plan and give it a try firsthand. 

Or, if you’d prefer to see all of its features in live-action first, book a personalized demo with our team.

Warmly Product Walkthrough

Demand generation examples and channels are the mediums you can use to convert a lead into a prospect. 

From organic content to paid ads, every channel you use to convert a prospect into a buyer is a channel in the demand generation funnel.

This article goes over examples of demand generation and channels you can use to generate more leads.

TL;DR

• If you want your demand generation campaign to be a success, you need to take care of three key components: setting clear goals and metrics, identifying your audience, and crafting content that educates.
• Creating value-based content of any form that your audience can consume is the best way to get quality leads for your business.

Key Components of Successful Demand Generation Campaigns

Demand generation requires a strategic approach that focuses on attracting, engaging, and converting prospects. 

Here are some key components of a successful demand-generation campaign:

1. Set Clear Goals and Metrics

Source

Defining clear goals is the first step for a successful demand generation campaign. These goals should be SMART:

• Specific.
• Measurable.
• Achievable.
• Relevant.
• Time-bound.

Once you've established your goals, shortlist key performance indicators (KPIs) to track your progress and measure success.

💡 Pro tip: Consider using the SMART framework to define your goals. For example, a SMART goal could be to increase the number of leads in your sales pipeline by 50% in the next quarter. Then, KPIs like the number of opportunities, sales-qualified leads, etc., will be analyzed. 

2. Identify and Segment Your Audience

Before creating a demand generation funnel, understanding your target audience is a must.

You should know your audiences’ demographics, pain points, interests, and buying behaviors. This will help you tailor your campaigns and offerings to resonate with their demands.

To do so, use segmentation.  

Segmentation allows you to refine your target audience further and deliver more personalized content.

💡 Pro tip: Use buyer personas to represent your ideal customer. Use demographic factors, like age, gender, and location, as well as psychographic factors – interests, values, and behaviors. Segment your audience based on these factors to deliver hyper-targeted content.

3. Build Content that Educates and Engages

Creating high-quality, valuable content is at the center of any demand-gen campaign.

Focus on creating content that educates your target audience, addresses their pain points, and provides solutions to their problems. This could include content like blog posts, articles, ebooks, webinars, videos, etc. 

💡 Pro tip: Create a content calendar to plan and schedule your content. Research topics relevant to your target audience and address their needs. Use SEO best practices to improve your content's visibility in search engine results. Experiment with different content formats to find what resonates best with your audience over time.

12 Proven Demand Generation Tactics with Real-World Examples

1. Create Value-Based Content

Value-based content focuses on educating prospects via useful, actionable, and informational content without being overly promotional.

The content should be such that after reading it, your prospects must get answers to the problem they’re searching for and be guided to the right solution instead of being pushed to buy your product.

Why Is Value-Based Content Important?

Value-based content plays an important role in demand generation as it aligns closely with the buyer’s journey (especially in the awareness and consideration stages).

When you put forth value-driven content, you have the opportunity to build long-term relationships with your prospects.

What’s more, it also establishes credibility, attracts organic traffic, and nurtures leads.

For inspiration on how to create value-based content, you can look at HubSpot Academy – a place to learn all things marketing. HubSpot Academy has a series of courses you can take for free to become a HubSpot-certified marketer.

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Creating value-based content is great, but it’s better when you have a tool in your arsenal that can help you kick things up a notch by automating processes and tracking content-based metrics.

You can do so with Warmly. With our software, you can turn anonymous website visitors into revenue by proactively reaching out to them.

Warmly lets you:

• Integrate data sources and access them all in one place.
• Automate sales conversations with website visitors on your sales rep’s behalf.
• Automatically create or update records in your CRM with enrichment, engagement, and buyer intent data to power the rest of your inbound orchestration.

2. Interactive Tools and Calculators

Interactive tools and calculators offer a unique and effective way to engage website visitors and drive conversions. They provide interactive experiences that make your content more engaging.

These tools can range from simple quizzes to complex calculators, but regardless of their complexity, they offer a way to provide value to your audience. 

For example, a product comparison tool can help visitors make informed decisions, while a pricing calculator can help with instant cost estimates.

Why are Interactive Tools and Calculators Important?

Interactive tools and calculators have several pros, the major one being that when visitors can actively interact with your page, they spend more time on your website, becoming more interested in your brand.

For example, the brand Xoxoday, an AI-powered reward and payment platform, has several interactive tools and calculations on its website. 

These tools help users track and estimate metrics like leads generated, engagement on social media, customer acquisition cost, and more.

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3. Offer Free Trials

A free trial is a limited-time offer that allows quality prospects to explore a product before making a purchase. 

It's one of the lowest-risk ways for customers to evaluate whether a product solves their pain points.

Why are Free Trials Important?

Free trials give leads a chance to test the waters of your product for free.

It’s the closest and most efficient way to convert a free customer into a paying customer. When customers have the opportunity to try a product for free, they are more likely to feel confident in their decision to purchase.

Here's an example to give you an idea of how effective free trials can be.

GetResponse, a leading email marketing platform, A/B tested the “Buy Now” and “Free Trial” buttons on its homepage side-by-side. 

The free trial button generated 158% more account creation than the Buy Now button. Read all about this in a success story by VWO.

Source

4. Send Personalized Gifts

Personalized gifts are thoughtful gestures that can strengthen relationships with your prospects. 

Gifts show that you value prospects, that you've taken the time to understand their needs, and that you will go the extra mile to meet them.

Why is Sending Personalized Gifts Important?

Sending personalized gifts works wonders not only in one's personal life but also in the corporate world. 

They show that you care about your audience’s preferences and have made an effort to make them feel special.

At the end of the day, it’s humans that receive gifts, not robots. When they feel valued and appreciated, they are more likely to try your offering. 

If they like it, it’s quite possible they’ll convert into paying customers. They might also recommend your products to others. 

This creates a positive impression about your company through word of mouth.

According to Giftpack, when you send gifts to your prospects, you can see up to 70% reduction in their response time.

Source

5. Guest Blogging and Influencer Partnerships

Guest blogging and influencer partnerships involve collaborating with other businesses or individuals in your industry to create content. 

This can involve writing guest posts for other blogs or partnering with influencers to promote your brand. 

Why are Guest Blogging and Influencer Partnerships Important?

When you collaborate with influencers and thought leaders in your market sector, you have the potential to expand your brand's reach, improve your search engine rankings, and generate new leads.

It’s like hosting a party, and you invite all your friends and their friends. Suddenly, your party is buzzing with new people and opportunities. That's essentially what guest blogging and influencer partnerships do for your brand.

This strategy allows you to tap into new audiences, build relationships with other industry experts, and increase your brand's credibility.

ClickUp, a popular project management tool, often collaborates with productivity influencers and blogs to share tips and best practices for effective project management. 

These partnerships help ClickUp reach a wider audience and establish itself as a leading authority in project management.

You can take a look at their latest influencer partnership in this LinkedIn post.

6. Host Webinars and Q&A Sessions

Webinars and Q&A sessions are online events that allow you to connect with your audience in real-time. They can be used to educate, inform, and engage existing customers and prospects.

These create an engaging and personalized experience for your audience since you’re interacting with them in real-time.

Why is Hosting Webinars and Q&A Sessions Important?

These online events help you attract new leads, nurture existing ones, and gather valuable feedback from them. 

What’s more, such events provide a platform for you to share your expertise, answer their questions, and demonstrate the value of your product.

Clearscope regularly hosts webinars and Q&A sessions on topics related to content marketing and SEO. 

These events attract a large audience of prospects and allow Clearscope to showcase its expertise in content marketing.

The Q&A sessions help Clearscope collect valuable feedback from its audience, which it can use to improve its products and services.

Source

7. Case Studies and Success Stories

Case studies and success stories show real-world examples of how your product has helped customers achieve their goals. They provide social proof and are a powerful tool for driving demand.

You can leverage case studies to attract new leads interested in learning more about your solution and how it can help them solve the problems they face.

Why are Case Studies and Success Stories Important?

Sharing real-world examples of how your product has helped customers achieve their goals helps build trust and credibility.

These stories provide tangible benefits of your solution, making it easier for prospects to understand how your product can help them.

If done correctly, case studies can shoot your “book a demo” CTR through the roof.

Salesforce often publishes case studies featuring customers who have used Salesforce to improve their sales processes and customer relationships.

They use these case studies to highlight specific use cases, such as salesforce automation, lead management, or customer service.

The real-world results achieved by Salesforce customers are able to attract new customers and build trust in their platform.

Source

8. Quizzes for Demand Generation

Quizzes are interactive content that can be used to engage potential customers and collect their information. They are a fun and effective way to generate leads.

Why are Case Studies and Success Stories Important?

Creating interactive and engaging content increases visitor engagement and collects valuable information from them.

When prospects take a quiz, they are more likely to provide their contact information in exchange for personalized recommendations and results. This is a highly effective way to generate leads and build relationships with your target audience.

Intercom uses quizzes and questionnaires to engage prospects and collect their information.

The brand often offers a quiz to help visitors identify their customer support challenges. Through this, visitors provide their contact information and receive personalized recommendations.

This is a creative and effective way for Intercom to generate leads and provide value to their audience.

Source

9. Run Email Campaigns

Almost all B2B SaaS companies leverage email campaigns to reach out to prospects. Once your lead opts in to receive emails, you can nurture them and then promote your product.

You can use email campaigns to share valuable content, such as blog posts, webinars, or case studies. This can create a strong brand recall down the road.

Why are Running Email Campaigns Important?

Sending targeted emails to warm leads allows you to build relationships with them, increase brand awareness, and drive conversions down the line.

According to email marketing benchmarks by Mailchimp, the Software and Web App industry has an average email open rate of 28%. So, email campaigns can be a highly effective way to reach out to your target market.

Pipedrive is known for its effective email marketing campaigns. Its platform allows it to send targeted emails and newsletters to its leads and existing customers, helping it nurture them and drive conversions.

Source

10. Run Ad-Campaigns for Look-alike Audience

Look-alike audiences are custom audiences created by identifying users who share similar characteristics with your existing customers. This type of targeted advertising helps you reach prospects who are more likely to convert.

Why are Running Ad-Campaigns for Look-alike Audience Important?

Targeting users who share similar characteristics with your existing customers:

• Increases the likelihood of conversions.
• Expand your reach. 
• Improves the return on investment of your ad campaigns.

This strategy allows you to focus your marketing efforts on leads who are more likely to be interested in your product. 

Like other B2B SaaS platforms, Freshworks uses look-alike audiences to target customers who are similar to its existing customers.

By analyzing the characteristics of its existing customer base, the brand is able to identify users who are more likely to be interested in its product. 

Source

11. Creating Data-Driven Reports

Data-driven reports provide valuable insights into your demand-generation efforts. B2B brands commonly analyze key metrics and trends to identify areas for improvement and optimize their strategies.

Why is Creating Data-Driven Reports Important?

Analyzing key metrics helps you optimize your strategies and measure the return on investment of your activities.

These reports provide insights into the effectiveness of your demand generation efforts that further allow you to make decisions backed by data.

Here’s an interesting case study of how Responsify helped ScholarChip increase its sales through data analysis and content strategy. The case study shows Responsify's ability to generate high-quality leads through targeted content and calls to action.

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12. Run Retargeting Campaigns

Retargeting campaigns allow you to show ads to users who have previously visited your website but didn't take any action. This is a powerful way to re-engage potential customers.

Why is Creating Data-Driven Reports Important?

Showing your ads to users who have previously visited your website can increase brand visibility, nurture leads, and improve conversion rates. 

This allows you to stay top of mind with your prospects and remind them of your product. 

Adobe creates compelling ads that resonate well with its audience. It has also effectively used retargeting campaigns to increase demand.

They use a variety of retargeting tactics, like remarketing ads on Google Display Network and social media platforms, to reach users who have visited their website but haven't taken any further action.

Source

Convert More Visitors into Buyers with Warmly

Expanding your demand generation to multiple channels as you grow bigger is a great way to scale demand generation and consistently generate high-quality leads. 

Try to explore all the channels we mentioned above and find the ones that are right for your business and where your target audience hangs out the most.

When you explore and post content on multiple channels, you might need a tool that:

• Prioritizing leads to focus on.
• Engaging and nurturing leads with automated campaigns.
• Enable reps to reach out to hot leads straight from your website.

Our tool, Warmly, lets you do that, so sign up for Warmly’s free plan and see if you like it.

Warmly Product Walkthrough 

Related reading:

How to Build a Demand Generation Strategy

Growth Marketing vs Demand Generation

‎

Demand generation is the entire marketing and sales strategy that you and your business use to move your target audience down the funnel and convert prospects into buyers. 

It’s no secret that demand generation is tough. In this process, you have to convince people that your product or service is the best solution to their problems. 

There’s no shortcut you can take with demand generation. You have to create a funnel that drives revenue, or your business might die.

TL;DR

Read these pointers if you don’t have the time to read the whole guide:

• Demand generation is a marketing approach that organizations use to create awareness, interest, and desire for their products or services.
• There are three phases of demand generation – awareness, brand activation and engagement, and conversion and optimization.
• Moving a lead down the funnel is an art. You have to capture the interest ⏩ nurture the captured prospects ⏩ convert them into opportunities ⏩ close the deals ⏩ retain and expand.
• To know if your demand generation is working, track KPIs and metrics like the number of opportunities generated, customer acquisition cost, sales pipeline value, and more.

What Is Demand Generation and How Does It Differ from Lead Generation?

Demand generation is a marketing approach that organizations use to create awareness, interest, and desire for their products or services.

It focuses on driving demand by engaging the target audience, educating them via value-based content, and establishing your company as a trusted authority in your market segment.

There are many tactics marketers use to generate demand:

• Content marketing.
• Brand awareness campaigns.
• Lead nurturing.
• Email and ad campaigns.
• Etc.

With demand generation, you can successfully qualify leads, push them to your sales pipeline, and try selling them your product.

However, executing a demand generation strategy accurately requires your sales and marketing teams to work in tandem so that the interest generated is efficiently converted into revenue and long-term relationships.

Difference Between Demand Generation and Lead Generation

Marketers often use demand generation and lead generation interchangeably. But they are not the same thing. Here are the differences you must know about:

1. Both Have Different Purposes

Demand generation is all about creating awareness and interest. It aims to attract a broad audience by positioning your product as the best solution for their pain point. 

The primary purpose of demand generation is brand awareness and thought leadership.

Lead generation focuses on getting contact information from prospects who have shown interest in your product. 

The purpose of lead generation is to convert these prospects who are aware of your product into buyers.

2. Both Engage Different Types of Audiences

Demand generation focuses on engaging a wider audience, mainly with ungated content (blogs, videos, images, etc.), as it helps build trust and brand authority.

Lead generation starts further down the funnel, often with gated content (white papers, eBooks, etc.), which requires users to provide their contact information to access.

3. Both are Associated with Different Stages in the Demand Generation Funnel

Demand generation takes place at the top of the marketing funnel, where the focus is on generating interest among a broader audience. It’s about educating potential customers and building long-term brand loyalty.

Lead generation happens after interest has been established further down the funnel. It works to capture qualified leads that can be nurtured into making a purchase.

When it comes to running a business, both lead generation and demand generation work in tandem. You can’t move your target audience down the funnel without doing both.

The Three Phases of Demand Generation

In a B2B demand generation funnel, there are three phases that serve as the key stages through which prospects move from initial interest to becoming loyal customers.

1. Awareness

The primary goal of the awareness phase is to increase brand visibility and market presence among your target audience. 

At this stage, your prospects might not be aware of your brand and the solution you offer.

The focus in this stage is mostly on educating your target audience about the pain points and sharing content that surrounds your product. 

You can do so with multiple content types:

⏩ Blogs.

⏩ Social media posts.

⏩ Videos.

⏩ Thought leadership pieces.

To know if your awareness stage is going as expected, track KPIs and metrics like website traffic, social media engagement, content views, and more.

2. Brand Activation and Engagement

In this phase, the goal is to deepen engagement with your audience who knows about your brand. With deepened knowledge, you can persuade your audience to take some sort of action – downloading gated content, attending a webinar, or anything else.

If you decide to go down the route of content marketing, this phase relies heavily on gated content.

Generally, you might end up using channels like:

⏩ Email marketing.

⏩ Personalized webinars.

⏩ Case studies.

Track KPIs like lead capture, lead engagement, email open rates, and more to measure brand activation and engagement.

3. Conversion and Optimization

This final phase focuses purely on converting leads into paying customers. At this stage, the marketing and sales teams align their efforts to ensure that the prospect is ready to purchase from you.

You can do so by lead scoring, personalized demos, free trials, and retargeting ads. 

👀 Note: At this point, your prospect should be fully aware of the brand’s solution and see you as a top contender.

KPIs to track:

📊 Conversion rates: The percentage of leads that take a desired action, like filling out a form or making a purchase.

📊 Deal velocity: The speed at which potential deals move through the sales pipeline, from lead to closed deals.

📊 Customer acquisition cost: The average expense incurred to acquire a new customer, including marketing and sales costs.

📊 Customer lifetime value: The total revenue expected from a customer over the entire duration of their relationship with your business.

The Best Demand Generation Channels You Need to Know

There are many channels you can leverage for demand generation, but here are the three best channels we think can help you the most.

1. Thought Leadership Content

Thought leadership content is used at the top of the funnel in demand generation to build authority and act as a credible source of information for your target audience.

Since demand generation is all about building brand awareness, thought leadership pieces clubbed with the right SEO strategy can go a long way.

With thought leadership content, you can show your target audience that you’re an expert on the topic and really understand what problems they are facing. More importantly, you know how to solve them. 

If your content is highly valuable, and your customers resonate with what you have to say, there’s a high chance of your audience converting into a marketing-qualified lead.

Source

2. Webinars

Webinars help you engage with your audience in real-time, thus increasing the chances of their conversion. By hosting webinars, you can educate your prospects about industry trends, pain points, and specific solutions.

Webinars are also a great way to demonstrate your product live so that prospects can see how effectively your solution solves their pain points. This hands-on experience is a pivotal asset in a buyer’s journey.

Choosing a specific topic for a webinar is super important. To choose a topic, look at what your prospects are talking about on social media channels and forums. 

3. Email

‘Email marketing is dead’ – we’ve been hearing this for a decade or so, and still, 50% of marketers say it’s the most effective channel for demand generation 🤷.

This proves that email marketing has never been more alive.

Source

However, you must be careful when doing email marketing. Sending bulk, generic emails might just land your messages in the spam folder, or even worse, Google can block your email ID.

When creating an email campaign, keep these three principles in mind:

✅ Frequency: Start slow and slowly ramp up the number of emails you send out, or you will definitely end up in the spam folder.

✅ Segmentation: Always segment your audience and send each segment a personalized email. This will keep your emails relevant and increase open and click rates.

✅ Call to action: Ensure that every email you send out has a clear call to action at the end. This will simply help you increase conversions.

How Do You Move a Lead Down the Demand Generation Funnel?

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Here are the five steps that help you move a lead down the demand generation funnel:

Step 1: Capturing Interest (Top of Funnel)

This stage is all about attracting and engaging your audience. 

When capturing interest, make sure that your messaging addresses the pain points of your audience and, if possible, try introducing your product as the solution.

Tracking metrics like website traffic and content engagement at this stage helps a ton.

Step 2: Nurturing Captured Leads (Mid-Funnel)

After capturing interest, your goal should be to nurture the captured leads by taking engagement a step further. You can nurture leads with lead magnets like eBooks, case studies, webinars, etc.

What’s more, personalize the experience with tailored content and follow-ups to foster trust and build stronger connections.

Track metrics like content downloads, webinar attendance, and email engagement rates.

Step 3: Converting into Opportunities (Bottom of Funnel)

When you’re at this stage, prospects should be qualified and ready to engage with your sales team. 

Use targeted strategies like personalized demos, free trials, and retargeting ads to drive conversions. Lead scoring becomes critical to ensure only high-potential leads move forward. 

The aim is to transition leads from marketing-qualified to sales-qualified, monitor opportunities, and track KPIs like conversion rates and sales appointments.

Step 4: Closing the Deal (Sales Alignment)

The marketing and sales teams collaborate here to convert qualified leads into paying customers. 

Sales teams leverage marketing insights to offer personalized outreach, address objections, and provide final incentives like discounts or exclusive deals. 

Step 5: Retaining and Expanding (Post-Sale)

After closing the deal, focus on customer retention and expansion. Nurture customer relationships through onboarding, personalized follow-ups, and customer success initiatives. 

Continuously engage clients with product updates, exclusive offers, and value-added content. 

You must aim to increase customer lifetime value and generate upsells with KPIs like customer satisfaction, retention rates, and expansion revenue.

Demand Generation Metrics to Track in 2024

1. Number of Opportunities Generated

The number of opportunities generated is a demand generation metric that tracks the total number of sales opportunities you can create in a specific time period. 

These opportunities are qualified leads who have shown significant interest in your product and have entered your sales pipeline as prospects.

Why Track the Number of Opportunities Generated?

• Tracking this KPI lets you assess the success of your marketing campaigns and determine whether you need to tweak them to achieve maximum effectiveness.
• Knowing the number of opportunities generation can help you pinpoint which marketing channels or campaigns have brought you the most leads.

Calculating the number of opportunities generated is a simple addition:

2. Customer Acquisition Cost (CAC)

CAC measures the total cost incurred by your business in acquiring new customers. It takes into consideration all the expenses related to marketing and sales efforts aimed at converting prospects into buyers.

These costs can be:

💰 Advertising spend.

💰 Marketing campaigns.

💰 Teams salaries.

💰 Software.

Why Track CAC?

• CAC can help you allocate your budget effectively as you know how much it costs to bring in new customers.
• By comparing CAC to customer lifetime value (CLTV), you can assess the profitability of their customer acquisition strategies. A lower CAC relative to CLTV means a healthy ROI.

Here’s the formula to calculate CAC:

3. Sales Pipeline Value

Sales pipeline value represents the total potential revenue from all active deals and opportunities that are currently in your sales pipeline. The metric quantifies the monetary value of your prospects at different stages of the sales funnel.

Why Track Sales Pipeline Value?

• Tracking sales pipeline value will help your business predict future income based on the potential deals in the pipeline.
• It enables your sales team to prioritize high-value opportunities and allocate resources more effectively.

You can calculate this metric in two different ways. Here are both the formulas for doing so.

Common Mistakes to Avoid in Your Demand Generation Strategy

When creating a demand generation strategy, mistakes are bound to happen. But rectifying them before it’s too late can save you from a big mishap. Here are some common mistakes you must avoid.

1. Over-Focusing on Vanity Metrics

In demand generation, it’s often tempting to fixate on vanity metrics. Numbers like website traffic, social media following, email open rates, etc., might look impressive, but they offer little insight into actual business performance.

Keeping your eye on such metrics all the time might just divert your attention from more important metrics such as conversion rates, customer acquisition cost, customer lifetime value, etc.

To avoid this mistake, prioritize actionable metrics that align with your business objectives so that your demand-generation efforts drive real results.

2. Neglecting Lead Quality

Blindly generating a large number of leads is a bad idea. There’s a difference between a lead and a high-quality lead. So keep in mind that quantity doesn’t guarantee success.

The leads you generate must be qualified enough to resonate with your product and eventually buy it. Poor-quality leads often overwhelm sales teams and reduce their efficiency.

Lead quality is directly related to the quality of your demand generation funnel. 

If you create high-quality content that explains to your target audience how to resolve their issues, you will generate high-quality leads that have a higher chance of converting.

3. Misalignment Between Marketing and Sales

When your sales and marketing teams are not on the same page, your demand generation funnel will not work as you want it to. 

When both these departments work in silos without a shared goal, you often face issues like:

❌ Inconsistent messaging.

❌ Mishandling of leads.

❌ Losing revenue opportunities.

Maybe your marketing department is generating leads that the sales team deems unqualified. This disconnect hampers both teams' effectiveness and undermines the overall strategy. 

To avoid this mistake, ensure that your sales and marketing team collaborate when generating demand for your business. 

Establish shared metrics to track, open communication, and join planning sessions.

Best Practices for Scaling Demand Generation

✅ Define clear objectives and KPIs: Set SMART goals for all your demand generation efforts and identify the KPIs that will make or break your business.

✅ Buyer persona and market research: Craft a detailed buyer persona to capture the demographics, behaviors, pain points, and motivations of your ideal customers. 

Conduct market research later and analyze customer data to refine your understanding of your target audience.

✅ Create quality and valuable content: For every stage in the demand generation funnel, create high-quality content that educates, informs, and solves your audience's pain points.

✅ Multi-channel marketing: Use a mix of channels, such as email marketing, social media, SEO, and ads, to impact your demand generation efforts. 

But don’t get into all the channels at once. Start with a couple of channels and scale as you grow.

✅ Nurture leads through the sales funnel: Craft lead nurturing campaigns that give your prospects relevant information about your brand in every stage of the funnel. 

A good practice is to use segmentation to tailor messages to different audience segments based on their interaction.

Boost The Demand of Your Business with Warmly

We hope that this demand generation guide helped you understand how to get started and excel at demand generation. If you want a tool to help you with things like:

• Prioritizing leads to focus on.
• Engaging and nurturing leads with automated campaigns.
• Enable reps to reach out to hot leads straight from your website.

Sign up to Warmly.

Warmly Product Walkthrough

Creating a B2B demand generation funnel for your business is the most important operation, as this can make or break your business. 

A perfect demand generation funnel will: 

• Make your audience aware of your product.
• Persuade them to consider your product.
• Convert prospects into buyers.
• Retain customers.

In this article, we will explain what a demand generation funnel is, its stages, how to create one, and the challenges you might face when creating one.

TL;DR

• Every business, no matter the industry, will only be profitable when its demand generation is profitable. Doing demand generation for your business is not optional; it's mandatory.
• Converting a prospect into a buyer is an art; you need to get the prospect down the funnel, from making them aware of your product to telling them how it solves their problems so they buy from you.
• You should track metrics, such as sales qualified leads and cost per acquisition, to determine whether your demand generation is effective.

What Is a Demand Generation Funnel?

A demand generation funnel is a strategic process that guides potential buyers through stages of awareness, interest, consideration, and decision.

The funnel focuses on creating demand by educating and nurturing prospects at every stage so that they are well-informed and engaged at all times.

Demand generation is so effective that B2B marketing leaders worldwide spend a significant chunk of their marketing activity budget on it. 

Time to clear the air.

Some people might confuse demand generation with lead generation, but both are a little different.

The major difference between demand and lead generation lies in their objective and approach.

Demand generation focuses more on building awareness, interest, and long-term relationships with your audience. This awareness might then convert into prospects showing interest in your product and wanting to buy.

Lead generation is more about capturing potential customers' contact information to move them directly into the sales pipeline. It is more of a short-term conversion.

Here’s a table that compares demand generation with lead generation:

👀 Note: In SaaS, you do demand generation for an audience that’s still figuring out the solution for their problem or for an audience that doesn’t even know they face the problem you’re solving. However, you do lead generation for prospects who already know the answer to their problem; they are just finding the right software that can solve the issue.

Types of Demand Generation

There are three major ways you can do demand generation:

1. Inbound Demand Generation

Inbound demand generation focuses on bringing in customers via value-driven resources that align with potential customers’ needs. It focuses on driving high-intent leads, pipelines, and revenue by putting buyer preferences at the forefront. 

When we say value-driven resources, we mean:

• Blogging
• Search engine optimization
• Social media content
• Webinars
• Ebooks

And more such content.

2. Outbound Demand Generation

Outbound demand generation is comparatively a more proactive approach, where you or your team reaches out to potential buyers. You can use techniques like email marketing, cold calling, paid ads, and direct mail to reach out.

3. Account-Based Marketing (ABM)

ABM is a highly personalized demand-generation tactic where marketing and sales teams get together to target high-value accounts. The ABM campaigns are specifically designed for individuals or small groups that are tailored to a very specific pain point.

What are the Stages of a Demand Generation Funnel

There are four stages of any demand generation funnel:

1. Awareness

At the awareness stage, there is a high chance your potential customers might not know you or your product. They might not even know that they have a problem you’re trying to solve. 

So, the primary goal at this stage is to increase visibility and make your target audience aware of your existence.

• Objective: Get your target audience’s attention so you can introduce your product.
• Strategies: Leverage content marketing (blogs, videos, infographics), social media marketing, and advertising campaigns.
• Outcome: Generate interest and attract visitors who might eventually become leads.

2. Consideration

In the consideration stage, your audience is aware of the problem they face and is actively looking for solutions. They evaluate multiple options based on features, pricing, pros, and cons. One of the solutions they evaluate might be yours.

Your demand generation efforts at this stage are intended to nurture these prospects by equipping them with valuable information that positions your brand as the best solution for their problem.

• Objective: Educate prospects about your product so they know it’s the best solution to their problem.
• Strategies: Offer in-depth content like whitepapers, webinars, case studies, and email marketing.
• Outcome: Move prospects closer to a purchasing decision.

3. Conversion

At this stage, your prospects are ready to choose a solution. If you’ve nailed the first two stages of demand generation, you will be good here. 

The efforts will tip the scales in your favor by explaining to prospects how your product is the perfect solution and better than your competitors.

• Objective: Convert a prospect into a buyer.
• Strategies: Provide free trials, demos, personalized support, testimonials, and competitive pricing offers.
• Outcome: Acquire new customers.

4. Retention

The retention stage is all about keeping your existing customers engaged and satisfied so they don’t leave you and go looking for another solution. 

In demand generation, retaining customers is more important than acquiring new ones because loyal customers often become brand advocates.

• Objectives: Maintain and build long-term relationships with existing customers.
• Strategies: Implement loyalty programs, offer exceptional customer service, send personalized follow-ups, and provide updates and upgrades.
• Outcome: Increased customer lifetime value, repeat purchases, and word-of-mouth referrals.

How to Create an Effective Demand Generation Funnel?

There are five steps that will help you transform a prospect into a buyer in your demand generation funnel.

Step 1. Define Clear Objectives and Key Performance Indicators (KPIs)

The first thing you want to do as a business is shortlist a bunch of smart, measurable goals for your demand generation efforts. For this, you must know what demand generation metrics and KPIs to track and analyze.

Best Practices to Follow

• Ensure that the goals you set are Specific, Measurable, Achievable, Relevant, and Time-bound [SMART]. Example – Increase qualified leads by 30% in the next quarter.
• Your demand generation objectives, such as revenue targets, must be aligned with your business goals.
•  Compare your KPIs against industrial benchmarks.

Step 2. Understand Your Audience and Develop Buyer Personas

Next, conduct thorough research to know what your target audience needs for your product. You also must create a buyer persona that represents your ideal customers. 

The persona will guide your content creation and marketing strategies so that they resonate with your audience.

Best Practices to Follow

• Conduct a thorough market research by leveraging surveys, interviews, and analytics. This will help you gather data on customer demographics and behavior.
• In your buyer persona, include information like age, job title, pain points, goals, and buying habits.
• Always segment your audience. Divide them into distinct groups based on characteristics or behaviors – whatever’s best for your business. 

Step 3. Create Value-Driven Content That Aligns with Buyer’s Journey

Content creation plays a major role in how buyers perceive your product. If you’re not able to hook your audience with content (text, image, or video), it's tough for your sales team to convince them to buy from you.

Craft high-quality content that serves your audience irrespective of their stage in the buyer’s journey.

Best Practices to Follow

• Use data analytics to determine which platforms your target audience is active on the most and create content to engage your audience there.
• Keep your brand voice and messaging uniform across all channels you create content on so you can build trust and be a leader in your industry.

Step 4. Implement Multi-Channel Marketing Strategies to Distribute Content

Content distribution can help boost engagement with half the efforts you put into content creation. 

ReferralRock conducted a survey that interviewed marketers worldwide. 46% of these marketers accepted that repurposing content to different channels generated more leads.

Source

Many marketers just stop after publishing content on one channel. Don’t be that person. 

Here’s what your approach should look like:

Publish a blog post.

⬇️

Share that as an email newsletter.

⬇️

Repurpose the blog post into short-form content for social media.

⬇️

Create a webinar around the topic.

Best Practices to Follow

• Leverage data analytics to determine which platforms your target audience uses the most.
• Streamline content distribution and analysis with automation software. Analyze the effectiveness of email campaigns, social media posts, blog posts, and ad campaigns.
• Use a mix of paid ads and organic content to maximize your ROI.

Step 5. Nurture Leads and Convince Prospects

Getting leads interested in your product is one thing, but keeping them hooked until they make a purchase is a whole other story. 

Lead nurturing is often a time-consuming and difficult process, but it is also a crucial one.

In this step, you must engage your prospects via personalized communication and marketing. You must:

• Keep them hooked with content related to your business and product.
• Send them target emails to grab their attention.
• Talk to them and build long-term relationships.

Best Practices to Follow

• Keep your brand voice and messaging consistent throughout the nurturing process across all channels.
• Craft a content calendar so as to interact with your prospects consistently and keep them engaged.

Warmly is a tool that can help you nurture your leads and successfully move them down the funnel from consideration to conversion.

It’s a revenue orchestration platform that identifies website visitors, detects their buying intent across channels, and helps convert them via automated, semi-automated, and human-operated functionalities.

You can nurture leads with Warmly via outbound outreach. Here’s how:

• See which leads are more active and engage well with your content to try to push them down the funnel first.
• Integrate your CRM with Warmly and monitor your leads' job changes to send them personalized emails and LinkedIn messages.
• Get notified the moment a prospect clicks through an outbound email and arrives on the site. Chat with them on the site, and when the time's right, transition to video.

What are the Best Demand Generation Tools in 2024?

There are a lot of demand-generation tools. If you go on a hunt, it’s no surprise that you might be overwhelmed with the sea of options you get. 

So here are the top three tools we recommend you try to see if they’re right for your business.

1. Warmly

Warmly helps teams see a buyer's journey from start to end and automate engagement with the right prospects at the right time and in the right context. The software gives you access to best-in-class enrichment and intent data to power your automation.

Features

• With Warmly, you can identify 15% of contacts and 65% of companies that visit your website. Sync this data back to your CRM to power the rest of your GTM motion.
• Get details about the companies ready to buy from you and start nurturing them to convert such companies into buyers via Warmly’s Bombora integration.
• Our tool allows you to monitor your prospects’ job changes and send them personalized messages based on their designation.
• Warmly integrates with tools like LinkedIn, email, and chat platforms to automate personalized communication across channels. This ensures every prospect interaction is timely and relevant.
• By leveraging AI, Warmly orchestrates automated workflows based on buyer intent data. This feature lets you convert high-intent visitors into qualified leads by triggering actions when key decision-makers show interest in your site​.

Pricing

Warmly offers a free plan that lets you reveal 500 people and companies on your website every month. 

Apart from the free plan, it also offers three paid plans to choose from:

The Startup plan lets you reveal up to 10,000 visitors per month (excluding bot traffic). It also offers 1,000 Orchestrator Credits and 5,000 AI chat credits per month. The startup plan is best for small-scale businesses that want to test the waters with Warmly. The plan will cost you $700 per month.

Next in line is the Business plan that lets you reveal website visitors in the range of 10,000 to 100,000. Perfect for mid-sized businesses, the pricing of the plan changes with the number of users you want to track. 

It gives you access to all the features you get with the Startup plan, plus you get a dedicated customer support manager. The plan will cost you anywhere between $1,440 - $1,740 per month.

The last plan Warmly offers is the Enterprise plan, which gives you access to features like advanced Al personalization, customer RevOps buildouts, customer integrations, and more.

👀 Note: All plans are billed annually.

2. Pipedrive

With Pipedrive, you can track your sales pipeline, optimize leads, manage deals with AI, and automate the entire demand generation process. 

The software is an old player in the industry and is trusted by 100,000+ companies worldwide.

Features

• Offers a dashboard where you can visualize your sales process. It lets you add deals, their value, win probability, and expected close date.
• Lets you automate every step in your sales process, from scheduling sales calls to sending them automated emails and follow-ups.
• Allows your sales team to communicate directly with website visitors, providing instant assistance and capturing contact information.

Pricing

Pipedrive gives you a 14-day free trial with every paid plan it offers:

• Essential: $14 per seat per month.
• Advanced: $29 per seat per month.
• Professional: $59 per seat per month.
• Power: $69 per seat per month.
• Enterprise: $99 per seat per month.

3. Leadpages

Leadpages is a lead generation platform designed to create high-converting landing pages, pop-ups, and alert bars to capture leads effectively. 

It aims to help businesses grow their demand-generation efforts.

Features

• Comes with an easy-to-use drag-and-drop interface that you can use to design high-converting pages optimized for capturing leads.
• Allows you to test several page variations to maximize conversions.
• Connect with tools like Mailchimp, HubSpot, and Salesforce for lead nurturing.

Pricing

Leadpages offers a risk-free trial for 14 days, after which you must upgrade to one of the paid plans it offers:

• Standard: $49 per month.
• Pro: $99 per month.
• Conversion: $697 per month.

How to Measure Demand Generation Success? 

Tracking KPIs and metrics is a must to measure the success of your demand generation. Here are the top demand generation metrics and KPIs to measure to know your strategy’s success.

1. Sales Qualified Leads (SQL)

A sales-qualified lead (SQL) is a prospect who has been vetted and deemed ready to engage in a direct sales conversion with you. They have successfully progressed through the marketing phase and have a clear intent to make a purchase decision.

SQLs are not just interested in your product; they are now ready to have a more focused conversation about how it meets their needs and solves the pain points they face.

You must track SQLs because:

• SQLs show a clear intent to buy, and focusing on them shortens your sales cycle.
• Your sales teams can focus on prospects who have already gone through the marketing funnel and are now in the decision-making stage.

To calculate SQLs, it's essential to have a clear handoff process between marketing and sales. 

The criteria for SQLs should be well-defined, based on both lead scoring and the explicit actions prospects have taken to signal their readiness to buy.

2. Cost Per Acquisition (CPA)

Cost per acquisition helps you measure the total cost of acquisition from a particular campaign or channel. 

It mostly tells you how much money you need to spend to acquire a single customer or to complete a desired action (filling out a form, signing up for a free trial, or making a purchase).

Tracking CPA is important for understanding which campaigns or channels get you profitable customers. By tracking CPA, you can:

• Better allocate your marketing budget to the most cost-effective channels.
• Optimize campaigns with high CPA.
• Measure channel effectiveness.

To calculate CPA, use this simple formula:

Common Mistakes to Avoid In The Demand Generation Funnel

It's not rare for your sales and marketing teams to make mistakes when crafting a demand generation funnel. But rectifying them on time matters the most. Here are some common mistakes to avoid when designing your demand generation funnel.

1. Getting Your Target Audience Wrong

Choosing the wrong target audience could significantly negatively impact your demand generation funnel. 

Focusing on the wrong audience leads to wasted resources, low engagement, and ineffective messaging. 

Isn’t it obvious? 🤷 

A misaligned target audience will, of course, have low conversion rates as you won’t have many MQLs and SQLs.

To avoid this, invest time in buyer personas and market research, ensuring your messaging aligns with the pain points and needs of your true potential customers.

2. Poor Lead Qualification

Source

If you aren’t able to qualify leads the right way, it can be bad for your sales team as they will be overwhelmed with prospects who aren’t ready to buy from you or, even worse, not even looking for the product you’re trying to sell.

Refine your lead scoring criteria and align it with your target audience to ensure only high-quality leads progress through the funnel. 

This helps optimize resources, improve sales efficiency, and enhance the overall effectiveness of your demand generation strategy.

3. Ignoring Lead Nurturing

Most businesses make the common mistake of not nurturing leads after the initial engagement. Lead nurturing is essential for building trust and guiding prospects toward a purchase decision. 

Without it, potential customers will lose interest, drift away, or be swayed by competitors. 

To avoid this, implement multi-touch nurturing campaigns through personalized content, follow-ups, and consistent communication to keep your brand at the forefront of their decision-making journey.

Wrapping Up

We hope that after reading the guide, you have understood what a B2B demand generation funnel is and how to create one that gets you millions of dollars in revenue. 

If you want a tool to help you with things like:

• Prioritizing leads to focus on.
• Engaging and nurturing leads with automated campaigns.
• Enable reps to reach out to hot leads straight from your website.

Sign up to Warmly for free.

Warmly Product Walkthrough

B2B prospecting is a no-brainer for every B2B company looking to generate quality leads and convert them. 

But with the countless sales prospecting techniques available, choosing the right strategy for your business can be tough. 

The constantly changing buyer behaviors and fierce competition add to the above challenge.

To help you, we’ve put together this guide to walk you through everything you need to get you started on your prospecting journey.

Here’s all we’ll cover: 

• Four recent changes in B2B prospecting and how you can capitalize on them. 
• Six most effective strategies that drive results.
• And some B2B prospecting challenges and how you can solve them.

So, whether you want to improve your approach or overhaul your strategy, this guide will equip you with the information and B2B sales strategies you need.

Ready? Let’s get right into it. 

What is B2B prospecting?

B2B prospecting is the part of the sales cycle where you identify and engage with potential customers to convert them. 

Prospecting helps you classify your target audience into two core sections: people who want what you sell and those willing to make purchases. 

This is important because you may find people who want what you sell but are unwilling to purchase. 

Furthermore, prospecting is a sales strategy where you don’t randomly reach out to potential buyers because you feel they need what you sell. Instead, you take time to understand their pain points, how your business can meet those needs, and the best way to reach out to them. 

This is crucial as people don’t just buy; they buy from people they connect with. 

So, to make sales, you’ll need to find a problem they need to solve, connect with them, and provide solutions. This way, you don’t come off as salesy but as a savior in distress. You get the drift, right? 

Here’s how it works: 

• Your company hires sales reps. 
• These sales reps find and qualify leads.
• Next, they engage with prospects (qualified leads) and turn them into customers. 

Sales reps help you reach out to prospects and talk about your company and how it can solve their problems. 

So you can’t downplay the importance of sales prospecting because that’s where you seal the deal with your potential customers. The goal is to find potential buyers and move them down your sales funnel. 

Beyond B2B lead generation, prospecting is more targeted and direct in converting qualified leads. 

How has B2B prospecting changed from traditional methods to modern approaches?

B2B prospecting has shifted from traditional methods, which were seller-centric and focused on immediate sales. Now, the recent approach emphasizes relationship building and a high level of personalization. 

So, how much has really changed in recent times?

How has B2B prospecting changed in recent years?

Just as modern ones replace most traditional methods, B2B sales trends continue to evolve. 

In recent times, expert sales reps have developed new strategies that will help them drive better results. Below are some notable changes: 

Use of digital prospecting techniques 

Thanks to online channels like LinkedIn and email, you can access prospects via multi-channels and reach them where they are most active. 

With the current digital platforms and advanced analytical tools, you can access customer data from different sources. With this, you can efficiently identify the leads that qualify for prospecting. 

After identifying and qualifying your leads, you can use AI to automate your outreach process. 

With AI, your sales team can efficiently handle repetitive tasks like follow-up emails, lead scoring, and data entry while focusing on high-value engagements. 

Changes in buyer behavior and expectations 

Most B2B buyers conduct research before purchasing any product or service. This means they spend quality time reading product reviews and comparing vendors online before contacting sales. 

As a result, buyers tend to favor companies that provide educational and valuable content about their services, such as case studies, white papers, or expert insight. 

Also, buyers have higher expectations from outreaches. They expect highly tailored and relevant messages and ignore messages that seem generic. 

Plus, sales teams need to prove they understand buyers’ pain points and are not just out to sell their products. 

Rise of account-based marketing (ABM) 

Improvements in data analytics and automation tools have made it easier to identify and target accounts, thus the rise of ABM. 

ABM focuses on specific, high-value accounts rather than spreading thinly across multiple accounts. This means you only pay attention to accounts with higher conversion potentials and allocate more resources to them. 

This strategy aligns marketing and sales efforts, enabling them to deliver tailored offers that directly address prospects' needs. 

Account-based prospecting is highly targeted and drives better engagement and higher conversion rates than traditional marketing strategies. 

Many companies use this method to maximize ROI by concentrating resources on accounts with the greatest potential for revenue growth.

Rise of social selling and content marketing

Platforms like LinkedIn have become important tools for B2B sales teams.

They help you to build relationships, demonstrate expertise, and engage with prospects before performing a formal outreach. 

Additionally, social selling enables you to monitor buyer intent and engagement signals, which can aid you in creating a more strategic outreach. 

In the same way, high-quality, value-driven content plays a central role in attracting and nurturing prospects. Materials like case studies, whitepapers, blogs, and webinars serve as a medium to instill trust in your prospects. 

Plus, with the above content types, you can position yourself as a thought leader in your field. This approach enables you to nurture prospects by offering valuable insights rather than direct sales pitches.

We’ve seen how much has changed in B2B prospecting methods in recent times. 

Now, what exactly can an effective B2B strategy afford you?

What are the benefits of effective B2B prospecting in 2024

Whether you’re a great seller or offer outstanding products or services, if you can’t find your ideal customers and get them to buy, you don’t have a business. 

Below are some benefits of adopting an effective B2B prospecting: 

• Sustainable Sales Pipeline Development: Effective prospecting ensures you constantly have new leads in your sales pipeline. This way, you’ll consistently close new deals and maintain a healthy pipeline for long-term success.
• Building Strong Customer Relationships: B2B sales thrive on long-term relationships with customers. With prospecting, you can proactively engage with potential clients, build trust, and establish a strong foundation for lasting partnerships.
• Faster close rates: Sales prospecting enables you to turn a lead into a loyal customer with as little as one conversation. This can sometimes be faster than inbound lead generation.
• Gaining a Competitive Edge: Effective prospecting enables you to connect with potential customers before competitors. 
• Understanding Customer Needs: Prospecting enables you to learn about the pain points of potential customers.
• Maximizing Resource Efficiency: B2B prospecting helps you focus on the right leads that need your offers. 

Let’s see some of the most effective strategies you can use for your prospecting process. 

What are the most effective B2B prospecting strategies for 2024?

Below are some sales prospecting methods that can improve your prospecting game and keep you ahead of the competition: 

#1 Use LinkedIn for social selling

LinkedIn is your best friend for B2B marketing. 

LinkedIn provides an effective B2B prospecting platform where you can identify, connect with, and build relationships with potential clients. 

Unlike traditional outbound methods, which can feel cold and impersonal, LinkedIn provides a personal touch to conversations. 

The platform enables sales professionals to engage with prospects long before presenting any sales pitch. This means you connect with your potential customers and build relationships before shooting your shot. 

For an effective LinkedIn prospecting, you need to: 

• Optimize your LinkedIn profile
• Research and identify prospects
• Engage with relevant content– comment on posts, share relevant stories, and participate in discussions. 
• Personalize outreach– avoid sending generic messages to prospects. 
• Focus on nurturing relationships. 

Here’s an example of how you can reach out without appearing spammy: 

#2 Cold calling and emailing

Even with the rise of digital communication, cold calling and emailing remain effective methods for B2B prospecting.

Cold Calling involves reaching out to prospects who haven’t indicated interest in your product or service. 

If you’d like to improve your chance of receiving a positive response, you’ll need to research prospects beforehand to ensure they fit your Ideal Customer Profile (ICP). After that, you can place a call across.

On the flip side, cold emailing uses emails to reach potential leads instead.

And just like in cold calling, you need to ensure they fit your ICP before sending them emails. 

Additionally, personalization and relevance are key. You’ll need to tailor your message to address specific pain points to improve response rates.

Below is an example of a cold email: 

#3 Use content marketing to attract and nurture leads

Content marketing involves creating valuable, relevant, consistent content that attracts potential leads and nurtures them over time. 

This is effective In the B2B space because they conduct thorough research before engaging with sales teams.

Plus, content marketing helps you build long-term relationships and establish your business as a thought leader. 

The goal is to engage leads throughout their buyer’s journey by providing educational material to build trust and address their pain points with the aim of driving them toward making a purchase decision.

You can achieve this by offering resources like blogs, whitepapers, and case studies. This way, you can establish trust and demonstrate expertise, encouraging prospects to engage further.

Here are some examples of brands that use content marketing to generate leads: 

• HubSpot publishes in-depth blog posts and offers downloadable resources like guides and templates for lead generation. 
• Salesforce creates informative eBooks and hosts webinars to provide value and educate leads on their solutions.
• CoSchedule uses long-form blog content to nurture leads, with a focus on marketing topics that align with their products.

#4 Incorporate AI lead generation and automation for scalable outreach

This strategy uses AI and automation to make prospecting easier and more efficient. 

AI can help you identify potential leads, customize messages, and send those messages at the right time. 

Plus, you can use automation to handle repetitive tasks like follow-up emails so your team can focus on building relationships. 

To get started, use AI tools to personalize email outreach, set up chatbots for real-time lead engagement, and integrate AI into your CRM to predict the best time for follow-ups and manage tasks automatically.

You can use tools like Warmly to automate your outreaches and engagement with potential customers. 

The platform uses data from different sources, such as CRM systems and website traffic, to identify when prospects are most engaged with an outreach. This way, you can automatically send timely and personalized messages to prospects across multiple channels. 

Check out how Warmly can boost your B2B prospecting efforts. 

Below are examples of companies that use this strategy: 

• Warmly uses conversational AI to engage visitors on websites and qualifies leads in real-time. 
• Reply automates multi-channel outreach across email, LinkedIn, and calls, using AI to suggest the best times and ways to reach out to prospects.

# 5 Focus on ABM (Account-Based Marketing)

Account-Based Marketing (ABM) is a focused strategy where marketing and sales teams work closely to engage specific high-value accounts. 

Unlike broader approaches that target many prospects, ABM zeroes in on key accounts with a higher chance of converting. This method involves personalized content and outreach tailored to each account’s unique needs, often using multiple channels like social media and email to reach decision-makers. 

To incorporate Account-Based Marketing (ABM), start by selecting high-value target accounts that match your business goals. 

Next, create personalized marketing campaigns tailored to each account’s specific needs and pain points.

Afterward, collaborate with sales and marketing teams to develop a strategy that delivers targeted content to engage decision-makers

Finally, track engagement and performance metrics to adjust strategies to optimize interactions and drive conversions for each account.  

You can check out Salesforce’s comprehensive guide on how to create and execute ABM campaigns.

#6 Referrals

People often prefer personal recommendations, and it is little wonder referrals have a 30% higher conversion rate when compared to leads from other methods. This isn’t surprising as these prospects are already willing to buy. 

You can encourage your loyal customers to refer their friends and partners to your brand. This can earn you new B2B prospects who are more likely to convert. 

Plus, you can offer incentives like discounts or exclusive offers to encourage more referrals.

We’ve seen some effective prospecting techniques that can help you convert leads and drive revenue. However, these strategies aren’t free of challenges. 

Let’s see a few of them. 

What are the common challenges in B2B prospecting and how to overcome them?

B2B prospecting is essential for generating leads and closing sales, but it comes with some challenges. 

Here are some prospecting obstacles that may come up during your B2B prospecting process and the best ways to deal with them: 

Identifying quality leads

Many sales teams struggle to find leads who are not only interested but also qualified. This can lead to wasted time and resources spent chasing prospects that are not a good fit.

The way out:

• Develop Ideal Customer Profiles (ICPs): You can use factors like industry, company size, and purchasing behavior to create your ICPs. This will help you to accurately target the right audience.
• Use Data Tools: CRM and data analytics tools are used to gather information about your potential leads. Next, you can use your findings to refine your targeting strategies. This way, you’ll ensure that the leads you pursue are more likely to convert.

Low response rates

Many sales emails go unanswered, and this can be frustrating for sales teams.

The way out:

• Personalize Outreach: Tailor your messages to address the pain points and core needs of each prospect. You can use information from your ICP to create messages that resonate with them.
• Experiment with Different Channels: Test various communication methods, such as social media, phone calls, and email, to see what works best. Plus, A/B testing different subject lines and content can also help to refine your approach.

Overstuffed sales pipeline

Sales teams often fill their pipelines with too many leads, and this can dilute focus and result in missed opportunities with high-potential prospects.

The way out:

• Implement Lead Scoring: Use a lead scoring tool to prioritize leads according to their potential to convert. This will enable your sales teams to focus more on leads with higher potential. 
• Regularly Review Your Pipeline: Conduct periodic pipeline reviews to re-evaluate leads. 

High competition

The B2B space is highly competitive as there are so many brands competing for customers’ attention. This means you need to stand out to get prospects’ attention because they receive countless pitches for similar products or services.

The way out:

• Differentiate Your Offering: Clearly communicate how your product stands out from the competition. You can include things like case studies, reviews, and testimonials. 
• Build Relationships: Focus on building relationships and not just selling. 

Long sales cycles

B2B sales cycles can get lengthy and complex, and this makes it pretty difficult to maintain engagement with prospects.

The way out:

• Map the Buyer’s Journey: This will help you understand the buyer journey of your prospects, so you can tailor your outreach accordingly. 
• Use Technology to Streamline Processes: You can use tools that automate follow-ups and reminders. With this, you’ll ensure that no prospect falls through the cracks. This can help maintain consistent communication and push deals forward more efficiently.

Improve your B2B prospecting process with the right strategies

The B2B space is quite competitive. 

To stand out from the screaming crowd, you’ll need to stay up-to-date with the most recent trends and strategies. 

You can get started with the strategies we’ve shared here. This way, you’ll gain quality leads with higher chances of converting. 

Also, remember you’ll need to evaluate your prospecting results to see what’s working and what isn’t. 

And if you’d like to increase your rate of converting prospects, you can include Warmly in your strategy.

The platform will help you boost your prospecting efforts by enabling you to identify and engage with prospects until they move down the sales funnel. 

Want to see how it works? Sign up for Warmly’s free plan and convert your prospects in no time.

Demand generation is an important business operation that keeps the business running and profitable. It’s tough but necessary. 

There are numerous ways you can do demand generation and uncountable metrics related to the process you can track. There’s a high chance that the sheer number of demand generation metrics and KPIs might overwhelm you.

In this article, I will tell you the best demand generation metrics and KPIs you must be tracking, why it’s important to track these, and how you track them.

TL;DR

• You must measure demand generation metrics and KPIs as they will tell you how effective your marketing and sales efforts are.
• Analyze all the factors listed below. Every business is different, so the factors listed below might or might not be valid for your business. Ultimately, choose metrics and KPIs that affect your business the most.

Factors to Consider When Choosing Demand Generation Metrics that You Must Track

1. Metrics’ Alignment with Business Goal

When shortlisting a metric for demand generation, double-check that it directly supports your company’s BIG goal. This big goal could be:

• Increasing revenue
• Improving customer retention
• Doubling top-line revenue, etc.

Align metrics with specific marketing objectives, such as lead generation, customer segmentation, content performance, and more.

2. Relevance to the Sales Funnel

Choose metrics that correspond to different stages of the buyer’s journey – awareness, consideration, decision, and loyalty. The metrics you choose must be able to track how efficiently each customer moves down the funnel.

3. Data Availability and Quality

When shortlisting demand generation metrics and KPIs to track, data availability and quality are crucial factors that significantly influence the effectiveness of measurement and analysis.

This factor ensures that the metrics you choose to track are accessible, reliable, accurate, and timely.

4. Actionability

Select metrics that give you clear insights into performance and can tell you ways to improve a certain marketing or sales campaign to get your numbers up. Focus on KPIs that, when improved, will have a significant impact on business performance.

5. Timeframe Considerations

Have a balance between the type of metrics you track – short-term and long-term. Determine how often each metric should be reviewed based on its relevance and the pace of your campaigns.

What are the Best Demand Generation Metrics?

This section consists of the best demand generation metrics that a company must track and calculate. This is a ranked list, meaning that the first metric is the most important, and the last is the least important. 

1. Marketing Qualified Leads (MQLs)
2. Sales Qualified Leads (SQLs) 
3. Cost per Acquisition (CPA)
4. Customer Lifetime Value (CLV)
5. Return on Investment (ROI)
6. Marketing Sourced Pipeline
7. Signups and Activations
8. Close Rate per Channel
9. Average Deal Size
10. Contribution to Total Revenue
11. Marketing Cycle Length
12. Content Performance and Engagement

Let’s now discuss each metric in detail—what it is, why it is important to track it, and how to do so.

1. Marketing Qualified Leads (MQLs)

A marketing-qualified lead is a prospect who has engaged with your company’s marketing efforts at a certain level, which indicates he/she might be interested in buying your product. 

Remember, they aren’t someone ready to buy from you immediately. It will take some nurturing for you to convert them into customers.

Tracking this metric isn’t as easy as it sounds. None of your prospects would tell you they’re MQLs; you have to track certain metrics to know which prospects stand out as MQLs.

Start by tracking data points like:

• Content downloads from your website (blogs, e-books, reports, etc.)
• Subscribers to your newsletter.
• Repeat visitors to your website.
• Time spent on the website.

Why Track MQLs?

By tracking MQLs, you can optimize your demand generation strategy. Here’s how:

• When you focus on leads that have more probability to convert (MQLs), you allocate your sales and marketing resources efficiently.
• There’s a better chance of an MQL moving down your sales funnel than a cold prospect.

To calculate MQLs, you need a proper lead-scoring system in place. This system will evaluate and rank leads based on their interactions and attributes.

2. Sales Qualified Leads (SQLs) 

SQL is a prospective customer that your sales team has qualified to receive sales materials and buy your product. Unlike MQLs, SQLs exhibit behaviors that indicate a strong likelihood of becoming your paid customers.

Their qualification involves meeting specific benchmarks related to budget, authority, need, and timeline (aka - BANT criteria).

Just like MQLs, you track SQLs by tacking important factors related to your website, like:

• Repeated visits to your pricing page.
• Booking a demo.
• Signing up for a free trial or free version of the product.
• Have items in their checkout cart.

Why Track SQLs?

Tracking SQLs can help you optimize your sales process and maximize revenue. Here’s how

• Identifying SQLs will help you increase your conversion rates as they have a better chance of becoming your customers.
• SQLs are high-quality leads; when you focus on converting them, you have a chance to maximize company revenue.

Like MQLs, to know if a lead is SQL, you must assess all potential leads against predefined criteria.

3. Cost per Acquisition (CPA)

In simple terms, cost per acquisition means the money you are paying to acquire a customer. It considers the cost of a campaign divided by the number of conversions it generates.

Why Track CPA?

• CPA helps allocate marketing budgets more effectively by identifying which campaigns yield the most cost-effective results.
• It acts as a benchmark for evaluating the success of different marketing campaigns.

Here’s a formula to calculate CPA:

Total marketing spend: Includes all costs associated with the marketing campaign – advertising expenses, content creation costs, agency fees, etc.

Number of acquisitions: Total number of conversions from your marketing efforts. 

👀 Note: A conversion could be a sale, a lead, a subscription, or any predefined action that signifies acquisition.

4. Customer Lifetime Value (CLTV)

Customer lifetime value is a predictive metric from which you can estimate the total revenue your business might get from a single customer during your relationship with them.

It is important for any business to have an increasing CLTV throughout its life. This can only be done by retaining existing customers and making them loyal to your product.

Why Track CLTV?

• Measuring CLTV allows you to analyze how much you can spend on acquiring new customers (CAC) while remaining profitable.
• By identifying customers with higher CLTVs, you can focus retention efforts on your most valuable customers.

Here’s how to calculate CLTV:

Let’s look at an example to understand it better:

Suppose your business has the following data:

• Total revenue over a period = $100,000
• Number of purchases = 2,000
• Number of unique customers = 500
• Average customer lifespan = 3 years

Step 1. Calculate Average Purchase Value (APV)

APV = $100,000 / 2,000

= $50 

Step 2. Calculate Average Purchase Frequency (APF)

APF = 2,000 / 500 = 4

Step 3. Calculate Customer Value (CV)

CV = $50 X 4 = $200

Step 4. Calculate CLTV

CLTV = $200 X 3 = $600

5. Return on Investment (ROI)

Return on investment is a financial metric that measures the profitability of any investment relative to its cost.

In relation to demand generation, ROI measures the efficiency of your marketing campaigns by comparing the revenue generated against marketing-related expenses.

Why Track ROI?

• ROI offers a tangible measure of how effectively your marketing efforts convert into revenue. By calculating ROI, you can determine which marketing campaigns deliver the best returns.
• When you know the ROI of every campaign you run, you can make quick and accurate data-driven decisions.

To calculate ROI, use this basic formula:

Where:

Net profit is the total revenue generated from your marketing campaigns ‘minus’ the total costs.

Cost of investment is the money spent on running these marketing campaigns

So, if you spend $10,000 on a LinkedIn ad campaign that generates $30,000 in sales, your ROI would be:

[(30,000 - 10,000)/10,000] X 100%

= 2 X 100% = 200%

6. Marketing Sourced Pipeline (MSP)

Tracking your marketing-sourced pipeline gives you the number of overall leads generated from all your marketing efforts.

For any business, it's important to know the impact of their marketing efforts on sales, right? MSP does just that. 

It lets you know if your marketing efforts are a success or going in vain.

The metric counts every deal where marketing can be credited as the primary source of conversion—leads generated via content marketing, webinars, paid ads, email campaigns, events, etc.

Why Track MSP?

MSP gives you a tangible measure of how marketing efforts contribute to your company’s revenue goals.

To calculate MSP, identify and add up the total value of all sales opportunities that originated from marketing efforts within a specific time period.

7. Signups and Activations

Signups and activations measure the total number of people creating an account on your website to try your product for free or pay a fee for a monthly or yearly subscription. 

Both these metrics signify a customer’s basic level of interest in your product, meaning that users are willing to invest some of their time and money to explore it.

Why Track Signups and Activations?

• When you know the monthly or quarterly signups to your website or product, you can measure the success of your marketing efforts in attracting new customers.
• Measuring activations gives you insights into how well the new users are engaging with your product after signing up.

Here’s how you measure signups and activations:

Signups

Activations

Start by defining what activation means for your business (subscribing to your newsletter, signing up for a free trial, downloading content, etc.). Once defined, you can calculate it:

Bonus

8. Close Rate per Channel

The close rate helps you measure the effectiveness of every sales and marketing channel. It measures the percentage of leads from a specific channel that are converted into customers.

Why Track Close Rate per Channel?

Measuring the close rate for each channel will help you identify your ‘hero channel’ to convert prospects into buyers. 

Suppose you generate your leads via two marketing channels – LinkedIn and email marketing. By measuring the close rate for each of these channels, you can know which one converts better.

Here’s a formula you can use to calculate close rate per channel:

If you get 200 leads from LinkedIn in a month, 50 of those get converted into customers, your close rate is:

[50 / 200] X 100 = 25%

This means that 25% of the leads coming in from LinkedIn convert into customers.

9. Average Deal Size

The average deal size tells you about the revenue generated from a single customer transaction. The metric gives you valuable insights into the effectiveness of your sales strategies and the overall health of your revenue streams.

Why Track Average Deal Size?

• Tracking average deal size helps you predict future income as it establishes a baseline for expected revenue per deal.
• Knowing the average deal size for different customer segments helps your sales team focus on sales that will increase the deal size month over month.

👀 Note: When tracking average deal size, remember that you might have different average deal sizes for various product lines or customer segments. For example, you might have a lower average deal size for a basic paid plan of your tool and a higher one for an enterprise-grade plan with all the features.

Formula to calculate average deal size:

10. Contribution to Total Revenue

Contribution to total revenue is a metric that you must measure when you have taken care of all other demand generation metrics from this list. 

The metric gives you a perspective into the bigger picture of what percentage of business an individual channel brings in.

This individual channel is a specific source that gets you customers—a marketing channel, product line, or customer segment. 

Why Track Contribution to Total Revenue?

Tracking contribution to total revenue helps you understand which specific sector or channel brings in the most and least revenue for your company.

Calculating this metric involves identifying the revenue generated from a specific channel and expressing it as a percentage of the total company revenue.

For example, if I want to find out the contribution of a certain marketing channel, the formula would be:

11. Marketing Cycle Length

The marketing (or sales) cycle length is the average amount of time you take to move a prospect down your sales funnel and convert them into a buyer. This metric tracks the entire duration of a customer’s marketing journey. 

One way a marketing journey could flow is this:

The first interaction with your website

⬇️

Checking out the pricing page

⬇️

Adding the product to their cart or filling in the signup form for a free plan

⬇️

Upgrading the free plan to a paid plan

Why Track Marketing Cycle Length?

• Knowing how long it typically takes to convert a lead into a customer allows you to forecast sales and allocate resources accordingly.
• Knowing the time it takes for lead conversion gives you insights into buyer behavior, which can, in turn, help you make important business decisions.

Here’s a formula you can use to calculate marketing cycle length:

12. Content Performance and Engagement

Let’s face it; it's a rare chance your business might only be using one form of content to bring in all the conversions you get. 

No matter the type of content you use – video, blogs, illustrations, case studies, etc.- there are quantitative ways to measure its success, depending on how you distribute it.

For example, if you want to track how your social media content is doing, you can easily track the impressions, likes, shares, comments, and more to know the performance of your posts.

Several email marketing tools can help you analyze your email copy and subject line, giving you a sneak peek into your email content's performance.

Similarly, for every type of content you use online, find a SaaS tool that quantitatively measures content performance and engagement.

Why Track Content Performance and Engagement?

• It provides valuable feedback on what types of content your audience engages with, allowing you to tailor future content to their preferences and needs.
• Engaging content is more likely to capture attention and encourage prospects to enter your marketing funnel. Knowing what content keeps your audience hooked will increase lead-generation opportunities.

To calculate content performance and engagement, track some key metrics like:

• Page views and unique visitors: Total number of times a page is viewed and the number of unique individuals.
• Average time on page: The average time users spend on a specific page of your website.
• Bounce rate: Percentage of users who leave your website after viewing only one page.

And more.

Create More Demand with Warmly

Tracking and analyzing all demand generation metrics manually is not easy. 

If you are an extremely small business that tracks only a couple of metrics, you can do it manually. But, when you have multiple demand generation channels with several metrics and KPIs to track and analyze, you need a tool like Warmly.

Warmly is a revenue orchestration platform that identifies website visitors, detects their buying intent across channels, and helps convert them via automated, semi-automated, and human-operated functionalities.

Sign up for Warmly’s free plan and discover firsthand how it can fill your pipeline with qualified leads.

Or book a live demo to see it in action first.