- To see if the prospect is currently missing the SDR's type of technology from their stack.
- To see if the prospect is using a competitor's product.
- To see what other tools they have in their stack.
With this information, each of these become the starting point of a conversation for the SDR. If they have no current solution, the SDR can ask why not. If they are using a competitor, the SDR can lay out the pros and cons of each. When discussing other tools, the SDR can show how their product integrates with their stack.
Having this information makes the outbound task easier for SDRs. If their tool integrates with technologies already used on the site, their initial email can highlight these integrations as a way to get immediate value from using their tool. When a dialogue is started they can have an informed conversation straight away.
This data can also be used in two other ways earlier in the prospecting process:
- Detecting trends. SDRs can use these services to see which technologies are growing in their target industries and build lists of companies that are using new tools.
- Competitor analysis. They can approximate the market share of their competitors and start to focus on how they can supplant those products and different target companies.
Perspectives on Detecting Technology Used on Websites
- No labels