HubSpot Hack: Act on Anonymous Website Visits

Why it’s useful:

• Turns anonymous website traffic into actionable sales opportunities.
  
  
• Allows sales reps to engage early, before competitors.
  
  
• Focuses outreach on interested prospects, not cold leads, increasing the likelihood of a meaningful conversation.
  
  

The challenge:
Many B2B sales teams overlook anonymous visitors. Without tracking, these visits remain invisible and opportunities are missed. Reaching out without context risks seeming like random cold calling.

How to implement it in HubSpot:

1. Track company visits:
   
   
   • Use HubSpot’s Website Visits report or Buyer Intent tools to see which companies are visiting your site repeatedly.
     
     
   • Filter by company to identify multiple visitors from the same organization.
     
     
2. Prepare a purposeful outreach message:
   
   
   • Example:
     
     
     “Hi [Name], I noticed some of your colleagues have been exploring our website recently. We help businesses like yours with [XYZ solution]. I wasn’t sure who’d be best to speak to - could you point me in the right direction?”
     
     
     
3. Act quickly:
   
   
   • Contact the company while the interest is fresh. Early engagement often leads to higher response rates.
     
     
4. Track interactions in HubSpot:
   
   
   • Log calls or emails on the contact/company record.
     
     
   • Use workflows or sequences to follow up with context if no initial response occurs.
     

Result:

• Sales outreach becomes intent-driven, not random.
  
  
• Teams can engage interested prospects early, increasing conversion potential.
  
  
• Anonymous visits are transformed into real pipeline opportunities, rather than missed signals.

By Carl Griffiths