Hi Jamie,

The latest edition of Dealfront Digest is here and we’re wrapping up the year with a stocking full of insights! Learn more about useful tools and how you can optimize your strategies as we toast to a successful year and look ahead to 2025.

Dealfront Blog: Stay up to date

End-of-Year Sales Strategy: Prioritizing Key Accounts

For many companies, closing the year strong can make all the difference, not only for hitting goals but for setting the tone for next year.

Creative Ways to Find New Prospects Faster

Uncover innovative ways to accelerate your prospecting and fill your pipeline with high-potential leads.

Exclusive Insights & Expert Advice

Stream by Dealfront

Stream is our next-gen, Netflix-style streaming platform for professionals and businesses focused on learning, growing, and excelling in their field. Launching January 1st!

The Sales Stoic

Daily doses of inspiration, philosophy, and practical advice brought to you by thought leaders Jack Frimston and Zac Thompson, to help you overcome the challenges of sales with clarity, confidence, and integrity.

Revenue Insider #7 - Company vs Person Website Visitor Identification

Join Dealfront's CRO, Kevin McIntyre, as he explores the benefits of focusing on company-level website visitor identification over person-level insights. Kevin highlights how this approach drives scalable, compliant, and impactful marketing and sales strategies.

Insights: What our customers achieved with Dealfront

How SuperOffice boosts B2B sales with Dealfront

Faster and better informed: This is the result of the collaboration between SuperOffice and Dealfront. Learn how their sales, marketing and support teams save up to 70% research time and enhance their performance with Dealfront.

Unlocking Success: How Leadfeeder by Dealfront Drives 75% of Actito's Sales

Find out how Actito are identifying new prospects daily and how their SDRs are making the right connections at the right time with Leadfeeder by Dealfront.

Well, that’s a wrap for this month, and the year! So, as you deck the halls and rock around the Christmas tree, don’t forget to keep optimizing those strategies. Wishing you a season full of joy, success, and maybe even a few extra deals under the tree.

And for one final little Christmas gift, we had a word with the man of the hour and he’s shared a few words to help guide you through these final weeks of the year! See you in 2025!

Talk soon 👋🏻

The Dealfront team

Hi there,

I’m Kevin McIntyre, Chief Revenue Officer at Dealfront, and I’m excited to welcome you to the latest edition of Revenue Insider.

In this newsletter, I’ll continue to share key lessons, strategies, and insights that have been instrumental in driving revenue growth in the B2B SaaS world. My goal is to provide you with actionable tips and advice that you can implement immediately to scale your business.

In this issue, we’re focusing on a topic that is important to anyone targeting a specific audience:

• Company and person website visitor identification – the ongoing debate between company-level and person-level identification in sales and marketing efforts is a hot topic. We’ll be looking at why focusing on the former might just be the smarter approach.

Company vs Person Website Visitor Identification

We’re constantly collecting data on our prospects, but how we use that data can make a huge difference. It’s tempting to focus on individual-level insights, after all, knowing who exactly is visiting your site sounds great, right? But focusing on company-level data, rather than individual data, can give us a much more well-rounded, scalable, and compliant approach to targeting potential customers.

Here’s why:

When you only focus on identifying individual visitors, you’re narrowing your view. Sure, you may know a lot about a specific person at a company, but what if that person leaves or their needs change? You’ve essentially lost the data goldmine. On the flip side, by identifying companies, you're getting a broader view of potential buyers within an organization. You can track trends, interests, and buying signals that apply across the whole company, giving you a better idea of where your marketing and sales efforts should be directed.

Person-level identification can run into privacy issues. With GDPR and other privacy regulations, tracking individuals comes with a lot of risks and limitations. It’s easy to overstep boundaries by tracking personal information without proper consent. Company-level data sidesteps these risks because you’re focusing on anonymous information, like which companies are visiting your website or engaging with your content.

A big takeaway here is that using company-level identification doesn’t just help with privacy compliance, it helps you create better, more effective campaigns. For example, if you’re a SaaS provider, knowing which companies are engaging with your content gives you the opportunity to tailor your messaging to their specific needs, industry, or even problems they may be facing. You can create content and campaigns that appeal to the entire organization, not just a single individual.

This approach can be much more efficient for both sales and marketing teams. By knowing which companies are engaging, marketing can create targeted campaigns that speak directly to specific industries or company sizes. Sales teams can use that information to focus on leads that are already interested and engaged, saving time and effort on cold outreach.

But, of course, it’s not a black-and-white issue. There’s definitely a time and place for person-level identification, especially if you have the right data protection policies in place. But the key message is: focusing on the company as a whole often gives you a better, more compliant foundation for your outreach, rather than zooming in too much on one person.

Dealfront Tip & Trick

Dealfront, integrated with your CRM, is a powerful tool. Did you know that:

You can create custom feeds that display only companies at specific deal stages, such as 'Open' instead of 'Won' or 'Lost' opportunities? And it gets better - you can even stay on top of key activity by setting up notifications for when these companies visit your website.

You can also filter the feed by CRM Company Owner and create personalized feeds for each sales rep, to make sure your whole team is kept in the loop.

I hope you found these insights valuable and that they help you take your business to the next level. While person-level identification can be useful in specific scenarios, company-level insights offer a more robust, scalable, and compliant foundation for your marketing and sales efforts. By broadening your focus to companies, you can create more effective campaigns, comply with privacy regulations, and ultimately improve your ROI.

I’m excited to continue this journey with you and share more in the next issue.

Want even more insights on driving revenue and growth? Check out our new Playbooks for actionable strategies and proven frameworks. 💡

Thanks for being part of "Revenue Insider."

Kevin

Hi Jamie,

Here’s your daily dose of Stoic insight, tailored to help you thrive in Sales and boost your clarity and confidence. The Stoic lesson for today is:

Recognise The Limitations Of Your Responsibility

“The main goal in life is this: to recognise and separate matters... which are externals not under my control, and which have to do with the choices I actually control.” – Epictetus

In sales, we can't control everything. Be it market conditions, client decisions, or even getting ghosted, some things are just out of our control. But what we can control is how we respond.

• Take rejection as a cue to refine your pitch.

• Use setbacks to improve your follow-up game.

• Focus on preparation and purpose over things outside your influence.

When the phone slams or an email goes unanswered, pause, breathe, and remember: resilience starts with your choices.

Actionable tips

• Don’t stress over rejection. Instead, take it as an opportunity to review and improve your pitch and follow-up strategy.

• There’s no point in worrying about the what if’s. Instead, focus on actions within your control, like preparing well for meetings.

Watch the full episode now on Stream.

How will you turn this insight into action? Remember you will die.

Thanks for reading, Jack & Zac

Stream Scoop

Get ready for what's coming your way:

Brand new series and old favourites new to Stream, plus more.

Coming January 1

The Sales Stoic

Jack Frimston • Zac Thompson

Each day presents a powerful quote from Stoic thinkers like Marcus Aurelius, Seneca, and Epictetus, followed by a tailored reflection that speaks directly to the unique struggles and opportunities faced by salespeople and some action points for them to build into their routines.

Coming January 1

All About B2B Marketing

Sanjana Murali

Interviews with marketing leaders & experts on topics like product marketing, demand generation, video and content marketing, lead generation, career tips, podcasting, and more.

Coming January 1

Growth Machines

Vincent Jong

Empowering B2B Product Managers to drive company growth by leveraging their product. Growth Machines equips PMs with the skills and tools to have a significant impact on go-to-market strategies.

Coming February

Revenue Career Ladder

Jamie Pagan

Helping revenue-focused professionals like you reach your dream job. Each episode features in-depth conversations with industry leaders and seasoned professionals who share their personal career stories, insights, and valuable lessons learned along the way.