An Introduction to LiveView

The LiveView window is one of the most exciting features of Qualified because it shows you a live browsing session of a qualified prospect on your website. For years there have been website analytics tools built for marketers with heat maps, log files, click trails, funnel maps, and the like. But there has never been a way to make sense of who is on the site right now and there has never been a way to literally see what they're doing. In short, there has never been a website analytics tool built for sales people by sales people, until now.

In this guide, we'll provide an overview of LiveView, how it works, and explain how sales teams use it effectively to increase engagement and have more meaningful conversations with qualified leads. We'll cover:

  1. The components of LiveView
  2. The LiveView window
  3. Browsing history and click tracking
  4. What drove a prospect to your site

1) The Components of LiveView

When using Qualified, LiveView is the center pane that shows the entire browsing history of the qualified lead. It contains 3 main sections. The LiveView window, the browsing history, and the referring site, as shown here:

The three main components of LiveView
The three main components of LiveView

2) The LiveView Window

The LiveView window is a real-time mirror of a prospects browsing activity. You are able to see what the prospect is seeing, scroll where the prospect is scrolling. and watch as they move their cursor around the screen. This is valuable for two reasons. First, it allows a sales rep to determine when and how they should proactively engage in a conversation, and second, it provides the perfect context for a conversation initiated by the qualified lead.

3) Browsing History and Click Tracking

One thing that is critical for sales reps is to see the entire browsing history, which tells the full story of where a prospect has been on your site in this visit, and also in previous visits. Scrolling through the browsing history gives you and instant idea as to what this visitor is interested in. For example, a really qualified lead might be looking at your expensive products, scrolling through your pricing, and engaging with your customer case studies and industry solution pages. HOT HOT HOT! On the flip side, a cold lead might start out on some of your key pages, but then navigate over to your careers page because they're actually looking for a new job. No sales rep wants to spend time with the latter. Let's take a look at the browsing history of a hot lead.

LiveView browsing history and click tracking
LiveView browsing history and click tracking

4) What Drove a Prospect to Your Site

One bit of information that is critically important to know from a sales perspective is what drove a prospect to your site, or put simply, what were they doing BEFORE they arrived on your site. Were they on Google? Did they click through from LinkedIn? Were they on a review site or app store like G2Crowd? Or did they come from an outreach email campaign? The bottom of  LiveView will tell you exactly and show you an image of the site that drove them to you.

LiveView showing the referring site, in this case review site G2Crowd
LiveView showing the referring site, in this case review site G2Crowd

Summary

LiveView is one of the most exciting features of Qualified because it shows you a live browsing session of a qualified prospect on your website. For years there have been website analytics tools for marketers with heat maps, log files, click trails, funnel maps, and the like. But there has never been a way to make sense of who is on the site right now and there has never been a way to literally see what they're doing. In short, there has never been a website analytics tool built for sales people by sales people, until now.

Next Steps

As a next step in your education, you might find the following guides useful

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