{"id":1586,"date":"2019-05-30T11:36:05","date_gmt":"2019-05-30T10:36:05","guid":{"rendered":"https:\/\/liminal.pt\/martech-magazine\/?p=1586"},"modified":"2023-05-17T16:57:05","modified_gmt":"2023-05-17T15:57:05","slug":"reverse-ip-lookup-vendas-prospecao-comercial-b2b","status":"publish","type":"post","link":"https:\/\/liminal.pt\/martech-magazine\/reverse-ip-lookup-vendas-prospecao-comercial-b2b\/","title":{"rendered":"Prospe\u00e7\u00e3o Comercial: Como melhorar com Reverse IP Lookup"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">A tecnologia tem alterado o modo como os clientes compram, tanto no mercado B2C, como no B2B. Desde a utiliza\u00e7\u00e3o de motores de pesquisa, como o Google, para comparar as v\u00e1rias alternativas existentes no mercado, at\u00e9 \u00e0 liga\u00e7\u00e3o direta com as marcas e empresas nas redes sociais, <a href=\"https:\/\/liminal.pt\/martech-magazine\/novos-comportamentos-compra-consumidores\/\">os h\u00e1bitos dos clientes mudaram por completo<\/a>. Nos neg\u00f3cios B2B a tecnologia representa tamb\u00e9m uma alternativa no modo de procurar novos clientes e melhorar a prospe\u00e7\u00e3o comercial. Uma das tecnologias que se tem revelado mais \u00fatil em cen\u00e1rios B2B \u00e9 o Reverse IP Lookup. Quando usada de forma eficaz, \u00e9 uma tecnologia que ajuda na prospe\u00e7\u00e3o comercial e ajuda tamb\u00e9m a vender mais a clientes atuais.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">O que \u00e9 o Reverse IP Lookup?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Tamb\u00e9m conhecida como Reverse DNS Lookup, o Reverse IP Lookup consiste em consultar o DNS (Domain Name System) para perceber qual o dom\u00ednio associado a cada IP (Internet Protocol).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Enquanto que o software de anal\u00edtica indica que o endere\u00e7o da sua empresa foi visitado por um utilizador com o IP 73.50.51.77, atrav\u00e9s do Reverse IP Lookup \u00e9 poss\u00edvel saber que esse utilizador pertence \u00e0 empresa Acme Corporation.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Que informa\u00e7\u00e3o \u00e9 poss\u00edvel obter com o Reverse IP Lookup?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">As plataformas que utilizam Reverse IP Lookup analisam, n\u00e3o s\u00f3 o nome da empresa associado ao IP, mas tamb\u00e9m fornecem alguns dados sobre a firmografia, como o n\u00ba de colaboradores, o volume de neg\u00f3cios, a ind\u00fastria, o CAE ou SIC, a morada e n\u00ba de telefone, entre outros. Esta t\u00e9cnica \u00e9 completamente legal, uma vez que apenas fornece informa\u00e7\u00e3o p\u00fablica, e n\u00e3o dados pessoais. \u00c9 imposs\u00edvel, por exemplo, saber que pessoa espec\u00edfica esteve a ver o website; apenas que pertence \u00e0quela empresa.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Estas ferramentas alimentam-se de informa\u00e7\u00f5es que est\u00e3o em bases de dados p\u00fablicas e incluem apenas endere\u00e7os IP est\u00e1ticos vinculados a empresas ou grandes redes. Ou seja, se o mesmo utilizador entrar no seu website a partir de casa, o IP ser\u00e1 associado, provavelmente, \u00e0 empresa que fornece o servi\u00e7o de internet.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Al\u00e9m dessas informa\u00e7\u00f5es, estes softwares indicam tamb\u00e9m quais as p\u00e1ginas vistas por cada empresa, quanto tempo durou cada visita, qual a origem da visita e quantas pessoas da empresa visitaram o website.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Como usar o Reverse IP Lookup para melhorar a prospe\u00e7\u00e3o comercial?<\/h2>\n\n\n\n<h4 class=\"wp-block-heading\">1 &#8211; Descobrir novos prospects<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Ao saber quais as empresas que visitaram o seu website, torna-se poss\u00edvel conhecer novas organiza\u00e7\u00f5es que encaixam no perfil ideal de cliente e fazer uma campanha de Account-Based Marketing (ABM) especificamente para essas entidades. Isto ir\u00e1 ajudar na prospe\u00e7\u00e3o comercial e enriquecer a base de dados de potenciais clientes.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">2 &#8211; Melhorar o Lead Nurturing<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Tendo acesso \u00e0s p\u00e1ginas que cada empresa visitou, torna-se poss\u00edvel perceber quais os produtos ou servi\u00e7os em que cada organiza\u00e7\u00e3o est\u00e1 interessada. Esta informa\u00e7\u00e3o torna-se extremamente \u00fatil no momento de planear novas a\u00e7\u00f5es de lead nurturing, ajudando a entregar a mensagem ideal, \u00e0 empresa certa.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Duas pequenas notas em rela\u00e7\u00e3o a isto:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Caso n\u00e3o tenha nenhum contacto dentro dessa empresa, ter\u00e1 de ligar para a empresa e solicitar o contacto mais aconselhado para lidar com o assunto;<\/li>\n\n\n\n<li>Quando fizer este telefonema, n\u00e3o refira que est\u00e1 a ligar porque viu que algu\u00e9m daquela empresa visitou o seu website. Esta \u00e9 uma situa\u00e7\u00e3o que ainda \u00e9 vista com alguma desconfian\u00e7a pela maior parte das pessoas, pelo que n\u00e3o \u00e9 boa ideia dar-lhe \u00eanfase.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">3 &#8211; Melhorar os reports de vendas<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Independentemente das a\u00e7\u00f5es que est\u00e3o a ser feitas pelo marketing e pelas vendas, o Reverse IP Lookup ajuda a perceber quais as empresas que realmente visitaram o seu website. Esta m\u00e9trica deve ser tida em conta na an\u00e1lise dos resultados reais de marketing e vendas, uma vez que permite perceber qual a taxa de sucesso dos esfor\u00e7os das duas equipas.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Como saber que empresas visitaram o seu website?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">H\u00e1 v\u00e1rias ferramentas que usam esta t\u00e9cnica e, muitas delas, t\u00eam f\u00e1cil integra\u00e7\u00e3o com o website e com o CRM. Uma das op\u00e7\u00f5es mais conhecidas \u00e9 a <a href=\"https:\/\/br.hubspot.com\/products\/sales\/sales-leads\">ferramenta de prospe\u00e7\u00e3o do HubSpot<\/a>, que est\u00e1 inclu\u00eddo no pack <a href=\"https:\/\/br.hubspot.com\/pricing\/sales?selectedPackage=starter\">Sales Hub Starter<\/a>. Este pack est\u00e1 dispon\u00edvel a partir dos 46\u20ac\/m\u00eas (1 user).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">No HubSpot, o Reverse IP Lookup \u00e9 apresentado atrav\u00e9s de uma lista de empresas que visitaram o site da sua empresa, quantas vezes foi visitado e em que data:<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" width=\"840\" height=\"369\" src=\"https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-report-hubspot.gif?resize=840%2C369&#038;ssl=1\" alt=\"que empresas visitaram o meu website, quem visitou o meu website, IP tracking, Reverse IP Lookup, martech, liminal, prospe\u00e7\u00e3o, prospe\u00e7\u00e3o comercial, neg\u00f3cios B2B\" class=\"wp-image-1589\" srcset=\"https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-report-hubspot.gif?resize=1024%2C450&amp;ssl=1 1024w, https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-report-hubspot.gif?resize=300%2C132&amp;ssl=1 300w, https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-report-hubspot.gif?resize=768%2C338&amp;ssl=1 768w, https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-report-hubspot.gif?resize=600%2C264&amp;ssl=1 600w\" sizes=\"auto, (max-width: 840px) 100vw, 840px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Al\u00e9m disso, \u00e9 poss\u00edvel obter todas as informa\u00e7\u00f5es firmogr\u00e1ficas e ver todos os detalhes sobre a atividade recente daquela empresa no website, ao clicar no nome de cada organiza\u00e7\u00e3o.<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" width=\"840\" height=\"625\" src=\"https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-detail-hubspot.gif?resize=840%2C625&#038;ssl=1\" alt=\"que empresas visitaram o meu website, quem visitou o meu website, IP tracking, Reverse IP Lookup, martech, liminal, prospe\u00e7\u00e3o, prospe\u00e7\u00e3o comercial, neg\u00f3cios B2B\" class=\"wp-image-1590\" srcset=\"https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-detail-hubspot.gif?resize=1024%2C762&amp;ssl=1 1024w, https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-detail-hubspot.gif?resize=300%2C223&amp;ssl=1 300w, https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-detail-hubspot.gif?resize=768%2C571&amp;ssl=1 768w, https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-detail-hubspot.gif?resize=403%2C300&amp;ssl=1 403w, https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/05\/prospects-detail-hubspot.gif?w=1680&amp;ssl=1 1680w\" sizes=\"auto, (max-width: 840px) 100vw, 840px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Al\u00e9m do Reverse IP Lookup, o HubSpot tem tamb\u00e9m outras <a href=\"https:\/\/liminal.pt\/martech-magazine\/3-features-hubspot-imprescindiveis\/\">ferramentas imprescind\u00edveis para qualquer empresa<\/a>. Leia aqui a <a href=\"https:\/\/liminal.pt\/martech-magazine\/review-do-hubspot-crm-pros-e-contras-da-plataforma\/\">review do HubSpot<\/a> e fique a par de todos os pontos fortes e fracos da plataforma.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Quer saber como o HubSpot pode melhorar as vendas da sua empresa? <\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Depois de toda a teoria, que tal assistir a uma demonstra\u00e7\u00e3o do HubSpot e v\u00ea-lo em a\u00e7\u00e3o na sua empresa com um free trial de 30 dias? <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Enquanto especialistas em MarTech (marketing technologies) iremos guiar e aconselhar a sua empresa ao longo de todo o processo de demonstra\u00e7\u00e3o e sele\u00e7\u00e3o, para que tenha a certeza que escolhe o software de automa\u00e7\u00e3o de marketing e vendas mais adequado \u00e0s necessidades do seu neg\u00f3cio.<\/p>\n\n\n\n<h4 class=\"wp-block-heading has-text-align-center\">Ver Demo do HubSpot<\/h4>\n\n\n\n<center><form action='https:\/\/forms.zohopublic.eu\/liminal\/form\/PedidodedemoAutomaodemkt\/formperma\/zdPsc1uc8Ze6QhLvAZFBklpr5Z114DYYcPFemanuAlg\/htmlRecords\/submit' class=\"contact-form\" name='form' id='form' method='POST' accept-charset='UTF-8' enctype='multipart\/form-data' onSubmit=\"zf_validateandsubmitdata();\">\n<input type=\"hidden\" name=\"zf_referrer_name\" value=\"\"><!-- To Track referrals , place the referrer name within the \" \" in the above hidden input field -->\n<input type=\"hidden\" name=\"zf_redirect_url\" value=\"\"><!-- To redirect to a specific page after record submission , place the respective url within the \" \" in the above hidden input field -->\n<input type=\"hidden\" name=\"zc_gad\" value=\"\"><!-- If GCLID is enabled in Zoho CRM Integration, click details of AdWords Ads will be pushed to Zoho CRM -->\n<!--Name-->\n<input type=\"text\" maxlength=\"255\" name=\"Name_First\" fieldType=7 placeholder=\"Nome Pr\u00f3prio*\" \/>\n<input type=\"text\" maxlength=\"255\" name=\"Name_Last\" placeholder=\"Apelido*\" fieldType=7 \/>\n<!--Email-->\n<input type=\"text\" maxlength=\"255\" name=\"Email\" placeholder=\"Email*\" value=\"\" fieldType=9 \/>\n<!--Single Line-->\n<input  type=\"text\" name=\"SingleLine1\" placeholder=\"Empresa*\" value=\"\" fieldType=1 maxlength=\"255\" \/>\n<!--Dropdown-->\n<select name=\"Dropdown\" style=\"display:none\">\n<option value=\"Hubspot\" selected=\"true\">Hubspot<\/option>\n<\/select>\n<p>\n<button type=\"submit\">Solicitar Demonstra\u00e7\u00e3o<\/button><\/form><\/center>               \n<script type=\"text\/javascript\">var salesIQFieldsArray = [{\"formFieldName\":\"Email\",\"formFieldType\":9,\"salesIQFieldName\":\"Email\"}];\nfunction zf_validateandsubmitdata(){\nvar visitorinfo = {};\nvar elements = document.getElementById(\"form\").elements;\nfor (var elmIdx = 0; 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\n}else if(phoneFormat===\"2\"){\nvar countryCode = document.getElementById(fieldLinkName+\"_countrycode\").value;\nvar first = document.getElementById(fieldLinkName+\"_first\").value;\nvar last = document.getElementById(fieldLinkName+\"_second\").value;\nsalesIQValue =countryCode+first+last;\n}\nvisitorinfo.contactnumber = salesIQValue;\n}\n}\n}\n}\n}\nparent.postMessage(JSON.stringify({ type: 'zoho.salesiq.apimessage', visitor: visitorinfo } ), '*');\/\/ No I18N\n}<\/script>\n<div class=\"rtng-rating-total\" data-id=\"1586\"><span class=\"rtng-text rtng-title\">Feedback<\/span><div class=\"rtng-star-rating rtng-no-js \" data-rating=\"100\">\n\t\t\t\t\t<div class=\"rtng-star\" data-rating=\"1\">\n\t\t\t\t\t\t<span class=\"dashicons dashicons-star-filled\"><\/span>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"rtng-star\" data-rating=\"2\">\n\t\t\t\t\t\t<span class=\"dashicons dashicons-star-filled\"><\/span>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"rtng-star\" data-rating=\"3\">\n\t\t\t\t\t\t<span class=\"dashicons dashicons-star-filled\"><\/span>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"rtng-star\" data-rating=\"4\">\n\t\t\t\t\t\t<span class=\"dashicons dashicons-star-filled\"><\/span>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"rtng-star\" data-rating=\"5\">\n\t\t\t\t\t\t<span class=\"dashicons dashicons-star-filled\"><\/span>\n\t\t\t\t\t<\/div><\/div><span class=\"rtng-text rtng-total\">5 de 5 estrelas. 1 votos.<\/span><\/div><form action=\"\" method=\"post\" class=\"rtng-form\" data-id=\"1586\"><input type=\"hidden\" name=\"rtng_show_title\" value=\"1\"><span class=\"rtng-text rtng-vote-title\">O meu feedback:<\/span><div class=\"rtng-star-rating rtng-no-js rtng-active\" data-rating=\"\"><label class=\"rtng-star\" data-rating=\"1\">\n\t\t\t\t\t<input type=\"radio\"  name=\"rtng_rating[0]\" value=\"1\" \/>\n\t\t\t\t\t<span class=\"dashicons dashicons-star-empty\"><\/span>\n\t\t\t\t<\/label><label class=\"rtng-star\" data-rating=\"2\">\n\t\t\t\t\t<input type=\"radio\"  name=\"rtng_rating[0]\" value=\"2\" \/>\n\t\t\t\t\t<span class=\"dashicons dashicons-star-empty\"><\/span>\n\t\t\t\t<\/label><label class=\"rtng-star\" data-rating=\"3\">\n\t\t\t\t\t<input type=\"radio\"  name=\"rtng_rating[0]\" value=\"3\" \/>\n\t\t\t\t\t<span class=\"dashicons dashicons-star-empty\"><\/span>\n\t\t\t\t<\/label><label class=\"rtng-star\" data-rating=\"4\">\n\t\t\t\t\t<input type=\"radio\"  name=\"rtng_rating[0]\" value=\"4\" \/>\n\t\t\t\t\t<span class=\"dashicons dashicons-star-empty\"><\/span>\n\t\t\t\t<\/label><label class=\"rtng-star\" data-rating=\"5\">\n\t\t\t\t\t<input type=\"radio\"  name=\"rtng_rating[0]\" value=\"5\" \/>\n\t\t\t\t\t<span class=\"dashicons dashicons-star-empty\"><\/span>\n\t\t\t\t<\/label><\/div><noscript><input type=\"submit\" name=\"rtng_add_button\" class=\"rtng-add-button\" value=\"Rate\" \/><\/noscript>\n\t\t\t\t<input type=\"hidden\" name=\"rtng_object_type\" value=\"post\">\n\t\t\t\t<input type=\"hidden\" name=\"rtng_object_id\" value=\"0\">\n\t\t\t\t<input type=\"hidden\" name=\"rtng_post_id\" value=\"1586\"><input type=\"hidden\" id=\"rtng_nonce_button\" name=\"rtng_nonce_button\" value=\"b5f424d18a\" \/><input type=\"hidden\" name=\"_wp_http_referer\" value=\"\/martech-magazine\/wp-json\/wp\/v2\/posts\/1586\" \/><\/form>","protected":false},"excerpt":{"rendered":"<p>A tecnologia tem alterado o modo como os clientes compram, tanto no mercado B2C, como no B2B. Desde a utiliza\u00e7\u00e3o de motores de pesquisa, como o Google, para comparar as &hellip; <\/p>\n","protected":false},"author":2,"featured_media":1609,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[64],"tags":[87,169,120],"class_list":["post-1586","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-vendas","tag-account-based-marketing","tag-b2b","tag-vendas"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Prospe\u00e7\u00e3o Comercial: Como usar Reverse IP Lookup | Liminal<\/title>\n<meta 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