Mutiny’s Web Extension helps SDRs/BDRs/AEs know who to reach out to, when to reach out to them, and why to reach out to them. With our prospects receiving so much outreach, it’s important to focus on as many “warm” outreach strategies as possible. The extension unlocks a new “warm” outreach strategy that allows GTM teams to focus on more engaged prospects.

The extension is powered by our integrations with Outreach and Salesloft. These integrations add a custom tracking parameter to links included in emails that are sent through Outreach or Salesloft which allows Mutiny to identify prospects that click through. After identifying your prospects, Mutiny will track all of their future website activity and alert you when they are on your site.

Key Features

• Contact-level identification: Automatically identify visitors the moment they land on your website. 
• Rich insights and analytics: Understand how each prospect is engaging with contact-level intel and alerts to help you prioritize your outreach.
• Sales integration: Arm SDRs/BDRs/AEs with easy access to personalized microsites for your target accounts.

If you’re not already using the extension, here are instructions to help you get started. If you already have it installed, read on to learn how you can use it to identify, understand, and take action on high-intent contacts.

How Mutiny BDRs prioritize their time on a day-to-day basis:

1. Start by following up with 1:1 messages for any “hand raisers.” At Mutiny, hand raisers include prospects who:
   • Start our demo form fill but drop off
   • Take a product tour
   • Sign up for Mutiny specific content (like a group demo)

2. Leverage Mutiny’s Web Extension for “Known Contacts” to send hyper relevant & personalized 1:1 messages as well as pre-built microsites
   • While filling out a form is great, Mutiny’s Sales Extension allows you to follow up with those previous form fillers when they come back to your website.
   • We use the detail on which pages prospects are visiting to better tailor our messages with relevant use cases and additional resources.

3. Use Mutiny’s Web Extension to prioritize Engaged Accounts
   • Similarly, we also get this info for anonymous visitors at the account level. Below, we share some ideas for how to leverage this account engagement information.

4. Scaled outreach to your normal target account list
   • After exhausting all “warm” outreach strategies each day, Mutiny BDRs return to more traditional cold outbound tactics such as campaigns based on tech stack, employee size, selling motion (PLG vs. SLG), and website structure (CTAs, pillar pages, etc.).

Known Contact Level Sales Extension Usage

Mutiny allows GTM teams to know exactly which prospects are on your website and what they are looking at / engaging with. This allows your SDRs/BDRs/AEs to send personalized 1:1 messages about information that is likely much more relevant to your prospects than taking a shot in the dark. Below is some more information on what we look for here at Mutiny and how we take action on this.

Who is on my website?

Know exactly who is visiting your website. Configure the extension to a list of your target accounts & get real-time alerts when somebody is on your website.

What are they looking at? How long are they engaging with specific pages?

Know what the prospects on your website are looking at such as pricing or integrations pages in order to send much more relevant 1:1 messaging.

What actions can I take?

1. Use the extension to easily send pre-created 1:1 microsites from your marketing team–or use the information to send additional resources relevant to what your prospect was looking at.
   • For example, if a prospect is looking at a specific integrations page or a use case page – follow up with them with some added information about how that integration or use case is relevant for them and their business. Additionally, this is a great time to send over a case study that highlights that integration.
     
     
2. Call them! It’s a much easier phone call when you know the prospect is familiar with your business.
   • We don’t do a ton of dialing here at Mutiny, but this helps us prioritize who is worth a phone call.
     
     
3. If they’re a top account for your team, consider sending along a gift to try to get them to engage with you.
   • Consider the value of one opportunity created for your sales teams and how many meetings it usually takes to get there in order to create a gifting strategy that is ROI positive (even better to consider how many opportunities you need to generate to win a deal). 

Engaged Account Level Sales Extension Usage

When BDRs are deciding which target accounts they want to spend time prospecting into, a great place to start is with the “Accounts” tab. While we don’t know who the prospects on your website are, there’s a couple of ways to approach this that we share below. Ultimately, this is beneficial for BDRs because these accounts are still a bit more warm than truly cold outreach considering contacts at the account are aware of your solution.

What do we learn from the Accounts tab?

• We know how many prospects from a given account have come to our website in the past 30 days.
• We’re able to see what they are engaging with.
• We often know where the contact's location is from the extension.

Yes, this is similar to known contacts but we don’t know who the person is exactly. Put on your detective hat and have fun!

1. Go to the account on LinkedIn & filter for the location that Mutiny provides, then add in the persona(s) you care about. Usually this helps narrow your search down to at least be able to take an educated guess at who you should reach out to. Here’s an example for Mutiny (~100 employees narrowed to 3 employees):

2. Search your sales automation tool (like Outreach, Salesloft, Apollo, etc.) and see who from that account has been reached out to by your team
   • Bonus points if it was in the last 30 days

3. Let’s say it’s still unclear to you who may have been on your website, that’s okay, this account is still more warm than a true cold one you might reach out to.
   • Your messaging and additional resources can be the same as you’d send for a known contact. It’s likely that people from the same account are interested in similar features, integrations & possible use cases.