Identifying a company visited your site is only the beginning. The real signal is in how they visited — which pages, in what order, how long, and how many times. This behavioral data tells you where a company is in their buying journey.
Not all page visits carry the same weight. Here's a framework for thinking about signal strength:
A company visiting your pricing page is evaluating cost. This is strong intent — they're thinking seriously about buying. When you reach out, acknowledge you noticed interest in your pricing and offer to walk through the best plan for their use case.
If they're on your "Kopimore vs. Clearbit" page, they're actively comparing you to a competitor. This tells you who you're competing against and where to focus your message — your differentiators over that specific competitor.
A company visiting your "Solutions for Healthcare" page is telling you they have a healthcare use case. Your outreach should reference healthcare-specific value props, not generic product benefits.
Reading case studies means they're evaluating credibility and looking for proof this works for companies like them. Mention a similar customer in your outreach.
Return visits are the strongest signal. A company that visits your site twice in one week is much more likely to be in an active buying cycle than a single visitor. Set up alerts specifically for returning accounts.
Session depth (number of pages) indicates engagement. A 1-page session is curiosity; a 6-page session that includes pricing and a comparison page is a buying signal.
Time on page matters most on high-intent pages. 4 minutes on your pricing page means they're actually reading it — not just bouncing.
Instead of: "I noticed you visited our site"
Try: "I saw your team looked at our pricing and our comparison to [Competitor] — looks like you might be evaluating options. Happy to give you a quick 15-minute breakdown of how we're different and whether it makes sense for [Company]."