Various use cases and scenarios covering features, benefits and actual scenarios where revenue generation software is applicable.

Automatically Identify Buy Signals for Sales

Automatically Identify Buy Signals for SalesIt’s almost always the case that sales could use more help from marketing to qualify leads. Marketing is glad to help; however, they’re up to their eye balls in work. Cranking out new content, preparing for the next big trade show, managing the company’s CRM, fine tuning the website and answering to other members of the leadership team to name a few. Wouldn’t it be nice if marketing could automatically identify buy signals for sales?

Now they can! With no effort…it’s all done automatically, behind the scenes using technology. Historically, vendors have struggled getting their marketing automation solutions adopted by B2B businesses. A typical system introduces way too much complexity and an overwhelming number of features; marketers need a simple solution. Case in point, it’s important to make it easy to automatically identify buy signals for sales. Some businesses don’t want to spend countless hours configuring “lead scoring” rules and setting up business logic. Here’s the good news – now they can do it out-of-the-box, with zero configuration.

Lead Liaison allows marketers to turn on/off the most common buy signals. For example, here’s a short list of what can be enabled/disabled to automatically identify buy signals for sales:

  • Clicking through multiple emails in a certain number of months
  • Multiple website visits in a certain number of weeks
  • Web form submissions
  • Total activity (a measure of how active and interested a lead is)
  • Website visitor viewing more than a certain number of web pages
  • Website visitor viewing a specific web page
  • Viewing a landing page

Even better, buy signals can be layered on top of one another. For example, a select number of buy signals could be enabled requiring all buy signal conditions are met before sales is contacted.

Quick lead follow up is also vital. Its imperative the sales person receives buy signal alerts from marketing via a text message (SMS) or an email to reduce delay in lead response time. More importantly, sales should be able to choose how they’re notifying and if they’re notified.

At Lead Liaison, we’re getting rid of the complexity in traditional marketing automation and helping marketing automatically identify buy signals for sales. Feel free to contact us to learn more about how we can help you solve your sales and marketing problems!

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Automatically Qualify Leads for Sales

Automatically Qualify Leads for SalesIf you’re in marketing then you’ve probably had your organization press you for more leads at some point. It’s usually sales that places high demands on marketing to continually generate more leads – and it’s usually marketing that claims they pump new leads into the funnel all the time. These debates on and on, back and forth, time after time until one group starts to form a negative opinion about the other. The walls of communication break down and trust disappears. Fortunately, there are two solutions to this problem. Define what is a lead is and automatically qualify leads for sales.

Create the Definition of a Lead

First, businesses should create a definition for a lead and establish certain criteria before “stamping” any old contact as a lead. Come up with certain criteria such as revenue, industry as well as level of interest before declaring all names in your system as a “lead”. Whatever your definition is, make sure it’s something both your sales and marketing team mutually agrees with. Place the definition into a Service Level Agreement (SLA) which should serve as a contractual agreement between sales and marketing.

Automatically Qualify Leads for Sales

Second, marketing can automatically qualify leads for sales. Many times sales people get frustrated by marketing as they feel marketing is just dumping business cards and “raw” contacts on their plate. Sales people feel like there’s been no screening or interviewing of the contact to qualify their interest. Instead of relying on your expensive sales team to qualify leads why not use technology to automatically qualify leads for sales. Lead Liaison’s revenue generation software can your marketing team automatically qualify leads for sales by:

1. measuring a prospects total “activities”. An activity could be a website page view, a form submission, a whitepaper download, an online chat and more. It’s a measure of how active the lead is. Based on this measurement leads can be filtered and distributed to your sales team.

2. using weighted measurement of a leads interest. Automatically qualify leads using a concept called “lead scoring”. For example, assign 20 points to a lead if they fill out a web form, add 10 points to a lead if they visit the pricing page and add 30 points to a lead if they visit your website more than two times in the past week. If the lead reaches 50 points or more then escalate awareness of the lead to sales and hand it off via email while automatically loading the lead into your CRM, such as Salesforce.com.

Defining a lead and automatically qualifying a lead are two steps your marketing team can take to build relationships with your sales team and prioritize leads for your organization.

Contact Lead Liaison if you’d like to learn more about our solution to help your business automatically qualify leads for sales.

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Revenue Generation Software Use Cases

Revenue Generation Software Use CasesThe next series of posts you’ll see from Lead Liaison articulate various use cases for revenue generation software. Revenue generation software is unique in the marketplace as it ties together marketing automation, sales prospecting, lead generation and inbound marketing solutions together into a single platform. The elegance of these platforms is in the integration and ease of use. Below is a list of use cases we will highlight and link back to as we build out content for this series. As new use cases arise, we’ll add them to this page with a respective link. We’d love to hear from our readers, our customers and users of similar types of software – what use cases have you found beneficial to you, your team and/or your organization? To date, we’ve captured 36 use cases. Please post your feedback below and keep checking back as we continue to grow the list of revenue generation software use cases.

36 Use Cases for Revenue Generation Software

  • Align sales with marketing teams
  • Automatically qualify leads for sales
  • Easily send personalized email campaigns and send email on behalf of sales
  • Turn your website into a sales person
  • Automatically nurture leads on behalf of sales
  • Automatically identify buy signals for sales
  • Automatically triggering communications based on events – creating a dialogue
  • Segment your marketing database based on a contacts interaction with your marketing assets
  • Pass only the best leads to sales
  • Automatically distribute leads to sales
  • Reduce and unify data entry with full CRM integration
  • Measure effectiveness of your web pages or forms
  • Better understand who responds to outbound marketing
  • Create landing pages without IT involvement
  • Create web forms without IT involvement
  • Automatically track web form submissions
  • Track a prospects past, current and future online activities
  • Jump into inbound marketing with a blogging platform
  • Efficiently hand off leads from a vendor to a manufacturer’s rep firm
  • Marketing can automate processes for sales
  • Get a higher return on your marketing content
  • Measure return on your search engine marketing investments
  • Get an automated platform for your team. Finance, sales, supply chain and HR has one!
  • Find new leads on a daily basis
  • Focus on leads who really are interested in your solutions
  • Shorten sales cycles
  • Improve sales prospecting
  • Increase interaction with your prospects
  • Shorten response time to hot prospects
  • Know when a prospect is thinking about your solutions
  • Real-time notification of leads
  • Measure the impact of a sales meeting
  • Inside sales qualifying for outside sales
  • Knowing your prospect’s competitors, then selling to them
  • Know where executives should travel
  • Understand how competitor’s view your company

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