How To Use Marketing Automation Software To Generate Leads

How To Use Marketing Automation Software To Generate LeadsLooking for software to generate leads? At its very core, marketing automation is software that works to combine the strengths of your marketing department with the strengths of your sales department. It is a system that reduces static between the two departments and streamlines every tool that each department has so they can reach the customer or prospect at the right time. This process starts at the very beginning, and this article will show you how to use marketing automation software to generate leads – but generate better leads.

Data Collection

One of the first ways that marketing automation software generates leads is simply by recording all the information a potential lead provides from places such as advertisements, your webpage, or even email click-throughs. All of this data is aggregated within the software, and is then assigned a lead score based on the lead profile that the software is able to interpret from the leads various activity. This helps you determine which leads are ready to be approached and – sometimes even more importantly – when they are not. This makes sure that an overly enthusiastic member of your sales team won’t scare them away, keeping a potential lead from ever making a purchase from your business.

Lead Nurturing

However, like I said earlier, marketing automation software doesn’t just give you more leads – it gives you better leads. Let’s say you have a lead that is quite clearly not going to be converted any time soon. Do you simply walk away? Not with marketing automation software. With marketing automation, you place all of your less interested leads in low impact, noninvasive lead nurturing programs that will send helpful and friendly content that will help remind the lead that not only do you exist, but you can help them solve their problems, whether they have given you any money or not.

While cold emails may seem risky, has published statistics that indicate 60% of consumers read marketing emails, and any responses you get to your emails will feed directly back into your marketing automation software lead profiling technology.


Another important way to use marketing automation software to generate more leads is by taking advantage of the personalization and automation tools  built into the software. These tools are as varied as they are intriguing. For example, you can use social media automation tools to schedule social media posts around important dates or events, such as a trade show, in your industry. This can help make your business an active participant of the social media community surrounding the event and reach a wider audience.

Another great personalization tool you can use to help generate more leads is by using your software automation to perform active advertisement testing. By sending one set of advertising materials to one group and another to a different set, you can see what material performs the best, and how different demographics respond to it. You may discover a market for your product that you didn’t even know existed – along with an entirely new set of leads.

These are just some of the ways you can use marketing automation software to generate leads. Visit Lead Liaison’s marketing automation resource blog online to learn more about how you can improve you marketing automation strategies.

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