January 2017 – Lead Liaison

Are You Ready to Nurture Your Leads?

January 31, 2017/0 Comments/in Revenue Generation Blog/by Lead Liaison

Most marketers think that lead nurturing is just a natural process. They gather some leads, nurture them, and then make sales. In reality, you aren’t going to be successful with lead nurturing unless you are prepared. In order to prepare, you need to go through a three-step process. This process will help you have a successful lead nurturing campaign.

Know Your Target

Targeting is essential with lead nurturing. You can’t target everyone in your market and expect to get results. Instead, you need to narrow the scope of your targeting so you communicate with people who have shown interest in your product or service. Target the people who are in the middle of your funnel and need a little nudge. These people are the most responsive to a lead nurturing campaign.

Think About Content

You’ve probably heard the phrase “content is king,” and that is especially true with lead nurturing. You need to think about how you are going to communicate with your leads. Consider mixing your content up. You might want to send some personal emails wishing your leads a happy holiday or a fun summer, along with educational content that will help them make an informed purchase. Then, consider personalizing it with handwritten letters.

You also need to consider how much content you will send. It’s important to focus on quality over quantity. With that in mind, stick to around four to five pieces of content for your campaign.

Consider Length

Your lead nurturing campaign needs to have a beginning and an end. If it goes on indefinitely, you will never turn your leads into customers. You have some leeway for how long your campaign should last, but 45 days is the sweet spot. You should be able to nurture your leads and turn them into buyers at this time. If you can’t convert your leads, you need to look over your data and see where you are losing your leads.

Lead nurturing is one of the most important components in internet marketing. Remember to prepare for your lead nurturing campaign so you can get the best results. The right preparation goes a long way into achieving your lead nurturing goals.

Are you ready to nurture your leads? Talk to one of our experts today!

Lead Liaison is Prepared to Revolutionize the Relationship Between Marketing and Analytics

January 24, 2017/0 Comments/in Press Releases/by Lead Liaison

Allen, TX – Lead Liaison is revolutionizing the way marketers, executives, and salespeople receive and analyze their data. Lead Liaison is hard at work fine-tuning the marketing automation company’s newest add-on: Revelation™. Never before has reporting and analytics like this been so seamlessly integrated within a marketing platform.

A Wealth of Data as the Foundation

Lead Liaison is already a powerful tool for collecting data on prospects, customers, and partners who engage with a company’s outbound and inbound marketing. Their cloud-based marketing automation system is second to none. They top that with massive amounts of demographics and social insight to generate rich prospect profiles. But, the sign of a true leader of the pack is their ability to adapt to the needs of their clients. They recognized that something important was missing. It was clear that there was a need for a powerful platform to analyze and interpret that data in order to deliver useful insight to its users.

The Solution

As an answer to this cry, Lead Liaison is preparing to launch one of their biggest add-on’s yet. Revelation™ is an analytics platform built on the industry’s best business intelligence engine, to deliver rich visual insights, answering sales’ and marketing’s most burning questions. This add-on provides data in a beautifully rendered dashboard that includes heat maps, bar charts, geographical maps, and more. Custom reports can be created, saved, and scheduled for email to users on a periodic basis.

It’s Almost Here

While it isn’t available to the public just yet, it is rapidly evolving – and taking shape with the help of our trusted clients. Revelation™ is currently being rolled out to early adopters . John Peebles, CEO at Administrate, a fast growing Training and Learning Management Systems company, says “We’re always looking to reduce the time it takes to nurture prospects and increase the efficacy of our communications with those leads. The best way to do this is with actual metrics, and we’re really pleased with the latest updates from Lead Liaison as they’re helping us improve our business and generate more leads.”

Businesses interested in this launch are being directed to Lead Liaison’s Account Managers to learn more about this exciting breakthrough in the marketplace.

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that helps businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of marketing automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and additional website engagement tools to boost sales effectiveness. Lead Liaison blends ease-of-use, a flexible business model, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality, all specifically tailored for mid-sized businesses, into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Allen, Texas, near Dallas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

How to Run a Webinar: Pre-Webinar Bonding & Follow-Up

January 18, 2017/0 Comments/in Revenue Generation Blog, The Marketing Guru/by Lead Liaison

This is the eight installment in the series How to Run a Webinar.

In our last post in this series, we talked about building a compelling landing page and “Thank You” page. The next step is to get comfortable with pre-webinar bonding and follow-up.

Pre Webinar Bonding

If possible, create further short pieces of content that cover any possible objections and start building more trust with registrants. This can be drip fed via email before the webinar. This content could be short videos or articles or just a nice webinar cheat sheet to download and print off before the webinar. Your marketing automation software can help you build a simple drip track for new registrants prepping them for the event.

Follow Up

Make sure to follow up with attendees and no shows once the event is over. We suggest doing so three (3) days after the event. In your follow up, include a video recording of the webinar. Put it into an email, but only include an image of the video. When clicked, the recipient should be taken to a landing page, separate from your registration page, where they can play the video. Separating your follow up page from your registration page will help you isolate statistics and get better tracking from your marketing automation system. This is especially handy for people that couldn’t attend the event as they can watch the video later at their convenience.

In the next, and final, installment of How to Run a Webinar we’ll talk about syndicating your content.

Can’t wait to get your hands on the entire guide? Download the full white paper here.

Interested in a demonstration of our robust marketing automation tool?

Click here for a demo!

Lead Liaison Opens It’s Doors to Partners

January 17, 2017/0 Comments/in Press Releases/by Lead Liaison

Allen, TX – To kick off the new year, Lead Liaison has recently launched a Partner Program. This strategic step is in an effort to make even more innovative and exciting enhancements to their powerful solutions which include visitor tracking, marketing automation, tools for engaging website visitors with dynamic website content, and more.

The intent is to offer added insight and expertise into an industry dominated by publicly-owned conglomerates. Lead Liaison’s mission has always been to form partnerships with each of their clients to help them reach their marketing and sales goals. This thirst for partnership is now reaching outside of their own client-base and into the marketplace. Jennifer Worsham, Director of Marketing at Lead Liaison, explains, “We believe that ‘two brains are better than one.’ While we strive to give our clients every tool that they could possibly need to be successful, we recognize that there will be some areas outside of our wheelhouse – where other companies do it better. Instead of competing with these companies, we want to partner with them in order to reach a common goal: to give our shared customers every opportunity for success.”

Partnerships are important for Lead Liaison, their partners, and their shared customers because these mutually beneficial relationships help better serve the marketplace. Lead Liaison hopes to use these partnerships as a way to help strengthen areas in which partners may be weak, and vice versa. They will be able to do this by first identifying clients’ pain points. If those pain points are outside of the realm of the software’s functionality, Lead Liaison can help clients close the loop by bringing in a partner’s powerful solution or service.

Up until this point, the marketing automation company has been more than a little selective with the partnerships they have pursued. While there will still be a great deal of vetting, opportunity has now been given to the masses and is expected to make a big impact on the industry as a whole. “Our customers are at the forefront of our minds. We only want to focus on partnerships that would benefit them,” says Worsham.

Partnership opportunities include, but are not limited to, resellers, referrals, and integrations. Past partnerships include print and mail API creator, Lob; Pipedrive CRM, Citrix’ GoToWebinar, Google AdWords/Analytics, Wistia, Facebook, Twitter, LinkedIn, and more. Growth Engineer at Lob, Shrav Mehta, comments on his excitement to partner with Lead Liaison this past fall, “Lead Liaison and Lob share [a common] goal, which is why we were excited to partner with them on this project.”

In addition to their partnerships, both past and future, Lead Liaison also integrates with over 400 third party applications. They boast a wealth of native integrations, as well as a full-featured API and Zap that offers additional ways to connect the system’s capabilities to other applications or create personalized integrations.

Interested in partnering with Lead Liaison? Visit Lead Liaison’s Partner Page for more information.

About Lead Liaison

Lead Liaison provides cloud-based sales and marketing automation solutions that helps businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of marketing automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and additional website engagement tools to boost sales effectiveness. Lead Liaison blends ease-of-use, a flexible business model, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality, all specifically tailored for mid-sized businesses, into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Allen, Texas, near Dallas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

To view this press release in it’s original context, please click here.

Buzzwords in Marketing Automation: Account-Based Marketing

January 10, 2017/0 Comments/in Buzzwords in Marketing Automation, Revenue Generation Blog/by Lead Liaison

Account-based Marketing: its meaning and how it relates to marketing automation. A part of the series Buzzwords in Marketing Automation.

If you’ve spent any time in the marketing world, you have likely heard people throw around this common phrase. But, what is account-based marketing? In conversations, you might have nodded your head and acted like you knew what they were talking about, even if the term was foreign to you. It’s time to learn what account-based marketing (ABM) is and how it relates to marketing automaton. Then, instead of nodding your head, you can lead the conversation.

A Simple Definition

People often give complex answers when asked about ABM. In reality, it’s a pretty simple concept. Instead of casting a wide net in order to appeal to all kinds of companies, those who use account-based marketing define a set of target accounts and then concentrate on those accounts. In other words, they create a marketing message and sales strategy based around a single account instead of around a multitude of accounts. Each account is treated like its own market. You don’t look at the market as a whole. You look at the market on an account-by-account basis.

Once marketers land the accounts, they create personalized campaigns for each account.

How Marketing Automation Fits In

Now that you know the simple definition for ABM, it’s time to look at the complex nature of the strategy. ABM is all about personalization, and that is difficult to incorporate without marketing automation. Marketing automation allows you to personalize sales-enablement content, create personalized offers, and personalize experiences for web visitors.

Marketing automation lets you run various personalized ABM campaigns at once, and your target accounts will only see the messages that are intended for them. They don’t have to wade through one marketing message after the next looking for the one meant for them. Instead, your marketing automation software will clean out the noise, and only show them what they need (or want) to see. You can go after several accounts at once, and each account will never be the wiser.

Account-based marketing is necessary if you want to land the big fish in your market. The big fish never swim toward the wide net. Instead, they expect a targeted effort, and you can deliver that with ABM. If you are ready to land big clients, it’s time to use ABM.

Request a Demo of Marketing Automation!

Breaking the Lead Gen Stereotypes

January 5, 2017/0 Comments/in Guest Blogs, Revenue Generation Blog/by Lead Liaison

Did you know that the success rate of getting an initial appointment through cold calling is about 1-3%? Whereas, when the same call is made through a referral, the success rate shoots up to 40%. [1]

Luck plays a role in business success, but you can’t leave the health of your sales pipeline to chance. Besides the expensive traditional channels for generating leads, there is an innovative, often-overlooked approach to filling the top of your sales funnel: formal business referral program. Here are 5 steps to effectively use your professional network to become an extension of your sales force by generating high quality leads and business referrals:

#1 – Define your Ideal Customer

To ensure that your network and connections are investing their time in chasing the right people, make sure they understand your ideal customer base. Succinctly explaining the need that your product or service addresses in advance will better clarify your value proposition to your potential prospects.

#2 – Tighten the Feedback Loop

The need to have an effective two-way communication channel is paramount. No one will continue to send introductions and prospects into a referral-blackhole! So, make sure you provide regular updates on the referrals sent your way. The results in the image below show that when you implement an effective referral campaign, with systematic two-way communication system facilitating frequent automatic updates, the engagement rates can go as high as 74%.

#3 – Incentivize Referrals

Having a structured incentive plan within your referral program will keep your network motivated to look out for new leads. Evernote, a leading CRM platform with over 100 million users, acquired 13 million users through partner referrals. Evernote rewards points to its customers every time they make a referral, and the points can be used towards a free upgrade or increased upload capacity. [2] It is, therefore, important to recognize and reward the people who contribute to your pipeline.

#4 – Eyes on the Progress

Once you have gathered some prospects through your referral program, the next crucial step is monitoring the progress closely. Gather information about the activity of your referral network and analyze pipeline results to make intelligent decisions about how to continuously improve the program drive higher conversion and sales. In other words, monitoring the activity and effectiveness of your referral program will allow you to better educate, communicate with and encourage your lead referral network.

#5 – Remarkable Results

If you follow the above 4 steps, you will have a consistent pipeline with relevant leads. Additionally, your business will earn a higher conversion rate due to higher quality of more actionable leads.

Lead generation is the oxygen for the survival of any business, but it can be extremely difficult to identify the right source of leads. So, with the ever-changing modern world of commerce, make sure your methods of generating leads have not passed their expiry date.

Sources:

[1]https://www.ducttapemarketing.com/the-abusive-math-of-cold-calling/

[2]http://blog.evernote.com/blog/2014/05/13/evernote-reaches-100-million-users/

Guest Poster: Sahand Sojoodi

Founder and CEO of Gopher Leads Inc, a technology startup that accelerates sales revenue by engaging the customer-facing frontline. I have worked as an innovator and early-stage startup founder for over a decade. Gopher Leads utilizes a modern, mobile, cloud-based platform to educate, engage and incentivize employees to generate leads from their daily routines. Follow me on Twitter @sojoodi, or email me directly at sahand@gopherleads.com.