Lead Liaison

Marketing Automation Gone Wrong – Turn Your Cons To Pros

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Marketing automation helps with three most-wanted things; speed, personalization, and better reach. But, if not done right, all of your marketing efforts can fire back pretty bad. Here are the most common mistakes that marketers do in automating their marketing efforts and how to avoid them.  

Reaching Out To Wrong People at Wrong Time

One of the most common drawbacks of marketing automation is that your subscribers get more emails than they may want. And if you are being just another “spammer” who sends all sorts of emails to all of your subscribers, they are most likely going to unsubscribe from your communications, or your marketing automation provider or ESP will put a stop to it.

Irrelevant offers, no matter how cool they are, don’t attract the customers. Make sure that you are reaching out to the right customers and at right time with a relevant message.

Personalization Not Done Right

Personalization goes way beyond the general interests of your customers. It is important to keep a close track of your subscribers’ online journey and trigger multiple marketing channels including emails, direct mail and personalized website content while making them highly relevant.  

Let us explain this with an example: suppose a customer buys a product or solution from you. It is highly likely that the customer may want to buy more items related to the orininal product/solution. It is important to let your customer know about other interesting solutions you have available, along with any special discounts and offers.  

Not Allocating Proper Budget/Resources

Automation does all kinds of amazing things, yet a few people expect to gain big results by investing nothing other than money. Keep in mind that a credible automation platform may cost you between a few hundred and a few thousand dollars. But, you also need to gauge how much time you have to invest in learning the platform and populating it with amazing content. The more you invest, the better results you get. 

Automating Every Single Thing

Automation is good as it saves a lot of your time and resources. But don’t automate every single thing Automating campaigns and social media is good, but you will need to invest one-on-one time to engage with clients once they interact with your automations. There are many examples when companies turned all the odds into opportunities by prudently using the social media. Engage with your audience! 

Final Words

Marketing automation is a powerful car, but it needs a driver. Make sure that you are ready to commit to marketing automation as a strategy, not just a solution. 

 

Guest Post Bio:

Andrew Lowen is the CEO of Next Level Web, a trusted marketing agency based in San Diego, California. He has three lovely daughters and the most patient wife of all time. They specialize in Web Design, Search Engine Optimization, PPC Advertising, and Email Marketing (The Agency – not the daughters… yet). See case studies & results of happy clients at www.NextLevelWeb.com.

Lead Liaison

Lead Liaison Announces Another Consecutive Year of Growth & Expansion

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Allen, TX – Lead Liaison is a privately-funded marketing and sales software provider based in Dallas, Texas. Today, they celebrate yet another record-breaking year as they publish 2017 data. The company continues to grow at a rapid pace, proving that you don’t have to be a publicly traded company to beat out the competition in the mar-tech industry. They marry quality products with incredible customer service, making it a hard company to ignore.

In data released this week, Lead Liaison announced an average growth year-over-year of 73.02% for the past four years. They’ve remained profitable while still maintaining significant growth and demand – doubling the size of their sales force in the last 2 months alone.

In 2017, they increased their customer base by 54%, adding clients in growing marketings such as high tech, education, and professional services. A significant focus has been on the nonprofit industry, with new clients ranging from small, educational nonprofits to the largest charity in the nation. They have also strengthened partnerships with large agencies in North America and EMEA. Due to such expansion, Lead Liaison also announced this week that they have opened an office in Europe.

This growth and expansion comes as a result of a few major software accomplishments in 2017. In December, they launched a sales enablement add-on to function alongside other core components. This functionality provides sales teams with the ability to automate many administrative tasks that are common in account based marketing and prospecting.

They have also gone to market with an event lead capture app, GoCapture!™. The app is designed to quickly collect leads onsite at marketing events such as trade shows. A few Lead Liaison clients have already used the app for recent events, such as the International Production & Processing Expo held in Atlanta, GA last month and Fruit Logistica held in Berlin, Germany this month.

Lead Liaison also launched a free CRM in May of 2017 which made a huge splash with companies looking to cut their outdated CRMs and opt for organizing everything “under one roof” with modern technology. Lead Liaison also announced several partnerships with companies like Microsoft Dynamics, training management company Administrate, and call intelligence experts, ResponseTap. With such rapid and robust development, there’s no doubt that Lead Liaison is poised to continue their momentum as an industry leading force in 2018.

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).

Lead Liaison

The Value of a Qualified Lead

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As salespeople we are all excited about what we do, that’s why we do it. We are passionate about our products, services or solutions and will talk to anyone anytime about it if they show the least bit of interest. That’s what makes us great at what we do, but I also feel like maybe we’re giving the cookies away for free. It’s in our nature to “sell, sell, sell” anytime we can, but I’ve found that’s not always the best approach. You know you’ve got a great product, so don’t give it away the first time you talk to everyone. Make sure you have a truly qualified lead, before dedicating more valuable time. 

There’s a system of selling called the SPIN method that, if you’re not familiar with, you should take a look at. The method can be broken down into a few basic parts. SPIN stands for: Situation, Problem, Implication, Need/Payoff. This is how to qualify your leads: ask questions! Find out what their current situation is. Do they use a competitor? Do they have events or marketing goals they need to scale up to meet?

Then ask questions to identify the problems they are having. Is it lack of communication between sales and marketing? Are they filling their pipeline and losing customers in the mix? The implication is as simple as “What would your team do with…?” or “If I can solve that for you would you…?”.

These steps are all you should be doing to find a qualified lead. Once you get to that point you’ll know; if it’s a good fit and what pain points they have that you can solve. Hopefully, a bit of additional qualifying info such as: do they have a budget, are you talking to someone with the authority to make this purchase, and what is their time-frame for the need (classic “BANT” criteria).

From there you can decide if it’s worth YOUR time to spend more time with them, or nurture them and move on. Hopefully that 15 minute call got them excited to move to the next step: filling their need. Go ahead and set up that next meeting! Now you’re spending more time with qualified, interested leads and not giving the cookies away for free to every person you talk to.

Interested in seeing other ways Lead Liaison can help your sales process? Check out our Sales Enablement solution here!

Lead Liaison

Pay-Per-Click and Marketing Automation Event with Lead Liaison and Mad Fish Digital

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Allen, TX – The numbers are in for the Pay-Per-Click + Marketing Automation webinar, hosted last week by Lead Liaison and Mad Fish Digital. Lead Liaison saw an increase in registration and attendance of more than 300 percent against prior events. This increase in interest is likely due to the quality of both hosts’ history of webinars, as well as the topic discussed.

Pay-per-click (PPC) advertising and its relationship with marketing automation are both topics that the majority of businesses are eager to learn more about. Oftentimes the two topics are thought of as separate solutions, but are more effective when used together. Hosts Ben Herman from Mad Fish Digital, and Chris Kipgen from Lead Liaison, unpacked the information in a way that was both insightful and actionable.

Seventy-three percent of the webinar attendees said that they currently use paid advertising for their marketing efforts, but only 22 percent of attendees were tracking those efforts using marketing automation. The presenters used this information to tailor the presentation to fit the needs of the audience. It was clear that most attendees needed to better understand the relationship between the two strategies, which is what the hosts focused on.

“I had a great time with Chris talking about digital paid advertising and marketing automation,” says Herman. “The audience had some great questions, and I was glad that we could shed some light on how Mad Fish Digital strategies and the Lead Liaison platform work hand in hand.”

Mad Fish Digital, a digital marketing agency based in Portland, OR, discussed how to harness paid search, and how to keep a handle on the levers a company can control as it relates to PPC. Herman explained the difference between micro and macro conversions, and how to organize the data “after the click.”

Lead Liaison, a sales and marketing solutions provider based in Dallas, TX, went even further to map out the relationship with PPC and their legion of sales and marketing solutions. Kipgen demonstrated how to nurture leads that are a result of an ad click, as well as how to calculate and track AdWords ROI and costs per Prospect.

“I was really pleased at the level of engagement during this webinar,” says Kipgen. “I could tell that our audience was very interested in what we were talking about, and I think that it really inspired folks to get out there and accomplish their sales and marketing goals.”

To view a recording of the webinar, visit this webpage. And, to make sure you don’t miss out on the next webinar register for updates here.

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).