Best practices on lead generation

New DataSpring™ B2B Database Module Enriches Sales Enablement Solution, Offers Millions of Pristine Contacts & Company Profiles

New DataSpring™ B2B Database Module Enriches Sales Enablement Solution, Offers Millions of Pristine Contacts & Company Profiles


Searching for contact and company data just got easier with the release of Lead Liaison’s DataSpring
module. Native to Lead Liaison’s extremely flexible Sales Enablement platform, the module provides clean, premium business-to-business (B2B) prospect and company data compiled from the most reliable sources.

Nested in an intuitive swing-out side bar, the widget provides instant access to nearly 10 million company profiles and 400 million contacts. Searchable with advanced filtering options such as job title, location and industry, profiles can easily be added to the user’s CRM and Sales Enablement workflows with the click of a mouse. Data is automatically verified prior to delivery, subverting the painful process of manual list cleaning and importing.

DataSpring™ is native to the Lead Liaison Sales Enablement Platform at no additional cost. Users purchase contact credits at highly competitive prices that rival the competition and make the process of gathering valuable, GDPR / CCPA / PDPA compliant leads a painless process.

Director of Marketing, Brad Froese, says,

“Lead Liaison has built a reputation for being a one-stop software solution for marketing and sales professionals. Its modular structure delivers the kind of flexibility that is required to adapt to ever changing markets, enable high levels of creativity, and quickly execute on new strategies. DataSpringis the latest example of Lead Liaison’s “easy button” solutions that save organizations time and money.”

Available exclusively from Lead Liaison, DataSpring becomes available November 30, 2020 and is included with any Sales Enablement license.

For information or a demonstration of Lead Liaison Sales Enablement Solutions, visit: https://www.leadliaison.com/


About Lead Liaison

Lead Liaison provides cloud-based sales and marketing automation solutions that help businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and sales automation to boost sales effectiveness. Additionally, Lead Liaison is the global leader in event lead management, enabling companies to capture and manage leads from trade shows and events. Lead Liaison blends ease-of-use, a flexible architecture, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Dallas, Texas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

5 Lead Capture Apps You Need To Know About

Lead Capture Applications* Updated on January 13, 2020

As a business owner you should be well aware about leads and how to generate them as well. Such knowledge comes with selecting the most suitable applications to serve this purpose. The following is a list of apps that you can make use of when capturing leads.

1. Captello

With Captello, you can easily capture leads with any device and record voice notes about your conversation on the fly (notes quickly get transcribed for you while you focus on building connections), then communicate seamlessly and automatically with handwritten letters and postcards, text messages and emails, all before you leave the exhibit floor.

Workflow automation and tools like customizable forms and branding make Captello a game changer in the lead capture software market and help exhibitors become first movers on warm leads, which makes all the difference!

Captello also includes powerful new gamifications called Activations, which help attract new booth traffic and engage visitors in new and captivating ways, all while capturing quality leads!

2. On Spot Social

This is a great iPad app that captures leads in the field. It is also very suitable for individuals who are not tech-savvy as a result of its interface which is very user friendly. On Spot Social also works whether you are online or offline. Therefore, you can still attend an event as you capture your leads then upload them to your database as soon as you go online.

3. GoCapture!™

Lead Liaison’s GoCapture!™ is a fully integrated event lead capture solution for B2B companies. What makes GoCapture!™ different can be summed up in two words: unlimited and comprehensive. GoCapture!™ offers unlimited front end users with unlimited devices, unlimited back end users, and unlimited forms. It’s completely customizable, so you can tailor it to fit your specific business needs. And, it is backed by a powerful back-end system, providing a fully-integrated end-to-end solution with all leading CRM and marketing automation platforms.

4. Validar Universal Lead Capture

This app can be personalized to be used at whichever event you attend and works with various hardware such as magnetic stripes, barcodes among others. According to the questions answered by leads, this app can assign scores to your leads. It is a very simple application whose major strength is its customization properties. Another fascinating aspect about it is that it alerts you when the perfectly lead is in the vicinity.

5. QuickTapSurvey

QuickTapSurvey is another application that allows you to capture leads without necessarily being online. It can be utilized as a kiosk and is also very easy to set up.

The app allows you to:

  • Customize your design by choosing from a variety of templates, themes, logos and background pictures
  • Capture unlimited leads with full contact details
  • Capture leads using a customized contest entry or prize giveaway splash screen
  • Encrypt data and keep it safely on your iPad or Android tablets
  • Use more than 15 qualification questions to qualify your leads
  • Use integrations or API to send lead data to your CRM

Those are just some of the lead capture apps you can opt to use when you attend an event. Before you settle for one, make sure that the app satisfies all your needs and works in line with your business objectives.

5 Creative Ways to Generate Leads You’ve Probably Never Tried Before

When your company needs to generate leads, your goals should be to find creative methods that allow you to communicate and network better with other businesses as well as untapped customers and, simultaneously, establish yourself and your company as an authority figure. You need to cut through the noise and get in front of people. When you show up, you need to be remarkable so that people see you as an expert and want to work with you. Here is a look at five ways to generate leads by getting in front of your prospects, where they are. 

1. Slack Channels

Slack channels are tight-knit communities and, typically, you need an invitation to join them. However, once you get access to a channel, you can begin one-to-one communication with channel members or send broadcast messages to everyone. Slack channels are usually active, so you’re able to get in front of people passionate about a specific topic. By joining Slack channels, you can grow your brand within that community, and then help the other people in exchange. By helping others consistently, you can grow your status and authority within the group. Remember to bring value always and don’t spam.

2. Guest Blogging

Guest blogging is an effective way to improve your company’s reach. Websites require content to attract new visitors and nurture their existing audience. When you provide blog posts for other sites, you gain exposure, and they benefit as well because they get to publish great content. Guest blogging positions you as an authority figure because a website is endorsing your work by publishing it. Guest blogging also helps you build backlinks, enhance your search placement and drive relevant traffic to your site.

3. Answering Quora Questions

Quora is a wonderful way for you to answer important questions relevant to your industry and build your credibility. Make no mistake that answering Quora questions has a similar effect to that of guest blogging. Quora is an adult version of Yahoo Answers where people are actively asking for help and looking for specific answers. At the time of this writing, the website recently reached 100 million monthly unique visitors. Quora allows people to answer questions and establish themselves as an authority figure.

Answer questions that come from members of your community and industry. Doing so will help you target users who fit the profile of your ideal customer. When you use this website, you can create a company profile and then answer the questions that are related not just to your company but your industry as well. You can handle reputation management by searching for questions that people are asking related to whatever service or products you provide and then answer those questions. You can even set it up so that each member of your team creates a unique profile and team members can answer questions in conjunction with one another based on different levels of expertise.

4. Syndicate Your Content

Syndicating your content gets more mileage out of a regular blog. There are so many online platforms that have many visitors, and they often need quality content. Blogs, community websites, social media sites, forums and question-and-answer sites are an ideal solution. Syndicating content is a terrific way to enhance your lead generation because it amplifies the reach of your content, allowing you to tap into an audience you might not have otherwise been able to access. All of this optimizes your returns and puts your content in front of a demographic with a high potential for sales.

You aren’t just restricted to publishing your content to your immediate audience of current customers. When you put effort into making high-quality content, you should be rewarded by expanding your reach, so prospects get to see what it is you offer. Sharing your content through syndication also improves search engine ranking with enhanced credibility and relevant backlinks. This puts you in a place of authority as a leader in your industry, which generates more traffic and potentially more qualified leads.

With content syndication, you can collaborate with another company to co-market your promotional efforts where you both promote a single piece of content. You can also swap content with another brand where you both agree to promote one another’s content on your respective social media channels.

5. Public Speaking

Public speaking is a superb way to gain a captive audience. In today’s world, as things become increasingly more internet-based, people are trusting the face-to-face selling method much more. Known as the podium effect, being a public speaker will position you as an expert in the industry, which is what each of these methods helps to do. Focus when you start at small, intimate events. This will help you figure out what your audience wants to hear and help you fine-tune your selling methods. The right strategy is important in setting your business up. You can begin at small events with just 10 people at a time put on personal company events where you make an offer at the end for your attendees. When you start out, you want to create your own events so you can craft your signature talk and gain experience with your audience. Libraries or community centers make ideal places for these local events. You can book area venues and market it to local residents. Once you become more comfortable with it, you can host bigger events. Just remember that, at the end of each public speaking event, you need to give your attendees something like a free consultation or the opportunity to try a product for free. Give them an offer they can’t refuse. On the topic of syndication, if you know other people are having events, and they are looking for speakers like at expositions, conferences or trade shows, offer yourself as a speaker. Even if it’s just a few minutes, this could be a low-cost opportunity with a lot of return.

Overall, the purpose for each of these five creative methods is to allow you a way to generate leads by establishing yourself as an authority figure. You want to expand your reach and make sure that people see you as a leader in your industry — someone they can trust to whom they can turn for answers.

To learn how to properly manage those leads, once you have them, contact us here.

Bio

Morgan Williams is a Sales Professional and B2B Lead Gen Consultant based in Chicago, IL  For a case study on how to use automated cold email marketing to spend $166.70 and make $3,435.30 in profit (2,061% ROI – email templates included), head over to his blog.

What Are Email Gates and How to Use Them to Convert

What Are Email Gates and How to Use Them to ConvertAre you giving away all of your content? Learn what are email gates to convert more visitors. Today, such a large amount of content is available and given away for free that many business owners believe their leads will turn to their competition if they do not give away content. While this line of thinking has become commonplace, it does not take a number of factors into consideration. Certainly not all content should be gated, but your highly valuable content should always be gated.

What Is Gated Content?

What exactly is gated content? What are email gates? Gated content refers to any content that a visitor must provide an email address in order to receive something valuable in exchange. The key to using gated content is to encourage visitors to enter an email address to receive the content they want the most. Different types of content can be gated, including case studies, testimonials, datasheets, brochures, and more. Basically, anything you can convert into a word document or PDF. Videos can also be gated, when using providers like Wistia and their turnstyle feature. Web pages can also be gated by using engagement popups with solutions like Lead Liaison’s SiteEngage™. Your marketing automation provider will help you gate all of your valuable content. First, start by creating a marketing content map to take inventory on what’s valuable, which you’ll inevitably gate.

When Should You Use Gated Content?

Not all content should be gated. It is particularly important to make certain the content at the top of your sales funnel remains open. You want people to find your business and your products/services to be interesting. This content often serves as an effective icebreaker to encourage visitors to take the next step. There is a time and place to use email gates, and you must ascertain the correct time to position those gates based on what is best for your business.

Throwing up email gates on all of your content will usually have the exact opposite effect that you desire. While you might get a lead by having a visitor enter his or her email, if the customer is not yet ready to buy, you still won’t get the sale. The last thing you want is to bombard leads with emails they do not want. This is why it is essential to determine the best time and place to use email gates. The goal is to make the determination between those leads that are ready to receive your emails and those leads that would be alienated by your emails. Doing so can help you achieve the desired balance between whetting the appetite of a lead and converting those leads that are ready to buy.

Too Many Website Visitors Leaving Your Site? Show an Offer

Too Many Exiting Customers - Show an Offer

Stop those Visitors Leaving Your Site!

Do you have too many visitors leaving your site before you even have a chance to convert them? It’s a common phenomenon that most website owners have no idea how to correct. They simply notice a trend when reviewing their analytics, but feel powerless to do anything to correct the problem. When visitors lose interest in what they see on your website, whether they are simply closing the browser tab, typing in another URL, or hitting the back button, you need to take action right away. Showing an offer, also known as presenting an engagement window, can help you to do that.

Pop-Ups versus Engagement Windows

You might be thinking…”hey, this sounds like a pop-up”. While a pop-up has a negative connotation and can be intrusive to the user’s experience, an engagement window is not intrusive. Engagement windows are designed to show the right message to the right user, at the right time. This is accomplished through the use of personalized content, such as the user’s name, his or her location, etc. These engaging tactics can absolutely stop visitors leaving your site.

The key to making this system work for you is to ensure you have the right marketing automation provider. Unfortunately, not all marketing automation providers offer this type of service. To be effective, you need to be able to detect user behavior at the right time in order to determine when a user is about to exit your website and provide a compelling offer to capture the visitor’s attention and interests. Without this type of behavior-detection system in place, you run the risk of alienating visitors by displaying an offer at the wrong time. The goal is to capture a visitor’s attention and encourage him or her to stick around and take you up on your offer rather than leaving.

Your offer should also be carefully crafted to be enticing enough that the visitor is encouraged to take action right then. Oftentimes, this means presenting a limited-time offer that the visitor must take action on right away in order to avoid losing.

Disappointed with LeadLander®?

Disappointed with LeadLanderAre you disappointed with LeadLander®? LeadLander® sells its product with a simple premise: throw some tracking code on your website and wait for the magic to happen.

Then you wait….and wait….and where is all of this magic?

The reality is that you need a strategy with any visitor tracking product that you use.  Your strategy should include four basic questions and include capabilities to achieve the answers to these questions:

  1. How do you draw active/interested buyers of your product to your site?
  2. Can your program filter buyers based on their likelihood of buying at any given time?
  3. Does your strategy allow you to distinguish between which products/services that an individual buyer is most likely to be interested in?
  4. Once a buyer is identified, what happens next in your sales process? Does your technology support execution of this strategy?

We used the solution for about two years. We started to call it LostLander. It sent us off on a wild goose chase the majority of the time. We ended up spending more money than we did without it. Instead of turning into a revenue driver, it was a cost center. – Lance Boyd, Former VP of Sales at Arxan Technologies.

The good news is that a few simple strategies are likely to raise your sales results, and help you maximize the value of many of the sales and marketing efforts that you are presently engaged in.   If you are interested in a free consultation on marketing strategies; I highly recommend contacting us and asking for a free 30 minute consultation.

Disclaimers:

  • (1) Lead Liaison is not affiliated in any way with LeadLander®, does not provide LeadLander®’s services, and does not own the LeadLander® Service Mark. Lead Liaison provides its own unique visitor tracking solution as shown here.
  • Reference our Blog Disclaimer.

How Can I Generate More Leads?

How Can I Generate More Leads?When it comes to the best ways to generate sales leads, we all know that social media is a well-used platform.  However, social media platforms like Twitter and Facebook usually generate few sales leads.  Let’s take a look at how we can utilize marketing automation in our goal to generate more leads and answer the question, how can I generate more leads?

Leveraging your Marketing Automation Program

Marketing automation has been shown to increase lead conversion and provide focused information on scheduling, tracking, and defining marketing programs and processes.  A marketing automation program gives you all the tools needed to generate leads and track them as they move through the sales funnel.  Real time analytics give you insight into where your leads are in the buying process and an average timeline on when you can expect them to buy.  This gives you the opportunity to personalize your messages to your leads depending upon their needs, instead of sending out generic messages that will often be ignored or deleted.

Marketing automation can also make capturing lead information easy and effective.  With a landing page, leads are able to quickly and easily enter their contact information or request your product catalog or a call about your services.  Using marketing automation effectively means that you will be able to track the success of landing pages and make adjustments where you see fit.

Another crucial area where marketing automation is effective lies in the content you’re posting on your blog.  Marketing automation is able to track the effectiveness of the information you’re posting – including how appealing it is to your leads and audience.  Figuring out the proper number of communications for your prospects will ensure your posts don’t wind up being overlooked or worse, deleted before they’re noticed or read.

Marketing Automation Helps Qualify Leads

Often, we make the mistake of including ALL leads in our communications.  This only causes good, qualified leads to fall among the wayside, lost in a crowd of leads that aren’t worth the time investment.  Marketing automation helps you qualify your leads by giving your marketers precision in all of their marketing processes.  By monitoring leads and gathering useful information, including what search terms they’ve used and what content they’ve viewed, marketing automation makes it easier to understand where the consumer is in the buying process.

It also makes it easier to score leads.  Lead scoring is a simple process of assigning number values to certain behaviors and attributes so you can measure the value of a lead.  This numerical value will help you determine whether the lead is to be passed onto the sales team or if the lead needs more information, content, or research.  Marketing automation will also score company demographics such as location, company size, and other criteria to ensure that the correct types of leads are being funneled to your company.

The marketing automation sector is expected to increase from $3.2 billion to $4.2 billion in 2015 – this is a significant increase and indicates the tremendous impact of marketing automation.  Adding marketing automation to your repertoire will add increased value to your business process and marketing department as a whole.

Ready to take the next step?  Let’s help you with adding marketing automation to your business repertoire!

Is Visitor Tracking Violating Your Privacy Statement?

Visitor Tracking Could Violate Your Privacy Statement

Visitor Tracking Could Violate Your Privacy StatementDo you have a privacy statement?  If so, you might be violating it with many visitor tracking programs. It’s important to ask your self, is visitor tracking violating your privacy statement? Make sure you know what you’re getting into and who you’re dealing with.

Here is how it works.  Company A has a strong marketing effort.   They get 1,000,000 people to “opt-in” by submitting a form.  Visitor ID Company drops a cookie on the machine as part of the transaction, and tracks the behaviors of that party including visits so that it can create a better experience between Company A and the visitor.

Nothing wrong so far.

The trouble begins when Visitor ID Company wants to attract Company B.  They offer Company B a 7 or 14 day trial and use Company A’s database to correlate unique visitor IPs to their database.   Some have even been known to throw in “sample data” from a competitor’s traffic to show what could be achieved while the trial period is in progress.

Here are the problems:

  • Company A has just helped its competitor
  • Company A has breached its moral and legal obligations (in some cases) to its clients to protect their relationship
  • Company B is wasting sales time pursuing fake leads or bad data entered by company A
  • Visitor ID Company has mislead a prospect into buying results that are a representation of what could happen… under the guise that it just happened.

Long story short, you have just breached your customer’s data by working with a visitor tracking solution that shares data.   The good news is that there are a limited number of companies that DO NOT share data.   Those companies actually pull superior data for your sales team in the long term; because they don’t add the other company’s garbage (such as false records).

The downside, is that during a “trial” the company that is using gray-hat techniques will often seem to be a superior/easier to use solution.    So, be careful when conducting your trial and make sure that the vendors you look at are willing to sign a privacy policy that matches the ones you give to your prospects and customers.

Five Things to Consider When Buying Visitor Tracking

Five Things to Consider When Buying Visitor TrackingPeople often ask me ‘What should I look for in a visitor tracking solution’?  Here are five things to consider when buying visitor tracking that will help you eliminate inadequate providers:

  1. Does the program have active or passive visitor tracking capabilities (or both).  Active visitor tracking will allow your sales and marketing teams to directly engage high value targets and identify their visits nearly 100% of the time.   Passive visitor tracking relies on people wandering onto your website and someone being identified (more on that later). Active visitor tracking offers the following advantages over passive visitor tracking:
    • Track prospects that you met outside of the website
    • View ongoing interest of existing customers
    • Understand the potential buyer’s true timing (as opposed to what they told you) and availability
  2. Is the program relationship based vs event based?  That means that someone that returns to your site 3 times in a week will appear to be three different people.   I don’t know about your sales strategy, but a client that comes to my “store” on a regular basis warrants a lot more attention than three lurkers that show no further interest. You should always select a program that gives you relationship based data.  Event based systems are way behind the curve, and will cost your company sales.
  3. Is the individual/company that visited your site provided?  It seems unbelievable, but there are still visitor tracking companies that won’t give you names (or company names) of your visitors.   If your goal is just to track generic traffic, use Google Analytics.  If your goal is to learn about individuals whom you hope to cultivate a business relationship with then use a platform like Lead Liaison.
  4. Will your data be shared?  The majority of visitor tracking companies use your data to help your competitors build a correlation between IP addresses and names.  We think that this is a dirty practice that results in errors and potential legal problems, let alone losing business that your company might be entitled to, to your competitor.   It’s a lazy approach to visitor tracking and we would never recommend using a company that shares data.
  5. Integration and reports:   Daily reports are a basic necessity of every company.  Real-time alerts are important to companies with high value sales opportunities.  I would also survey potential vendors to learn about how they can help you interface with your CRM and marketing automation visions. 

It also doesn’t hurt to explore what other solutions the vendor has to offer. If you go with their solution just for visitor tracking will you be “trapped” and not have a broader-based solution offering marketing automation that you can grow into? We’ve seen several companies spend thousands of dollars on visitor tracking to find out they still need marketing automation; then they find themselves investing in two disparate platforms. Costs sky rocket as companies pay for two separate solutions and have higher total cost of ownership managing two separate platforms. Why not have both visitor tracking and marketing automation tightly integrated into a single software platform?

The bottom line:  Visitor tracking programs can be an incredible asset for your sales efforts.  These tools are affordable, super easy to use, produce results day one, and show the most rapid ROI of any marketing investment that I’ve seen.  Make sure to remember these things to consider when buying visitor tracking and be sure your vendor gives you the right answer to all five topics above. If you do, then you are on your way to making one of the best sales & marketing investments in your company’s history.

Why Small to Mid-Sized Businesses Should Use Marketing Automation for Prospecting

I Love Prospecting with Lead LiaisonProspecting is a headache for most sales reps. Sales people get pressure from leadership to sell faster and meet the demands of the current quarter. As the day-to-day pressure mounts salespeople get distracted and lose focus on prospecting as they concentrate more on closing existing deals in late pipeline stages. What salespeople wind up with is more business at the bottom of the funnel but a very non-existent top and middle of the funnel. For small to mid-sized businesses these issues compound as smaller companies have less resources to work with.

It’s vital salespeople close deals and prospect at the same time. However, it’s unrealistic to think most salespeople will be consistent with their prospecting efforts. Using sales automation, salespeople can be ultra-efficient, almost like an assembly line, with a systematic and scalable way to prospect. Marketing automation software for small to mid-sized businesses helps salespeople use automated workflows to “chase” prospects once they’ve identified their targets. Prospect communication happens in the background using multiple touch points, something that’s imperative when prospecting, to connect with your prospect. Executing such a process looks like this:

  1. Add the contact to your CRM
  2. Add the contact to a Lead Liaison Workflow
  3. Boom! A series of 2-week communication automagically chases your prospect by sending them personalized communication
  4. When prospects engage, you’ll know about it in real-time and remove them from the Workflow

The flow chart below depicts a sample Chase Workflow that a small to mid-sized company might build to automate sales prospecting. I promise, we can make you love sales prospecting!

Let us know if we can help you build this awesome process into your sales organization.

Marketing Automation for Prospecting

2 Week Chase Workflow