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How to Book More Sales Meetings

Are you wondering how to book more sales meetings? If you’re reading this, then you’re likely a VP of Sales and having problems with the reps on your team or you’re an individual contributor and looking for the upperhand. In this article, we’ll expose some eye opening statistics and give you one of the key ways you can solve this very problem to start booking more sales meetings.

A few months back I traveled from Texas to Georgia. I was traveling to accompany one of our sales representatives in a meeting with a potential client. When I sat down with the prospect, I asked him what he was hoping to accomplish that day. He answered my question by saying he wanted to see anything and everything in our software. In my mind, I thought this meeting would drag on and on unless I took better control of it. Most sales reps would feel a jolt of electricity in their chair if they heard their prospect say this very same thing. They’d be ready to whip out their box of candy and start handing it out like it was Halloween. Instead of throwing him tootsie rolls and lifesavers (or a full candy bar like those wealthy neighborhoods like to do), I turned the question back around to him. I asked, what is it you’re trying to accomplish in your role. He said, “I want to have more conversations.” Now, that’s helpful. Instead of going off on another dog and pony show that could cover things that didn’t mean much to him, we narrowed down the focus.

This sales rep was no different than the 2.7 million other inside sales representatives in the U.S.  Their main goal is largely to generate interest and set up meetings. Unfortunately, most reps are inefficient at doing so and struggle with their approach. According to SalesWolf, Sales Development Reps (SDR) waste up to 40% of their time looking for someone to call. With the average SDR making 37.2 calls per day, that’s a lot of wasted time. There’s no secret sauce to booking more meetings; however, there’s one thing we wholeheartedly believe in. It’s quality over quantity and structure/process is not an option; it’s a necessity.

I recall a CEO of a company I used to work for saying to our inside sales team, “it’s a numbers game…just do more and it will happen.” While that could be true, sales leadership really never considers the burn out rate of an SDR after running them through the ringer. Bridge Group research sites there’s a minimum of 20% annual turnover in Sales, and up to 34% if you include voluntary and involuntary. To make matters worse, Deloitte found that Millennials are even more likely to leave their job sooner, as 25% said they’ll leave their current job within a year and 44% will leave within two years.

Now, consider the time it takes to ramp up a sales rep. ClearSlide and CSO Insights report that 71% of companies take 6 months or longer to onboard new sales reps; and at all companies it takes 9 months or more. If you do the simple math here, and consider best case scenarios, there’s a window of a year or two when a rep is fully up to speed and still working for your company. Why is turnover so high? Forbes states that sales reps don’t have coaches and mentors, and lack the latest sales tools.

Stop reading this if your company is not willing to spend money on the right sales tools. And stop reading this if you’re not ready to capitalize on the window of opportunity when your rep is ready to go, and still working for you! Why? Because you’re really not ready to have your sales rep book more sales meetings and you’re not open to adopting technology to assist. Some sales rep can be true superstars, but they can only do so much. Insidesales.com finds the average company spends $2,103 per SDR per year ($175 per month) on sales technology (not including CRM). Insidesales.com found the top five adopted sales technologies are, along with their adoption rate:

  1. Social prospecting, 82.5%
  2. List services, 58.5%
  3. Email engagement, 55.3%
  4. Phone, 43.4%
  5. Sales cadences, 37%

Adopting these five core technologies into your sales team’s strategies will without a doubt help them book more meetings. It will also help them spend less time looking for things to do. All five of these approaches can be applied using a single software solution, that takes less than half of the sales technology budget ($175 per month in 2018 according to Insidesales.com). The solution also dramatically cuts down ramp up time so companies can maximize the window in which sales reps are ramped up and employed.

By using systems like Rhythms from Lead Liaison, Cadences from SalesLoft, or Sequences from Outreach.io, sales reps can build a blueprint of their sales plan. The blueprint can contain social touch points, drive email engagement, and schedule phone tasks all while ingesting a list of contacts that you source.

Reps use these systems by mixing offline and online communication over time to form their outreach process. The systems have both manual and automated tasks, working together to move the “suspect” through the prospecting cycle and into the top of the lifecycle funnel. The system keeps track of engagement and creates tasks that reps can work on in a systematic way each day – helping to keep them focused on the job at hand.

To learn more about Lead Liaison’s solution, called Rhythms, that help sales representatives book more sales meetings contact Lead Liaison today.

Sales Enablement

The Importance of Integration in Sales Enablement

Sales enablement – a strategic, collaborative discipline, designed to add value to customer interactions and improve predictable sales results – is a business function that has grown rapidly over the past few years. In fact, when CSO Insights began its annual Sales Enablement Optimization Study in 2013, just 19.3 percent of organisations had a dedicated enablement function or programme, and that figure reached 59.2 percent in 2017.

In the end, sales enablement is about ensuring that salespeople, marketing staff, customer service reps and business leaders all understand how they can help meet customer expectations and maximize the amount of revenue the organization generates. In this article, we look more closely at the role that integration plays in enablement and explain some of the steps organizations can take to align sales, marketing, and customer service.

Setting Shared Objectives

For an enablement strategy to work, it is important to understand that, while different departments will have different individual aims and objectives, the primary objective of the sales organization is to maximize sales effectiveness, help customers and improve sales results. Ultimately, for sales enablement to be successful, the individual departments need to share those objectives and understand the role that they play in helping to achieve them.

This means that sales reps need to be equipped with the skills and knowledge to maximize success, the customer service staff needs to adopt best practices to deal with problems quickly and keep customers happy, and the marketing department needs to generate interest in the organization and highlight the company’s merits. Enablement leaders must then ensure all of those things happen, but that departments never lose sight of the core objectives.

“One of the major reasons sales enablement is so challenging is due to interdepartmental misalignment and a lack of ownership for enablement initiatives,” says Alyssa Drury, writing for Seismic. “Marketing plays an integral role… but it is often thought of as a sales responsibility, causing tension between the two departments. This alignment is [also] impossible if marketers aren’t thinking about how they support the sales force.”

Connecting Sales Coaching

While it is far from the whole story, a significant part of sales enablement is sufficiently training and coaching sales staff, so that they can carry out their role to the best of their ability. However, this requires integration, because sales reps need to be taught how to make use of content created by the marketing department and how to make use of CRM software, which links with the customer service department.

For sales leaders to achieve this, it is best to formally align their sales coaching and sales training processes to their sales enablement framework, so that all aspects are covered.

Yet, according to the CSO Insights 2017 Sales Enablement Optimization Study, only 11.3 percent of organizations have a dynamic coaching process in place, where their sales coaching efforts are connected to their enablement framework. Nevertheless, when this does occur, average win rates stand at 66.1 percent, compared to the average win rate of 51.8 percent, representing a 27.6 percent improvement.

What this demonstrates quite neatly is that an integrated sales enablement strategy pays off in terms of enhancing sales effectiveness and improving business results. However, it requires leaders within the organization to take the time to connect coaching frameworks to enablement frameworks. Additionally, it is imperative that organisations take the time to equip sales managers with the skills to carry out that coaching.

In addition to coaching, the use of solutions to automate processes for sales staff, like Lead Liaison’s Sales Enablement solution for prospecting, free’s up Reps time to be focussed on the activities that they can really add value to.

Establishing Buyer Personas

Finally, one of the best ways to make sure different departments are integrated with one another and on the same page when it comes to sales enablement is to establish buying personas. Essentially, these are generalised representations of your sales organisation’s customers, and these can be used to teach staff about why customers choose to buy your products, services or solutions and what affects their decision throughout the customer journey.

These buyer personas should be based on real research and the actual customers you attract and want to attract. Once credible buyer personas have been drawn up, these should be shared with all departments, so they can all gain a deeper insight into the different stages of the customer journey and better understand the role that their particular department plays in bringing a customer closer to making the decision to purchase.

“Essentially, a company must establish a buyer persona and then share that persona with all key players in marketing and sales,” explains David Reimherr, a content marketing expert and the founder of Magnificent Marketing, in an article written for Social Media Explorer. “That allows people to understand the stages of where their customers go for answers, what influences them to buy, and so on.”

Moreover, the marketing department and customer service department need to consider how they can help reps to improve their sales effectiveness. This may mean creating higher quality content, which is more likely to appeal to customers, or sharing customer information through CRM software, which could be used to make sales more likely.

Author Bio:

Monika Götzmann is the EMEA Marketing Director of Miller Heiman Group, a global sales consulting firm, helping organizations to create effective sales enablement strategies. Culturally savvy, she has years of international experience in B2B marketing on behalf of dynamic, world-class enterprises. She likes to share her insights achieving sales effectiveness.

To learn more about Lead Liaison’s solution for Sales Enablement as a strategy, click here.

What’s the difference between marketing automation and sales enablement?

What’s the difference between marketing automation and sales enablement? On the surface, the two solutions seem very similar; however, they serve different purposes. In this article we’ll compare and contrast marketing automation with sales enablement.

Primary User

The first difference is with the primary user. Sales enablement is used by sales people whereas marketing automation is used by marketers. Now, don’t get me wrong – sales enablement can be used by people in roles outside of sales, but we’re talking about the primary user here. Marketing automation is more advanced than sales enablement and is designed to meet the demands of different types of sophisticated marketing campaigns. For example, marketing automation actions can have different business logic (rules) wrapped around the actions while sales enablement actions have no additional criteria. Marketing automation also has a number of different action types, such as the ability to change field values, delete records, sync records to a CRM, distribute leads, and more. On the other hand, sales enablement has only a handful of actions commonly used by sales people when doing outreach, such as emails, handwritten letters, text messages, and postcards.

Where Do the Emails Come From?

The second difference between marketing automation and sales enablement is the way that email messages are sent. With marketing automation, emails are sent through the marketing automation provider’s network. Emails sent through sales enablement are sent through the company’s email server. This is typically an Exchange server, Google, Office 365, etc. With sales enablement businesses have more control over their messages, typically better deliverability, and optional unsubscribe text in the emails.

Email Tracking Differences

The third major difference between sales enablement and marketing automation is the level of email tracking. Marketing automation solutions typically track opens and clicks; however, they do not typically detect when someone replies to an email. On the contrary, sales enablement solutions can detect replies, out of office notifications, forwards, and more – making it easy to automatically take action based on this outcome. With sales enablement, people can be automatically removed from the flow when they reply to a message or the conversation can be paused for a defined period when an out of office occurs. With marketing automation, prospects need to be manually removed, or removed with an automated action, if they need to be pulled out of a workflow. Ideally, your marketing automation platform is used for building an already established relationship; whereas sales enablement is ideal for creating brand new relationships. As a result, the need to manually remove people from a marketing automation workflow is much lower if the focus is on building an existing relationship.

Who You’re Targeting

This is a great segue into the last difference between the two systems, which is who the solution targets and where the solution is used in the overall buyer’s journey. Because of its simplicity and sales-friendly setup, sales enablement is ideally suited to fill the top of the funnel. Relationships are usually not forged yet at this stage, and sales enablement can help build those connections. Companies with an inside sales team, business development reps, or reps focusing on major accounts will benefit from using sales enablement. Marketing automation is ideal for people in the middle or bottom of the funnel, when a relationship already exists. Since communication is sent out through the providers network its important to follow the providers rules and sending policies, and send to only prospects with whom you have a relationship with who want to get your email. With sales enablement, emails go through your company’s servers. How you send messages and to whom is up to you.

In Summary

Feel free to use the below summary to forward to your friends and colleagues to help them better understand the differences between marketing automation and sales enablement.

For a demonstration of Lead Liaison’s solution to sales enablement and/or marketing automation click here. Also, learn more about marketing automation strategies here and learn more about sales enablement strategies here. If you care about account based marketing, this strategy will be helpful to beef up on too!

Hope this helps!

Marketing automation:

  • is used by marketers
  • is intended for middle to bottom of the funnel people
  • is perfect for nurturing warm prospects, building stronger relationships, onboarding/upselling customers
  • delivers emails through Lead Liaison’s network
  • requires a process to be setup to remove people from an automation
  • emails require an unsubscribe link

Sales enablement :

  • is used by sales
  • is intended for top of the funnel sales activities
  • is perfect for Account Based Marketing (ABM) and prospecting
  • sends emails through your company’s email server
  • automatically removes people that reply from any automated communication stream (Lead Liaison Rhythms™)
  • emails do not require an unsubscribe link
  • is a platform to set sales goals

Ten Things Marketing Should Review with Sales When using Marketing Automation

marketing and salesMarketing automation software is a necessary solution that all viable businesses should use. I’ve said many times that marketing automation is like CRM 20 years ago. Companies that are not using marketing automation risk losing ground to their competitors, who likely are using marketing automation. Unfortunately though, companies seem to think that marketing automation is just for marketers – when it’s not! Salespeople can realize a number of gains from marketing automation software, such as better, more qualified leads, key alerts, reports that identify new leads, and more. Marketers are the main buyers of marketing automation software. However, they’re not always clear on what they should tell their sales team once they bring the software in-house. Here’s a list of ten things marketing should review with sales when using marketing automation:

  1. Ask them if they want to get a daily alert via email that sends them a list of businesses checking out your company’s website in the area they are responsible for. For example, a rep covering Texas, Oklahoma, and Nebraska might only want to see companies visiting your website only in these states. Also, it’s possible to see the people that visit your website, but limit that to only people with whom the sales rep is the “lead owner” of. Ask them if they prefer to filter out what’s on the daily report. For example, only see leads they own, etc.
  2. The Automated Lead Flow Management guide would be a good document to read through to see what’s possible: http://www.leadliaison.com/resources/library-of-resources/. Can your sales team agree on a flow for all inbound leads that help your company establish a process for managing, distributing, and nurturing inbound leads?
  3. Try to better understand from them how they segment clients, so the marketing automation provider can help you build dynamic segmentations from your database. In other words, what “groups” of people do they want to communicate with frequently and why?
  4. Do they ever want emails to be sent by marketing on their behalf? Most marketing automation platforms can send emails from the Lead or Contact owner.
  5. Better define lead distribution processes with them. Most marketing automation systems can help you set up a rock solid lead distribution process.
  6. Get a feel for the buyer’s journey. The Marketing Content Map, http://www.leadliaison.com/resources/library-of-resources/, can help you map out the buyer’s journey. Make sure you build nurturing around each of these journey’s to build the relationship as prospects move through the sales cycle.
  7. Ask if they want to nurture customers (up sell, cross sell ops, birthday wishes, contract anniversary reminders, etc). Marketing automation is not just for top of the funnel activities, but also for bottom of the funnel relationship building.
  8. You could ask them what activities make a qualified lead in their mind, and start building a scoring model with them (what activities to score, what points, etc.). If you’re really digging in, we have a guide that kind of acts like a contract between marketing and sales, called the service level agreement between sales/marketing. You can download it here: http://www.leadliaison.com/resources/library-of-resources/.
  9. Ask them if they want to add a plug-in into their email client (Google Mail, Outlook, etc.) to send trackable 1:1 email. Most marketing automation providers offer plugins to email clients. We do this with our Send & Track plugin.
  10. Ask them if they could use help nurturing trade shows leads (if you attend trade shows). This last one is sort of specific to Lead Liaison. We have a mobile app to simplify the process from lead capture, to transcription, to nurture! It’s a pretty slick end-to-end process.

Buzzwords in Marketing Automation: What is Dynamic Content?

Dynamic Content: its meaning and how to apply it. A part of the series Buzzwords in Marketing Automation.

Are you asking yourself, what is dynamic content?

dynamic contentDynamic content can be the magic link between content and conversions. It is content within a website, a form, a landing page, or an email that changes based on the interests or past behaviors of the viewer. It creates an experience that is customized for the viewer that that moment, and can quickly grab your prospect’s or customer’s attention by personalizing content to the visitor.

It eliminates the need for multiple landing pages, depending on things like location. If you want your webpage to have an image of barbeque when someone from Texas is viewing your page, that’s an example of a dynamic webpage. It’s a way to hyper-target your audience.

How does it work?

Marketing automation tools such as Lead Liaison build a rich profile of your website visitors that strengthens over time. That tool can then combine behavioral information (things the visitor does within your website) with demographics from your CRM. Then, that data can be retrieved in real-time and used in a rule set that tells the system when and where to show personalized content.

You can set dynamic content to change based off of things like:

  • Location
  • Lead score
  • Actions taken (such as clicks, email opens, document downloads, and more)

You can use it to:

  • Customize a viewer’s web experience
  • Personalize emails – a viewer’s name is retrieved from your contact database and inserted into the email

“In-house marketers who are personalizing web experiences and who are also able to quantify the improvement (in the context of online sales or their key website performance metric) are seeing, on average, a 19% uplift in sales.” – Linus Gregoriadis, Econsultancy

Dynamic content is a powerful tool for businesses, marketers, and for user experience. Learn more about implementing this within your own marketing by clicking here:

What to Include in Handwritten Sales Follow-up Letters

What to Include in Handwritten Sales Follow-up Letters

Effective Sales Follow-Up

You have a prospect on the line, and now you just have to reel him or her in. Once you get him or her to shore, you’ll have money in your pocket and the admiration of your co-workers. While you could pick up the phone and beg the prospect to take the bait, handwritten sales follow-up letters are much more effective. Include the following components in your follow-up sales letter to increase your conversions, regardless of your industry.

Write About Benefits Instead of Features

Your handwritten sales follow-up letter should focus on the benefits you can offer instead of the features you provide. This is often referred to as selling the sizzle instead of the steak. Don’t tell people that the car you’re selling has an amazing engine. Tell them it will go fast. Don’t tell readers that your keyboard has low-profile keys. Instead, tell them it will speed up typing. Focusing on the benefits over the features will make your products stand out to the reader, which is a huge step in converting prospects.

Keep the Ball in Your Court

Control is an important part of sales. The person who has the control gets to take the lead. If you relinquish control, you will have to wait for the prospect to contact you, which might not happen. Maintain control by letting the prospect know what your next step will be, whether it will be a phone call, email, or another letter. Prospects can reach out to you before you take that next step, but if they don’t, you can follow up without feeling intrusive since they are expecting it. 

Reference Past Communications 

Personalization is key with sales. You will be more successful if you personalize your communications. With that in mind, reference past communications or interactions you’ve had with your prospects. If you make your prospects feel special, they will be more likely to take the next step and become customers. 

Your sales letter is possibly the most important tool you have in your sales arsenal. If you use the tool wisely, you will turn a high number of prospects into paying customers. Consider using a service for your handwritten sales follow-up letters so you will have ample time to handle your other sales duties. 

How to Prospect Using Handwritten Letters

How to Prospect Using Handwritten Letters

Get Ready to Prospect Using Handwritten Letters – Be Different

With technology, people are always looking forward. They constantly think of new ways to tackle problems or attract customers. Sometimes, though, you need to take an old school approach to get the job done. That’s the case when it comes to prospecting. Instead of letting technology get in the way of your prospecting success, use handwritten letters. Once you know how to prospect using handwritten letters, you’ll wonder why you haven’t been using this method all along.

Write Letters That Are Easy to Scan

People are used to reading on the web, where articles include headlines and are easy to scan. You can provide the same experience with your handwritten letters. Make the paragraphs short and to the point and include bullet points, if needed. People should be able to glance at your letter and pick out the main points without any problems. 

Use a Handwritten Envelope

Your letter will only be effective if the recipient opens it. People are more likely to open mail that has a handwritten envelope, so take the time to write the names and addresses out. If you don’t have the time, a service can do it for you.

Don’t Include Teaser Copy

Some people like to put what is often referred to as “teaser copy” on the envelope. They use words like “FREE” and “URGENT” on the envelope, thinking it will increase the open rates. Instead, it makes people think they have received junk mail. 

Use the Letter as Part of an Automated Sequence

Handwritten letters are an excellent way to prospect, but you can’t expect people to respond to them. People aren’t going to sit down and write a letter back to you, and many people won’t pick up the phone and call. That’s why you need to make them a part of a sequence. Follow your handwritten prospecting letters up with phone calls or emails so people can respond. Putting the letters inside of a sequence also makes it easier to nurture your leads.

Now that you know how to prospect using handwritten letters, it’s time to get started. Don’t worry if you don’t know how to write a great sales letter or if you don’t have the time to put into the process. You can use a service to handle the letters for you. Services can even include the handwritten letter as part of an automated prospecting plan.

Giving Salespeople a Lead Generation Tool with Visitor Tracking

Giving Salespeople a Lead Generation Tool with Visitor TrackingEvery Salesperson Needs a Good Set of Lead Generation Tools

When it comes to surviving in the world of B2B and B2C sales today, your business needs every lead generation tool available. Regardless of whether you actually sell services and/or goods online or have a brick and mortar business and are trying to attract more customers, you still need tools in place for generating leads. Visitor tracking is an incredibly effective tool for doing just that.

The reality is that you probably have more people who are primed to be excellent leads visiting your website than you know. Unfortunately, when you do not know about those leads, you cannot take action. Visitor tracking is designed to help you identify every possible lead and provide that relevant information to your salespeople, so you can ensure that there is never an opportunity lost.

What Exactly Is Visitor Tracking?

Visitor tracking works to provide your salespeople with the ability to monitor visitors to your website by name, company, and/or location. With this information, your salespeople will be better able to identify prospective clients as well as their needs. As the world of business becomes increasingly competitive, visitor tracking is beginning to form the crux of all online marketing efforts.

If your business has a sales team in place, you need visitor tracking. Most companies provide a number of tools to help their sales teams succeed, and marketing automation is an effective tool. Visitor tracking is another lead generation tool designed to aid your sales team in approaching potential customers intelligently and at the right time. When handled correctly, visitor tracking can help your sales team work more efficiently and effectively.

Visitor tracking can be particularly beneficial if your sales team travels to networking events, conventions, or tradeshows. Rather than having your team waste significant resources following up via phone with contacts, you can instead take advantage of visitor tracking to ensure that you make contact with prospects when they are ready.

As digital marketing efforts continue to evolve, it becomes incumbent upon businesses in every sector to make the most of every available opportunity. Visitor tracking can help your sales team stay competitive. Get out there and grab a great lead generation tool for your company!

Improve the Efficiency of Your Sales Team

Improve the Efficiency of your Sales TeamIf the primary function of your business is to provide a product or service to customers, you must ensure that you improve the efficiency of your sales team.  No matter how top notch your products or services may be, if your sales process is incompetent, eventually your business will suffer or fail.  We’ve collected and compiled some top ways to improve your sales processes.

Sales Pipeline Management: A Key to Success

Measuring your sales pipeline and its ROI are a challenging for any business.  But it’s the first step in the process of making sure your sales team is working smarter and not harder.  First, make sure you’re delivering attractive content to generate online traffic.  Keep track of metrics and data to track any stagnation and to calculate how long you expect each of your prospects to spend in your sales pipeline.  Identify each type of customer in your sales pipeline – this way you can tailor up-sell offers based on a prospect’s individual behavior.

Lead Sourcing

Make sure you’re spending time tracking which leads are likely to close.  Training your sales team on the three primary ways of calculating lead sourcing can lead to a more successful sales process:

  • A conversion rate will tell your team which sales sources are converting leads to opportunities.  Using a simple formula will assist you in comparing current sources with ones you hope to use in the future.  If you find that sources aren’t working for your leads – strategize with your marketing and sales team as to why this is the case.  Are you approaching the leads from this source in the wrong way or is this simply a case of the source being unattractive to the right customer?
  • Figuring out your lead to close length will give you information on how long a lead source takes to close.  Each source that you’re using will bring your company leads at different steps in the purchasing process.
  • Average value per lead calculations will tell you which sources provide you with the best customer fit, for the best value.  Do you want several smaller sales per month or one or two big sales?  Average value per lead will help you start devoting your time and effort into sources where the best leads are active, providing you with the type and frequency of sale that you want.

Sales and Marketing:  Working Together for the Best Leads

Collaboration between sales and marketing teams takes more than just a few monthly meetings.  Encourage your sales team to give marketing feedback on the leads received on a regular basis.  This will give your marketing team the chance to make adjustments to their marketing automation program.  Products marketers should share new product features with the sales team – this will make your sales team more knowledgeable on the products.

Pinpointing deficits in your leads funnels, using metrics to measure your lead sourcing, and ensuring that your sales and marketing team are working well together are all vital ways to ensure your success.

GPS Tracking for your Website

GPS Tracking for your WebsiteTracking teenagers is similar to tracking for your website.

Having children is a wonderful thing. As kids get older we create stronger bonds with them, and they become more precious than ever day by day. Then they become teenagers. They start to do whatever they want, or at least thing they can do. They begin driving and hanging out with the wrong crowd. How do parents control such rebellious behavior? You can’t. But at least you have options to monitor their behavior and when you see something that’s serious, you intervene. That one option is to track your kids. Nowadays you can buy magnetic vehicle tracking devices that you stick to the bottom of your car. Then you hop onto the companies software interface and monitor where the car is going. It’s all done via GPS and cell towers to monitor where the vehicle is going and at time it’s at different places. In this case, if you see your 17 year old at a bar at 11PM, you’ll know to have that conversation with him/her; otherwise, let them be a teenager.

The concept of the GPS tracking device can also be applied to business. Companies like us, Lead Liaison, smacks a GPS tracking device underneath the chassis of your company’s website. Every time you have a visitor, we’ll track their activity, their online behavior, to help you look for key events that indicate a call to action. Different from solutions like Google Analytics, website visitor tracking identifies businesses, not just internet service providers, that come to your site. Visitor tracking can also help you convert visitors into identified people. Kind of like scanning someone’s drivers license. When a visitor clicks a link in an email, watches a video, downloads a document, submits a form, etc. your visitor tracking solution grabs the persons email address and adds it to their profile. When the visitor comes back, the sales person gets a Buy Signal, indicating buying interest.

Learn more about how you can attach a GPS tracking device to your website.