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The Lead Analyzer: Get Your Leads In Order

The Lead Analyzer: Get Your Leads In Order

In the sales world, you have a lot to keep track of: new leads, existing leads, who needs follow-up, who still needs a touch, contracts sent, contract returned, and so much more! With multiple prospects and stages to track simultaneously, sales professionals need convenient ways to stay organized. This is why Lead Liaison has developed the new Lead Analyzer!

The primary function of the Lead Analyzer is to sort leads and keep track of sales stages from the point of lead assignment to deal closed.

Say you’ve just returned from a trade show. All of your leads are sent to the lead analyzer where they can start the journey through your sales funnel. The Lead Analyzer places leads in customizable stages. Leads travel from stage to stage based on what the sales professional deems most appropriate for follow-up.

For instance, after a recent trade show, we set these stages: Captured, Assigned, Outreach, Demo Booked, Demo Complete and Done. As we worked through qualified leads by priority (Urgent, Hot, Warm, Cold), we were able to move prospects visually through the sales funnel from stage to stage until either a demo was complete, or they completed all of the sales stages.

This alleviated the need for our sales team to keep track of leads on a spreadsheet, or a piece of paper! Using the Lead Analyzer, we are also able to understand what stage every lead is in at a glance, and we can quickly reassign prospects to the next stage with a simple drag and drop. From the lead analyzer, we can quickly view or play audio notes, and take actions such as:

  • Adding a note or task reminder to the prospect record in our CRM.
  • Adding prospects to automated workflows such as nurtures and rhythms or cadences.
  • Adding prospects to segments and lists.
  • Creating deals and tasks related to the lead.
  • Sending letters, emails and postcards to the prospect.

 

Another interesting use case for Lead Liaison’s Lead Analyzer is to help me manage leads that haven’t come from a specific event (the best practice is to keep event leads separate so you can track ROI on each show).

I have different stages defined: First Outreach, Second Outreach, Demo Booked, First Follow-Up Post Demo, Second a Follow-Up Post Demo, Order Form Sent, and Order Form Received.

This helps me keep my leads straight, and I can instantly see who needs an additional touch to get a demo booked, when I need to follow up post-demo, and it helps me keep track of those order forms I have sent out for a signature.

Lead Analyzer is part of Lead Liaison’s Sales Enablement platform, which includes a free CRM called OneFocus. If you’d like more information about these topics, please Contact Us.

I’m sure once you experience the Lead Analyzer, you’ll figure out the best stages for your sales team. But overall, it’s going to make keeping track of where the leads are in the sales funnel much easier.

5 Gamification Companies You Need To Know About

As an event professional, you should be well aware of event engagement opportunities that drive additional booth traffic and help broker new conversations at events. A number of interesting gamification companies have emerged in the marketplace, providing event activations and gamification solutions. The following is a list of engagement platforms and a short review of benefits we found useful:

1. Captello

A 1-2-3 punch for event professionals, Captello offers Gamification (in the form of customizable activations with integrated lead capture forms), Prize fulfillment (a comprehensive self-fulfilling Rewards Center with an international e-Gift Card library and unique shopping experience), and a Premium Lead Capture app solution that launches on any smartphone or tablet.

Captello’s gamification arcade includes over 55 activations including games that educate and entertain; all of which can be branded and edited by end users in minutes with a simple browser based Activation Builder. Games launch on any connected device including smart phones, TVs and monitors, web pages, virtual event platforms, by hyperlink, embeddable iframe, or QR code scan. Unique to this platform are the rewards center, customizable leaderboards, treasure hunt, and self guided tour capabilities. These super flexible activations drive engagement, reinforce messaging, and broker conversations while capturing important lead data.

https://www.captello.com

2. Spinify

Spinify works by gamifying the sales process and providing incentives to sales teams for reaching and exceeding goals. Spinify leader boards launch on any TV or monitor providing real time visibility to team member positioning.

This platform encourages sales team members to work harder to achieve goals, and allows the employer to reward team members with prizes. Rather than a game or rewards platform, Spinify focuses on awarding points, badges and levels as a way of encouraging competition around company goals. In the event environment, using Spinify serves to create friendly competition among your exhibiting team members encouraging them to engage more and drive deeper conversations.

https://www.spinify.com

3. Drimify

Drimify offers a collection of digital games that can be customized with company branding and launched virtually anywhere: on tv’s and monitors, websites, via URL and by QR code scanning. A collection of 20 games includes quizzes, polls, tests, instant win games like spin the wheel and slot machine, and entertaining games like Pac Man, Memory Cards and Word Search all work to create memorable experiences for event attendees and corporate teams. Pricing is straightforward, however features like leaderboards, access to VIP support, duplicating games and some customization features all come at an additional cost that must be negotiated under their Premium Plan.

https://drimify.com/

4. LumoPlay

LumoPlay incorporates a combination of required hardware elements and apps to create interactive touch screen experiences from any display. A fun way to build engagement, LumoPlay has been used to increase interaction with museum exhibits, playground areas, public exhibits, and more. Users select from a suite of 18 licensable apps to create environments that can be manipulated by human touch, footsteps, objects like balls and bats, hand motions and more. Event exhibits can be made immersive with LumoPlay, however app selection seems to be limited to games that entertain with little to no educational value, and setup requires a hardware kit, which represents significant effort to set up – especially in the case of portable / temporary booth environments.

https://lumoplay.com/

5. Mentimeter

Developed to engage audiences in sessions, workshops and presentations, Mentimeter provides solutions that help presenters deliver messages that demand audience participation and increase interaction and memorability.

Using Mentimeter’s library of pre-designed templates, presenters can edit, customize and create presentations with engaging elements including live audience polls and surveys, live feedback, entertaining quizzes, and word clouds that help to visualize the audience’s ideas on-screen. Mentimeter templates and interactive elements are simple and help presenters to deliver information in engaging and memorable ways.

https://mentimeter.com/

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).

3 Tips for Success at the Virtual Trade Show You’re Attending

3 Tips for Success at the Virtual Trade Show You’re Attending

Attending virtual trade shows is a new reality for most of us as we navigate this “new normal.” The playbook on this topic hasn’t been written yet. Most of us are figuring it out as we go.

The year 2020 has brought along many new challenges & hurdles that we have had to navigate through. For those of us in the event marketing space, virtual trade shows rank fairly high on that list of challenging experiences. These events are nothing short of intimidating to setup & oftentimes difficult to wade through as each event has varying rules & regulations. In the article below, we will attempt to answer the big question everyone is asking: What does it take to be successful at the virtual trade shows you’re attending? 

The main takeaway from this article is that,

“a virtual trade show is still a trade show.”

You must prepare for this with the same passion, dedication & discipline that you would apply to an in-person trade show. Even though it is hosted virtually, you still have the valuable opportunity to gather qualified leads from around the world & create meaningful connections.

 

1: Think strategically about the reps you choose to “send” to the show

In the same way that you would plan for face-to-face trade shows, you must first analyze the expected audience and decide on which products or services you would like to highlight. From there, you can make knowledgeable decisions about which sales reps to “staff” your booth. While the standard qualifications for a qualified rep would include things such as advanced product knowledge and charisma, you also need to account for the reps that have the highest level of comfort with digital communication channels such as chat, email & video conferencing. 

 

2: Have reps capture leads consistently in one place

Similar to F2F events, it is vital that your sales reps are capturing leads in a consistent manner and that all leads can flow into one location that is easily accessible. You also want to make sure that your Marketing Team is receiving leads in real-time so that follow-up can be done immediately while your brand is still top-of-mind for your potential client. 

Lead Liaison makes this seamless by offering an easy-to-setup Lead Capture Form & native integrations with major CRMs & Marketing Automation Platforms such as Eloqua, Salesforce & more. 

 

3: Invest in your virtual booth

Many virtual trade shows that we have attended recently feel slightly…boring… at times. You want to make sure that your booth stands out from the crowd. Find something that attracts, captures attention & ultimately converts your lead to a customer. Lead Liaison has recently launched an innovative way of accomplishing the goal listed above. The answer is simple: GAMES & GIVEAWAYS! Just as we’ve seen with traditional events, attendees are looking for different. They’re looking for swag. They’re looking for an incentive. We have over 20 fun & exciting games like whack-a-mole, spin-to-win & blackjack. These not only grab attention & create buzz about your brand, but they also capture lead contact information to help your sales reps and marketing team in their followup. All of these games are completely customizable & can fit your brand personality. Contact us to learn more. 

It is our hope that the ideas listed above will spark your creativity & help your next virtual event to be a success. Keep in mind that, as with in-person trade shows, a virtual trade show doesn’t end when reps “leave” the show. Meet with your team. Get their feedback about what worked well, and what didn’t. Ask what they’ve heard from chatting with prospects or what they’ve seen in other booths. Any and all feedback will help you add to and refine your virtual trade show playbook.

The Last Thing Anybody Needs is Another Boring Virtual Event

The Last Thing Anybody Needs is Another Boring Virtual Event

This September of 2020, about 6 months into the COVID-19 pandemic, we here at Lead Liaison noticed an interesting comment on LinkedIn from Katherine M. describing the 3 factors that entice her into engaging with a virtual event:

“For me it’s either

1) I learn something EXTREMELY valuable;
2) I get to connect with awesome people; or,
3) it’s super fun and/or entertaining”

We agree 100%!

Virtual events absolutely demand one of these 3 elements (and preferably all 3!) to avoid coming across as flat, boring, useless agents of overhype.

 

Let’s start with #1 – Educating and bringing extreme value to your audience

First and foremost, you must understand the wants and needs of your audience going into the event. Pre-event polling regarding potential topics on a scale of 1 to 10 will help your team to evaluate and further facilitate the presentations that will help bring in more attendees and keep them involved over the course of your online event.

Be sure to make the best use of imagery! Look to create fascinating and quick informational videos with colorful images, interactive elements and photography that commands attention.

Keep educational portions concise. Provide links to additional resources on your company site if your participants would like to learn more. The last thing you want to do is have your event drone on like a requirement that attendees must sit through in order to benefit, because trust us – home distractions, email inboxes waiting to be cleaned, and a treasure trove of other online diversions are readily available and waiting to steal your thunder.

Think strategically about how your team can interject sales initiatives, sponsors, and other business strategies along with vital education that will help your virtual event attendees find value in the time they invest.

Moving along to #2 – Helping produce authentic connections with inspiring like-minded people

Your event must allow time for participants to network and create friendships and new connections. Live chats and Q&A’s in sessions are wonderful, but encourage your team to think deeper about how they can help facilitate introductions and lasting relationships between audience members.

Breakout rooms, well thought out roundtables with attendees who are pre-determined to benefit each other from dedicated discussions, and ease of use connecting via social media during the event can add a next-level feel to your virtual event.

There is even software that provides online cocktail happy hours designed to allow for 5 minute discussions (much like speed dating). Use the premise of connecting with others over a drink as a tool to keep people at your event engaged and curious about what’s coming next. The opportunity to unwind, connect and discuss hot topics after a full day of learning together is a welcome conclusion.

Finally, and perhaps most important, we arrive at #3 – Bring the fun and entertainment!

We’re all living through unprecedented times that few have previously encountered. The wide spread use of masks, physical distancing and navigating a climate of ever changing politics and science has instilled an elevated desire for fun, captivating and thrilling experiences.

Gamify your event with classic trade show games such as Spin to Win (similar to Wheel of Fortune), Pick a Winner (akin to drawing a business card from a bowl), or online Scratch-Offs. Set probabilities of winning and automate gift cards to be emailed to the winners.

Perhaps your team is more interested in hosting a casino night with marketing gamification fun including Blackjack, Slot Machines or Roulette with real-time leaderboards. Competition amongst attendees promotes participation and guarantees engagement!

Think about the event from an attendee’s perspective. If your team was taking part in the virtual event instead of running it, what would THEY want to include to make the experience appealing and enjoyable throughout the course of the sessions?

The stellar news is that by integrating game dynamics before, during and after your event, you can assist in converting passive attendees into ENGAGED participants.

Lead Liaison’s gamification features are self-service and integration is inexpensive, simple and most importantly – FUN!

Don’t hesitate to reach out with ideas on how we can help liven up your next event!

keeping email campaigns clean

The advantages of targeted emails, personalization, and list cleaning!

The advantages of targeted emails, personalization and list cleaning

“One thing I often see companies doing is emailing to the same list, day after day, week after week without any idea if the emails are being looked at or giving the ROI they desire.”- Mike Pauer


If you’ve had an email address for any amount of time, and used it to sign up for accounts, I’m sure you will have seen the same emails you never open mentioning a flash sale or special offer for the hundredth time.

When you send out the right email, to the right person, it should feel more personal like it’s coming from a friend, rather than a mass marketing message trying to sell something.

Use personalization in the email and segment your list towards who is most likely to be interested.

An email subject that mentions the person by name and how it relates to their interests has a much higher chance of being opened or clicked. 

As a personal example from my own inbox: within the last few days I received emails with the subjects, “Massive 8×10 Live auction tonight!”, “Flash Sale—up to 60% off bedding, bath and more” and “Spark some happiness in your home from $4!” all of which just immediately went into the trash because I had no real interest.

On the other hand, email’s with the subjects “Michael, open this e-mail to load your offers!”, “Great escapes close to Toronto” and “Extra Discount on A Deal You Viewed” were all opened. Why? Because they were personalized for me and sparked my interest. The more interest the recipient has, the more chance they will open, read, and click the email.

When crafting your email, the other thing to keep in mind is the pre-header. It can be just as important as the subject. A brief description of just what’s inside the email and why it’s important to the recipient can go a long way towards increasing your opens.

Something to consider when bulk sending: How clean is the list you’re sending to?

Have you been sending to the same list of people for 5 years without any statistics on engagement? This can lead to very poor open rates, or even to having a spam trap in a worst case scenario. When it comes to list maintenance, the best practice is to always remove anyone that bounces, and consider pruning anyone that has not opened or clicked the email for a period of time. 

What if you are concerned about cutting prospective clients?

Run a campaign directly to them! Segment the list to those who have never opened an email in the past year, then send a campaign asking if they still want to receive emails, or offer a special discount. If you go with the first option then as people confirm they do still want your emails you can move them back into the main sending list. With the second option, you can see which email addresses are alive, and may still be interested in your product or services. Overall you are reducing the number of emails you send out, helping to increase your list quality and sender reputation.