All articles, commentary, etc. that does not fit under Best Practices, Press Releases, Testimonials, or Documentation goes here.

After the Event: Post-Trade Show Questionnaire

The actions you take after exhibiting at a trade show are equally as, if not more, important than what you did to prepare for it. Following up with prospects in a meaningful way is the top priority. The amount of business you close from the event is likely the most telling sign of a successful trade show. But, that’s not the only way you can evaluate your participation. Another means of evaluation, which is often overlooked, is asking your team what they think about the event, your booth, and your methods. After all, they were the ones in the midst of it. They have first-hand experience about what worked, and what didn’t.

While you aren’t expected to make every change suggested, it’s very helpful to collect input from the team that was onsite or “in the trenches” as they might say. It doesn’t hurt to ask. And you never know! You might be surprised to find some easy changes you could make at your next event to make it even more successful.

This Post-Show Questionnaire is free to download and makes it easy to collect valuable information from your event staff post-show. Its easy-to-read format is perfect for winding down on the plane ride home. We’ve also included the questions below, and why they are important. Add this resource to your trade show process now!

Bonus Hack: If you are using a marketing automation solution with a form builder and landing page builder, consider creating a simple form/landing page to include these questions. That way, all you have to do at the end of each event is send them the link to your survey page. They can take it online and their answers will be recorded for future use.

What was the most useful part of our trade show lead capture form? (i.e. Which questions were most helpful?)

While you probably made it very clear to your team which fields were most important to complete, they undoubtedly gravitated to the ones they felt were most important mid-show. (They are salespeople, after all!) Let them tell you why, while it is still fresh in their head.

What was the least useful part of our trade show lead capture form? (i.e. Which questions were least helpful?)

Make sure you understand which questions become more of a distraction than a helpful prompt. Sometimes our desire to collect ALL THE INFORMATION overpowers our better judgment to keep things simple. Or perhaps you included some custom content in your lead form, like a video demonstration, that not a single booth rep used. Learn more about what you need to eliminate next time around.

Did visitors like our booth? Did it help with engagement, or distract?

Here’s where you can collect great feedback about your booth attractions, displays, banners, demo stations, kiosks, and more. There may be one overly-opinionated booth rep that absolutely hated the demo station, while several other mild-mannered booth reps actually appreciated the ability to show off your solution in real time. Instead of asking this in a group setting, a 1:1 survey helps eliminate the fear of speaking up and will give you a more accurate representation of opinions. 

How do you feel about the location of our booth within the trade show exhibit hall?

Location is everything. Although your location probably depended more on your budget and the time you registered for the event, it’s still helpful to see what others think about the booth you chose. Did your team appreciate being closer to the bathrooms because of the additional foot traffic? Did they hate being towards the front due to the increase in uninterested attendees taking up space?

What would you add to our booth to better present ourselves to trade show attendees?

We’ll ask about specific booth attractions in the next question. For this one, your team should focus on what they recommend adding to your booth next time that adds value to their conversations. Perhaps a demonstration table would have been helpful, or a tall bistro table for better conversations.

Do you have any cool ideas for booth attractions next time?

As your team is winding down from an event, competing booths will be fresh on their minds. What did they see that they thought could be easily incorporated into your booth? The timing of this question is everything. Asking prior to the event might result in lukewarm input. Asking this immediately following the event will elicit feedback that is driven by recent experience. That’s invaluable.

Is there anything else that we should consider bringing to the show to make our team more successful (more power blocks, gum, pain reliever, duct tape, etc.)?

This question can help you build a Trade Show Survival Kit that your booth representatives will appreciate tremendously. It may also help you pair down the kit so that you are only providing things that you know your team will need/want. 

Do you have any feedback about our post-show follow-up, as of now?

This question could be considered premature, but it’s worth asking anyway. If you’ve thoroughly covered your post-show workflow with your team, they will undoubtedly have changes or feedback they want to provide now based on their actual conversations. For example, if you included a follow-up text* sent within minutes of submitting your lead capture form, your team might determine that the text should actually come an hour or two later instead of immediately upon submission. 

Which exhibitor had the best booth at the event and why?

This will help you set your goals even higher for next time. Plus, it will be interesting to see the variety of answers you collect since everyone will have their own unique opinion about it. 

While you were at the show, did you hear of any other shows that you think we should consider attending? Why do you think we should attend?

Event attendees are always buzzing about other events “you have to attend!” Your team may learn of a trade show or conference that wasn’t even on your radar. Or, their feedback may further endorse your current trade show schedule.

Conclusion

Asking your team to complete this questionnaire is only half the battle. Show them that you read their feedback and that you care about their opinions. After collecting everyone’s answers and reading through everything, consider having a team meeting to review common concerns or to clarify anything that seems unclear. Let your team know that their feedback has been heard and that it matters. If this isn’t a key part of your process, you can count on getting fewer and fewer responses as time goes on.

*If you are interested in learning more about an event lead management solution that supports all of the capabilities mentioned above (like the post-show text message), contact us for a demo!

Lead Liaison Press Release

Event Lead Capture and Management That Integrates with Pipedrive

Dallas, TX – Lead Liaison announced this week that they have enhanced their Pipedrive CRM integration capabilities. Pipedrive is the first platform developed from the salesperson’s point of view. Pipedrive’s goal is to make sales success inevitable – for individual sales people and teams.

Lead Liaison offers a suite of sales solutions including event lead capturemarketing automation, and sales automation. Companies using Pipedrive will benefit from this deeper level of integration, as it makes it easier than ever to streamline and automate key steps in the sales process.

“Lead Liaison’s integration with Pipedrive enables our users to make full use out of both solutions,” says Rob Wyse, Vice President of Public Relations at Pipedrive. “Our users can combine all the rich data that Lead Liaison collects, like website activity and social data, and enrich the Person profiles within Pipedrive. Having everything they need in one place is very important for sales teams, and marketers benefit from it because they can push critical engagement data to their sales team without having to lift a finger.”

Lead Liaison’s partnership with Pipedrive was first announced in September 2016. Before today’s announcement, only limited information could be mapped from Lead Liaison to the CRM, and there were no automation options.

Now, all standard and custom fields can flow from Lead Liaison into Pipedrive CRM resulting in a deeper integration. Salespeople can easily create new lead records in Pipedrive from a variety of areas within Lead Liaison’s platform, including custom fields created to match Pipedrive-specific criteria. Those using Lead Liaison’s marketing automation license will also benefit from additional, Pipedrive-specific, automation actions, “Create Person” and “Create Deal.”

Lead Liaison has gained traction in the event lead management space and a lot of the credit is due to their flexibility and integrations. “We recognize that a lot of the time, we work better together,” says Sam Darrell, VP Product Management at Lead Liaison. “At this point, there aren’t many sales and/or marketing solutions that we don’t integrate with.” Because the company planted their roots in automation, they offer a rare level of support for scaling event marketing efforts.

To learn more about the other enhancements Lead Liaison recently made to their Revenue Generation Software™, such as a new Sales Dashboard full of rich analytics, read their Enhancement Round-Up Q1 2019.

About Pipedrive 
Founded in 2010, Pipedrive is the first CRM platform developed from the salesperson’s point of view. Today, Pipedrive is used by sales teams at over 85,000 companies worldwide. Honored as a leading innovative technology company, Pipedrive has offices in Tallinn, London, Lisbon, New York, Tartu, and Prague, and has raised $90 million in funding. Learn more at Pipedrive.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). To access our Press Kit, visit http://www.leadliaison.com/press-kit.

Lead Liaison Press Release

Visitor Tracking Solution Integrates with Live Chat from JivoChat

Dallas, TX – This week, sales and marketing solutions provider Lead Liaison announces an integration with third-party live chat software, JivoChat. The integration is said to help businesses build a more comprehensive digital DNA of prospective customers, leading to more prosperous engagements. 

JivoChat’s solution enables businesses to engage visitors in real-time using embedded chat widgets. “Our goal is to streamline customer communication and assist companies in further strengthening their relationships with prospective customers,” says Pavel Sikachev, US Country Manager at JivoChat.

Sikachev continues, “Our integration with Lead Liaison empowers businesses to create more comprehensive buyer personas and tailor their communication accordingly.”

Lead Liaison’s integration with JivoChat enriches anonymous Prospect Profiles with key information from chat interactions. Initially, all visitors to a company’s website are anonymous. Preliminary tracking can only provide company, location, and website activity like page visits, for example.

With Lead Liaison’s JivoChat integration, visitors are converted from anonymous to known Prospects. When a chat begins, the chat system collects contact information such as name, email, and more. The contact information is added to the anonymous record to identify the individual.

In addition to enriching the Prospect record, Lead Liaison logs chat activity, such as when the chat begins and ends, along with the chat content. When a chat occurs Prospects are automatically scored, as well.

“Our software is created as a result of client needs,” says Will King, Technical Account Manager at Lead Liaison.”The integration with JivoChat’s live chat software was no different. One of our clients in Europe is a supplier for soundproofing and acoustic insulation. They’ve been using JivoChat and Lead Liaison’s visitor tracking solution for a while and needed the two systems to talk together. We built a Universal Chat Connector that supports JivoChat and any live chat software in the market. We couldn’t be more thrilled to release this enhancement to our ever-growing customer base.”

Lead Liaison also offers integration with other 3rd party chat systems, such as Drift, Intercom, Olark, LivePerson, LiveChat, and more.

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). To access our Press Kit, visit www.leadliaison.com/press-kit.

Why Live Chat is a Must Tool For Ecommerce Business

The ecommerce industry has been continuously growing with a rapid speed over the past few years. The trend towards ecommerce is showing no signs of slowing down. In fact, shopping has become one of the most popular activities over the internet. More than 1.66 trillion customers are buying goods and services online. As per prediction completed by Statista, global retail ecommerce revenue will amount to $4.88 trillion by 2021.

While the numbers make online business owners happy, this is still a competitive industry. In order to stay ahead of the competition, companies need to offer exceptional customer service to their customers. Customer service is key to ecommerce growth. Companies need to have the right tools in place in order to deliver the best customer experience. One of these customer support tools is live chat.

As per research report of an Aberdeen group, live chat is the most preferred method of communication for online shoppers compared to other communication channels. A study by the AMA states that customers are more likely to make a purchase from a website offering live chat service compared to those who don’t.

What is E-Commerce Live Chat?

Live chat is a communication platform that facilitates you to give support to the customers’ queries or to assist visitors to your website in real-time. With the help of live chat software, customers’ queries are solved within a few minutes.

This blog post will examine the top reasons why live chat is a must tool for your ecommerce business and how it converts visitors to customers and boosts conversion rate and sales.

Response Time

In this digital era, speed is king. Customers are looking for quick and helpful responses. They do not like to be put on hold or wait too long to get a solution to their queries. With every late reply, you are creating a chance to lose a lead. Live chat is the best option to have real-time conversations with your customers, reducing response time and boosting conversion rates.

An agent can proactively start the communication with the visitors and can suggest to them products based on their purchasing behavior.

Most of the companies are implementing live chat software on their website do so in order to give quick, convenient support to the customers and to improve customer service and response times.  

Source: https://www.bilderbeste.com

Boost Conversions & Sales Volume

According to Econsultancy, more than 70% of customers were satisfied with their live chat experience compared to all other channels including phone or email. This data proves that live chat is the best tool to boost conversion rate and sales. With the help of live chat, your customer service representatives will be able to handle multiple customers and can instantly respond to customers.

If the customer’s concerns are solved quickly, this will leave a good impression leading to a more sustainable relationship and an improvement in retention rates.

Source: https://econsultancy.com

Cost Efficient

Businesses are always looking for a cost-effective customer service solution. Studies show that live chat is the best and most low-cost communication channel. More and more companies are switching to live chat from phone or email support as they are too costly to maintain and setup. Implementing a live chat feature on your website will generate more revenue compared to revenue generated by emails or phones.

Live chat reduces costs in several ways:

  • Cost per interaction – It considerably decreases the cost of recruiting more service agents as one live chat agent can provide assistance to multiple customers simultaneously. Live chat offers real-time support to the customers and thus, it saves a great amount of time and money.
  • Retention – Reports states that live chat increases customer retention rates between 48-63%. And as we all know, selling to loyal customers is much easier and cost effective than converting new customers.

Live Chat Provides a Competitive Advantage

There are businesses which do not offer live chat. This calls for a great opportunity. Why not step ahead and gain a competitive advantage by offering a live chat solution on your website?

By providing live chat support and quality customer service, you can win the hearts of your customers.

Post Affiliate Pro reported that they observed 23% of the increase in conversion rate after implementing live chat on their website. With the help of live chat, you can offer 24/7 support during the checkout process which will increase conversion rates and reduce the chance of losing sales.  

Live Chat Gives Higher Satisfaction = Loyal Customers

Live chat is the best way to build a strong relationship with customers. When customers feel that their concerns are solved, they will share positive experiences with those around them. This also builds trust, fostering a stronger relationship between the customer and the company.

When your existing customers see that they get top-notch customer support, they will be more inclined to spend more and stick to your brand. If you manage to offer good support to the customers through live chat on their first visit, they will become loyal customers.

The Bottom Line…

If you are looking to quickly increase your ecommerce business revenues and build a long term relationship through great customer service, live chat is the solution you’ve been looking for.

Using this tool, you will be able to provide a “WOW!” experience to your valuable clients and customers. Live chat helps considerably in decreasing costs, and increasing average order value and sales. It is a perfect combination of efficient technology and human contact.

Guest Author Bio

Sam Makad is an experienced writer and marketing consultant at Acquire Chat. His expertise lies in marketing and advertising. He helps small & medium enterprises to grow their business and overall ROI.

Lead Liaison Press Release

GoExhibit! Enhancements Released As Peak of Trade Show Season Nears

Dallas, TX – Lead Liaison’s event lead management solution, GoExhibit!™, is growing in popularity among event marketers across the globe. With the increase in users comes an uptick in user requests. At Lead Liaison, an uptick in requests means more innovation at a faster rate. The sales and marketing platform that is “built by its users” released a list this week of Q1‘19 enhancements to GoExhibit!™.

Enhanced customization was a key focus in this update. Users are now able to change the app’s color, insert their logo, and custom content sections for embedded content like maps, videos, and more. When event managers give their reps access to the mobile lead capture app, they can now customize the invitation. Users can send those invitations by email and/or text message.

GoExhibit!™ also released lead capture support for NFC badges as well as automatic post-show reconciliation, a method that can be used when Lead Retrieval providers do not offer a Developer’s Kit for integration. With these enhancements, GoExhibit!™ now supports nearly every method of lead capture. If exhibitors are able to obtain a list of attendees, they can now import and merge that information with the data captured by their team.

Voice memos and voice-to-text capabilities up the ante, enabling booth reps to spend more time having conversations and less time typing notes. “Remembering all of those important little details after a conversation is an issue that booth representatives often face,” says Ryan Schefke, Customer Success Manager at Lead Liaison. “They don’t want to spend precious time writing on a notepad or typing into their mobile device. We wanted to create something that allowed them to move onto the next opportunity as quickly as possible, while still collecting enough information to form meaningful relationships post-show. That’s why we developed voice capabilities inside of our mobile app.”

Users with a GoExhibit!™ – Run Your Own Event license now have the option to print multiple badges at one time with Avery labels, or one-at-a-time with a Dymo printer. The new Self-Service Badge Printing feature allows event attendees to register or check-in at the front desk and print their own badges at the same time.

To read a full recap of Lead Liaison’s updates, read their Enhancement Round-Up Q1’19.

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). To access our Press Kit, visit www.leadliaison.com/press-kit.

Akkroo and Integrate for $34M

Akkroo Acquired By Integrate for $34M

I’ve been thinking about the news I heard last Thursday, April 4th 2019, that a company called Integrate acquired Akkroo for $34M. Consolidation in the martech space is nothing new. In our six years in business, we’ve seen it happen over and over again, Oracle acquiring Eloqua, Upland Software acquiring LeadLander, Adobe acquires Marketo…the number of acquisitions goes on and on. Just look at the list of recent acquisitions on MarTech Today.  As you scroll through, I bet you’ll recognize a few companies that were acquired. Then, you’ll murmur “I was wondering what happened to them”. Give it some time, and I’m betting you’ll say the same thing with this acquisition. I’ve never been one to be shy about comments. I’m not letting my thoughts marinate any further, and wanted to share a pragmatic view, as well as a dogmatic and slightly cynical one, and say congrats to Integrate and Akkroo. You’re going in the right direction.

Pragmatic View

Brand dilution wasn’t my first thought after hearing the news. Instinctively, I thought – “how does this change our company?” The answer – it doesn’t change it, it helps it. The news about Integrate acquiring Akkroo only validates what Lead Liaison has been doing since the infancy stages of our business. We’ve been developing a sales and marketing solution that unifies top-of-funnel lead capture, converts leads, closes deals, and helps retain customers. Don’t believe, check our home page. We’ve had the “Attract, Convert, Close, Retain” message on our home page forever. So long that we even branded that on the back of our company t-shirts – no joke.

As I further dwell on the acquisition, I read that in January 2019 Integrate announced it acquired ListenLoop to grow its set of tools and solutions for account-based marketing (ABM) advertising. We unveiled Lead Liaison’s ABM solution in late 2017 with resounding cheers from our client base.

The news also reinforces the investment Lead Liaison has been making to simplify event lead management for the entire event tech space. B2B companies are spending more money on events as they recognize the impact that trade shows and other corporate events have on their top line. In fact, spend is on the rise as experts estimate 22% of a B2B company’s marketing budget is spent on events. Check out these 40 other shocking event marketing statistics. There’s no denying the event industry is becoming more high tech than ever and niche technologies will continue to be absorbed as event marketers demand more control and ownership over their event leads.

Rest assured, we’ve long understood the value of in-person events as a viable lead generation channel. We began our company as a tracking solution and evolved into a robust sales and marketing automation company that helps businesses grow at scale. Over the years, customers pushed us to add more capabilities and introduce marketing features and sales solutions, peppered with a high dose of automation. Establishing our roots in automation has given us a leg up over our competition for quite some time now. When we rolled out GoExhibit!, our solution for capturing and managing leads at events, it was a natural progression for our platform as trade shows and marketing events were yet another top-of-funnel channel too irresistible not to support.

Dogmatic and Slightly Cynical View

Akkroo pulled off a major heist of $34 million dollars with a promise to eventually modernize the Event Market. At Lead Liaison, we have been at the forefront of bringing better solutions to market since the infancy stages. We welcome the competition, but fear that the true losers of this endeavor will be the investors.

Let’s face it, we’ve seen this scenario play out a million times in technology. Big Brother (company A) buys company B and assumes they can force feed the new “solution” to their market at a greatly marked up cost.  They throttle support in ways that only big companies know how to do and what was once a friendly relationship becomes very vendor-customer oriented. Customers will expect price increases at their next renewal. 

What happens next? Investors start to think: we aren’t making as much money as we hoped when we overpaid for this company. What do they do next? They cut product development, and make another slash to support. Next thing you know, you are paying a premium for a product that looks just like it did three years ago…and nobody will answer your calls anymore unless it’s to tell you that a bill is due.

Congratulatory View

I feel honored to see other companies following suit as it further reinforces the direction of our company and justifies our continued growth. We’re incredibly proud of the fact that we’ve enhanced our solutions on our own, without needing to buy anything. Everything we’ve built is homegrown, from the ground up. Our customers benefit from this as they experience a fully integrated solution, with better support. Integrating companies is not easy.

So, while we congratulate those that got a nice cash in; we invite the existing customer base of Akkroo to learn more about Lead Liaison. Congrats to Integrate as well. Fully integrated solutions are the way to go.

Enhancement Round-Up Q1 2019

We kicked 2019 off with a bang! An enhanced CRM/Marketing automation connector allows for deeper integrations. Our new Sales Dashboard is full of rich analytics. Plus, we’ve added over 10 new capabilities to our event lead management solution, GoExhibit!™. Read more below to learn about all of the enhancements we released in Q1 of 2019.

As always, please feel free to contact your Lead Liaison Representative with any questions about the enhancements below. Not yet a client? Schedule a demo here!

All Licenses

  • Enhanced CRM/Marketing Automation Connector – We’ve created a flexible CRM/MA framework to make it easier to integrate 3rd party CRM and marketing automation systems. Previously, only limited fields could be mapped from Lead Liaison to external systems. Now, all standard and custom fields can flow from Lead Liaison into your CRM resulting in a deeper integration. The developed framework complements other CRMs, whereas existing enterprise integrations with Microsoft Dynamics and Salesforce.com remain available to customers.

License: Lead Management Automation (LMA)™ – Marketing Automation

Javascript for Webforms

Javascript for Webforms

  • JavaScript for Web Forms – Previously, users could only embed forms via an iFrame. Now users can embed forms via javascript. This optimizes form rendering and is easier to manage.
  • Automation Actions (For customers integrating with Pipedrive) – We’ve added the following two automation actions:
    • Create Person
    • Create Deal

License: Sales Enablement + Marketing Automation

“Add to Rhythm” Actions

“Add to Rhythm” Actions

  • “Add to Rhythm” Actions – Users can now automate adding people to a Rhythm in bulk! Previously, users could only import contacts into a Rhythm. Now, users can utilize the “Add to Rhythm” bulk action or automation action to add contacts to a Rhythm.

License: SiteEngage™ + Marketing Automation

Use Your Own Content Dynamically

Use Your Own Content Dynamically

  • Use Your Own Content Dynamically – We now offer the ability to display custom website content using prospect criteria. Instead of being restricted to Lead Liaison’s “Dialogs”, you can use any type of custom web content. To display custom content, set rules for displaying the content and our software will generate code to add to your web page. The code will allow you to “hook in” and invoke your custom content.

License: ProspectVision™ – Website Visitor Tracking

  • Visitor Tracking API – Lead Liaison’s Visitor Tracking API allows businesses to pull in business and Prospect data tracked by Lead Liaison’s visitor tracking into their own database or software. This allows businesses to benefit from Lead Liaison’s tracking without ever having to log into Lead Liaison.

License: OneFocus™ CRM

Sales Dashboard

Sales Dashboard

 

  • Sales Dashboard – A dashboard for sales teams covers important metrics like:
    • Forecasted Revenue
    • Productivity (calls, emails, meetings, etc.)
    • Quota performance
    • Deal volume (deal volume with close date in a specified period)
    • Deal amount (deal size with close date in a specified period)
    • Pipeline by Deal Stage (funnel image)
    • Sales Performance (general performance of your sales team)
    • Leaderboard (closed business, by sales rep, over a specified period)
    • And so much more!
    • The dashboard also provides multiple ways to view data, including a mode for displaying the dashboard on a TV. Display sales productivity in your office, conference room, or sales team “bullpen” to create a shared and more competitive environment.
Organization Roles

Organization Roles

  • Organization Roles – OneFocus now supports Organization Roles (ex: Business User, Decision Maker, etc,) to further enable businesses to track critical Organization data and take action as needed.

License: OneFocus™ CRM + Marketing Automation

Segmenting Organizations

Segmenting Organizations

  • Segmenting Organizations – Users now have the ability to use Organization fields to segment their database.
  • Triggers for Contract Objects – Now, users can create a trigger when the following Contract Objects are updated:
    • Contract Created
    • Contract Updated
    • Contract Deleted
    • Contract Expired
    • Contract Renewed

License: GoExhibit!™ – Event Lead Management

Invitation Customization

Invitation Customization

  • Invitation Customization – When event managers invite new users to an event in GoExhibit!™, they can now customize the invitation in addition to, or in lieu of, the existing message. Users now can also send invitations by email and text message simultaneously.
Capture Portal

Capture Portal

  • Capture Portal – GoExhibit!™ now features a Capture Portal, which holds lead capture submissions that are incomplete or erroneous. Users can go back into the Capture Portal during/after an event to edit invalid submissions.
Import Event Leads

Import Event Leads

  • Import Event Leads – Previously, the only way to associate Prospects with an Event (in the web application) was to capture them using our mobile application, GoCapture!™. Now, users have the ability to upload Prospects directly into an Event (in the mobile application) using a .csv or .xls file. Imported data will also be merged with existing records within the same event.
  • NFC Badge Support & Automatic Post Show Reconciliation – We now support Near Field Communication (NFC) and automatic post-show reconciliation, further establishing GoExhibit!™ as the most flexible lead capture method on the market. GoExhibit!™ supports these methods of lead capture:
    • Scan QR Codes and 2D/3D barcodes on badges
    • Scan NFC badges
    • Scan and transcribe business cards
    • Search and fill form using the registered attendee lists
    • Manual entry (kiosk mode)
    • Automatic post-show Reconciliation (for use with badges)
  • Voice Recording – Our app, GoCapture!™, now has the ability to record voice memos. You can add this as an option when building your form in the web application. It will appear as a button on your mobile device lead capture form, which you tap and record an audio clip. Lead Liaison will generate a custom URL of the audio file, which will be saved in the notes section of your form. *Voice-to-text available soon!
  • Enhanced Bulk Export – We now offer the ability to bulk export to DOMO. Bulk export will allow users to export these three categories of data:
    • Prospect data
    • Data that is captured on an event form
    • Marketing metadata (when the event starts, how much the event costs)
  • Dymo Printing Support – We already supported printing badges with Avery. However, if you just want a single badge printed at a time (rather than a sheet of badges), you will now be able to use Dymo Printers with GoExhibit!™. This feature is ideal for managing badges at the front desk of your event.
  • Additional Integration Support – GoExhibit!™ now supports several new integrations:
    • Salesforce.com Marketing Cloud – create a new lead inside of Salesforce.com Marketing Cloud.
    • Amazon S3 – export records to Amazon S3
Self-Service Badge Printing

Self-Service Badge Printing

  • Self-Service Badge Printing – GoExhibit!™ Self Service Badge Printing allows event attendees to register or check-in at the front desk and print their own badges at the same time. This works when the registration/check-in front-end system is running on any computer (laptop or tablet) with Windows or Mac, and connected to a Dymo printer (wired or wireless).
  • Edit Submissions – GoExhibit!™ now allows users to edit lead capture form submissions after they have been submitted.

Interested in the solutions you see here?

If you are already a Lead Liaison customer, contact your Account Manager with any questions and we’ll be happy to assist.

Lead Liaison Sales Technology of the Year Award Finalist

Lead Liaison has been nominated for the Sales Technology of the Year Award at this year’s Sales Innovation Expo held at the Excel London on March 27th and 28th, 2019.

Our Event Lead Management solution, GoExhibit!™ is the only fully integrated event solution on the market with end-to-end visibility of the customer journey. Here’s an example of how it works:

You meet someone at an event and scan their business card or barcode, or fill out an electronic form. Then, they instantly receive a personalised response via either email or SMS. When they engage, you’re able to see them on your website Let that sink in for a moment, real-time engagement tracking for your show leads.

You’ll be able to track how many website visitors you’ve had during and after an event, as well as how engaged they are. All reporting is live, so you can check up on how many leads each salesperson has collected as well as the quality of the conversations they’re having.

Big tech for big events, we support multi-language input as well as having native marketing automation and visitor tracking to enable all of this to work all within a single platform.

Come and see us on stand 2782!

Lead Liaison Press Release

Lead Liaison Makes Splash in Lead Capture Category at EXHIBITORLIVE 2019

Dallas, TX – GoExhibit!™ made its trade show debut at EXHIBITORLIVE in Las Vegas this week. The event lead capture & management solution has been sweeping the industry since its release in late 2017. This was the first time the company showcased it live.

Conference attendees were highly attracted to the revolutionary solution for event lead capture. Lead Liaison’s booth buzzed with excitement as the staff demonstrated GoExhibit!™ by using it to collect their own lead data. GoExhibit!™ integrated with ITN International, the show’s lead retrieval provider, to support lead capture via NFC badge scan. Booth attendees received a text message follow up, often before they had even left the booth, and ensuing communication as post-show engagement continued. Real-time demonstrations emphasized the company’s belief in immediate, intentional, and personalized follow up. GoExhibit!™ was mentioned in several of the educational sessions and conference panels throughout the week, as well.

“The show reinforced the fact that we have an industry-leading solution with distinct competitive advantages that people are craving,” says Jen Worsham, Director of Marketing at Lead Liaison. She continues, “Hand-held badge scanners are antiquated, and alternative lead capture solutions don’t hold a flame to the fully-integrated, easy-to-use features of GoExhibit!™”

Lead Liaison surpassed its goals for the show. Much of their success can be credited to the use of their own solution at the event. In addition to using their mobile lead capture app, aptly named GoCapture!™ in the app stores, Lead Liaison had laptops on-hand tracking real-time event data. Representatives were able to demonstrate the Events Dashboard, a key feature of GoExhibit!™. The Events Dashboard displayed live data such as Total Prospects Captured, Average Engagement Score, Top Performing Sales Representatives, and more. Lead Liaison also showcased another crowd pleaser with their Run Your Own Event solution. This solution was on full display at EXHIBITORLIVE 2019, demonstrating how businesses can use it to run user conferences, vendor conferences, and road shows.

What sets GoExhibit!™ apart from the other lead capture exhibitors is the fact that it enables businesses to foster stronger relationships from capture to close. GoExhibit!™ integrates with a multitude of CRMs, including Salesforce.com and Microsoft Dynamics, as well as marketing automation platforms such as Salesforce.com Pardot, Oracle Eloqua, Salesforce.com Marketing Cloud, Adobe Marketo, and HubSpot. It supports all types of events; even those without badges. It’s compatible on all devices and Lead Liaison doesn’t charge per user, so companies can have as many lead capture devices onsite as they want.

Lead Liaison plans to attend several other shows in 2019. “This kind of environment is exciting because we can actually see the spark in people’s eyes,” says Worsham. “It solidifies our position in the market with a solution that stands out from the crowd. We were so excited to be a part of the show this year, and we enjoyed connecting with both current and prospective clients. This year’s theme was “Connect With Your Species” and that’s something I believe we did well. You’ll definitely be seeing more of us.”

To access an overview of GoExhibit!™ features, click here.

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). To access our Press Kit, visit http://www.leadliaison.com/press-kit.

Sales Prospecting Manual

Sales Prospecting Manual: The Secret to B2B Sales

To download the Sales Prospecting Manual: The Secret to B2B Sales white paper .pdf, click here.

Overview

This manual is a step-by-step guide to sales prospecting. The manual was curated through real-life experience with the sales team at Lead Liaison. By following this manual your B2B sales team should expect to have a smooth-running, well-oiled B2B prospecting engine that you can use to fill the top of the funnel for $.78 per lead!

Get Prepared

Step 1: Identify your Target Market

Look at your past successes and determine which markets/industries you’re getting the most traction in. For example, is it the finance industry, health industry, high-tech, etc. Keep your focus on a specific marketing or vertical and base it off of past wins.

Step 2: Build your Team

Your team will consist of a Business Development Representative (also known as an Inside Sales Representative, or “BDR”) and a Sales Representative. Your BDR can be an internal resource or external resource, such as a contractor or part-time hire. With the B2B prospecting methodology covered in this manual, we’ve used an external resource. Here’s how we did it:

  1. Visit upwork.com. Upwork is a marketplace to hire contractors.
  2. Post a new job (it’s free).
  3. Here’s our post:
    • Title: Looking for an admin to help with data entry.
    • Description: Help with prospecting by following a guide to finding contacts using tools provided by our company. Enter the contacts into our sales automation system. Rinse and repeat.
  4. Hire your BDR for $3 per hour! Yep, we’re not joking. Here’s proof:

Hiring a BDR

5. Next, find your Sales Representatives. We suggest having Sales Representatives that work for your company. The Sales Reps will take leads from this process that engage (express interest or interact in some way) and follow up on them. They will also execute manual tasks that are combined with automated tasks as part of a sales plan that systematically, and intelligently, reaches out to your prospects.

Step 3: Build a Semi-Automated, Systematic Sales Plan

This step is a must if you want to build a prospecting machine. These systems are sometimes referred to as Sales Engagement, Sales Enablement, or Sales Automation. Regardless of the name, they all serve a similar purpose. That is, to make a salesperson’s job easier by making them more efficient with their day-to-day sales efforts. Enterprise systems will include a few key components:

  1. Sales plan
  2. Task manager
  3. Integration with CRMs and marketing automation platforms

The Sales plan is a combination of various actions such as emails (automatic and manual), offline communication (handwritten letters, postcards, etc.), tasks, and digital communication (text messaging) that can be added into your plan. With the right system, there are two ways to manage your plan:

  1. Create one plan that all of your Sales Reps can share.
  2. Create individual plans for each of your Sales Reps.

In the process below, we’re using method #1. Your VP of Sales or someone leading your sales team could create the plan and your entire sales team can benefit from it. This results in consistent communication for your brand and overall messaging. Our system of choice in this example is a Sales Enablement system from Lead Liaison. Other providers call their Sales Plan “Sequences” or “Cadences”, while Lead Liaison calls them “Rhythms”.

Here’s how to create your Sales Plan using Rhythms: http://youtu.be/6bKzl9LZcX8?hd=1

Start Prospecting

Step 4: Find the Right Person

In this part of the manual, these are the instructions you can provide to your BDR (the $3 resource).

  • Do not select more than two (2) people at the same company. It’s suggested you use only a single contact to avoid any issues with domain reputation.
  • Use these methods, in this order, to find the right person to target:
  • Look for these people (you fill in the X, Y, and … in the section below to give your BDR specific instructions). Remember, you should create a Saved Search in LinkedIn Navigator to simplify this process for your BDR.
    • First, anyone with “X” in their title.
    • Next, anyone with “Y” in their title.
    • Finally, if there’s no match on the above look for these titles:
    • Ideally, you’re looking for these key job titles:

Step 5: Find their Email Address

Have your ISR install these tools as their ISR Prospecting Stack. Using these three tools will guarantee your ISR can find a valid email address f86% of the time. See a more detailed analysis on this fact in this blog post.

  • Install the top three (3) ranked tools below. Each tool has a video demonstrating how to install it and how to use it.
  • Since there is an average of 21 business days in a month, use two separate email addresses (personal email such as @gmail.com addresses are fine) and install Clearbit Connect with those email accounts. You can use the free version of Clearbit Connect to generate 10 new email addresses per day for each business day in the month. If you need more, open more Clearbit Connect accounts.
  • Use your company’s Norbert account.
  • Use your company’s Hunter account.
RankToolInstallationUsageFree CreditsMinimum Paid Plan (Annually)Price per Email (Based on Annual Paid Plan)Notes
1Clearbit ConnectHow to use Clearbit Connect100 emails per month$6,000$.50 (12K emails)Paid Plan can be divided into 5 seats. Only pay for verified matches.
2NorbertNorbert installationHow to use Norbert50 emails$468$.039 (12K emails)Credits rollover. Charges on successful verification.
3HunterHunter.io installationHow to use Hunter.io100 per month$408$.034 (12K emails)Share across users for paid plan. Also crawls web. Use web for single credit instead of browser plugin.

Step 6: Enter Data Into your Sales Automation System

In this step, your ISR will enter data into a Sales Automation system, in this case Lead Liaison’s Rhythms. After the BDR finds the contact, create the Prospect in Lead Liaison and add them into a Rhythm.

Start Selling

Step 7: Use a Task Manager

Now that your BDR engine is running full steam, and people are added to your Sales Plan, that’s where the hand-off from the BDR to the Sales Rep occurs. The Sales Rep simply has to execute all of the tasks created by your Sales Plan. Since we’re using Lead Liaison’s Rhythms for our Sales Plan, it also comes with a nice, built-in task manager. Every manual email or task used in your Rhythm will get populated in your task manager. Here’s how to manage your tasks with the task manager: http://youtu.be/0heTYixWjZ4?hd=1.

As you work through your tasks, make sure to do your research. If you’re selling to major accounts, in what’s referred to as Account-Based Sales or Account-Based Marketing, research is really important at this stage. In the section below, we cover our favorite tools for research and provide some videos on how to use each tool.

Task Manager

Step 8: Research

Identify Technographics (Datanyze)

If it’s important for you to know what technology (lead gen, marketing automation, content management system, email marketing program, etc.) your prospect is using use a system like Datanyze (now owned by ZoomInfo) or BuiltWith to search technographics.

  1. Install Datanyze Insider for free: https://www.datanyze.com/insider
  2. Here’s a video on how to use it to find Technographics: http://youtu.be/0fF23vXfVoo?hd=1

Check out Funding Events (Crunchbase)

Funding events, competitors, financials, and more can be found with Crunchbase.

  1. Access Crunchbase.
  2. Review key company information: http://youtu.be/EfeGIK6pBhw?hd=1

Read the News (Owler)

Owler does the best job in the marketplace for finding competitors. If this information is useful to you, access Owler.

  1. Head to owler.com and sign up for free.
  2. Search the company for News, Competitors, and Press Releases. Here’s an example: http://youtu.be/fJsno3l_zLg?hd=1

Summarizing the Prospecting Stack

Here’s a summary of what your company would need to invest in subscription services for the total prospecting stack. We broke up the stack into a BDR Stack and Sales Rep stack. We computed a Cost-Per-Lead, or CPL, for this prospecting effort based on 10,441 leads per year. Not bad for $.78 per lead!!!

BDR Prospecting Technology Stack

TOOLANNUAL COST
Clearbit ConnectFree
Voila Norbert$468
Hunter$408
LinkedIn Sales Navigator Professional$779.88
Lead Liaison Sales Enablement User License$900
TOTAL INVESTMENT$2,555.58

Sales Representative Sales Technology Stack

TOOLANNUAL COST
Datanyze InsiderFree
Owler Free
Crunchbase $348
TOTAL INVESTMENT$348

Total Investment and CPL

TOOLANNUAL COST
Clearbit ConnectFree
Voila Norbert$468
Hunter$408
Datanyze InsiderFree
Owler Free
Crunchbase $348
LinkedIn Sales Navigator Professional$779.88
Lead Liaison Sales Enablement User License$900
Research Labor ($3 per hour).

Based on 40 leads per day. 10 minutes per lead.

261 working days in a year.

$5,220
TOTAL TOOLS$2,903.88
TOTAL LABOR$5,220
TOTAL INVESTMENT$8,123.88
COST PER QUALIFIED LEAD (CPQL). 10,440 per year.$.78