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Lead Liaison Press Release

Lead Liaison Announces Attendance at EXHIBITORLIVE 2019

Dallas, Texas – Sales and marketing solutions provider Lead Liaison will be exhibiting at the 2019 EXHIBITORLIVE conference in Las Vegas, Nevada. The global leader in event lead management will be showcasing their solution, GoExhibit!, and how it manages event leads from capture to close. This three-day event will be held on February 25-27, 2019 at the Mandalay Bay Conference Center.

Lead Liaison will present exciting new capabilities such as NFC badge scanning, voice recording, branding capabilities, registration and badge printing, and more. They will demonstrate GoExhibit!’s ability to be a holistic solution, from form customization and lead capture, to distributing and following up with the lead while interest is still at its peak, to sending the lead on to CRMs and marketing automation platforms. They’ll also be announcing the industries first lead capture app that runs on Microsoft Windows, allowing companies to capture leads on any Windows device, such as Windows mobile devices or Surface tablets.

EXHIBITORLIVE is The Professional Development Conference for Trade Show and Corporate Event Marketing. This five-day educational event features 170+ sessions and workshops with the industry’s largest exhibit hall, including nearly 300 exhibitors. This is where you will find the latest products and resources shaping the future of exhibiting and corporate event programs.

“Our attendance at EXHIBITORLIVE underscores our dedication to businesses looking for a superior lead capture and management solution,” says Jen Worsham, Director of Marketing at Lead Liaison. “We look forward to sharing our solution and connecting with attendees in a meaningful way.”

Get your free pass to EXHIBITORLIVE 2019 by clicking here. If you would like to schedule time with the Lead Liaison team, click here or come by booth 1056 during the show. More information on all of the exhibitors, sessions, and speakers can be found here.

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that helps businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of marketing automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and additional website engagement tools to boost sales effectiveness. Lead Liaison blends ease-of-use, a flexible business model, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality, all specifically tailored for mid-sized businesses, into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Dallas, Texas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

How to Find Email Addresses

How to Find Email Addresses

Research Study on How to Find Email Addresses

If you’re in B2B sales then it’s important to know how to find email addresses. Lead Liaison did a study on 100 people to see if we could find their email address. We already had their correct email addresses (in other words, we knew the answer); but, wanted to tackle the project as if we were a sales person trying to find an email address.

We set out to figure out the best ways to do this. We scoured the web for the best tools, looked at using methods like Twitter, general web searches, guessing email patterns, etc. There’s really no easy and reliable way to find someone’s email by doing it on your own. Fortunately, there are some great software tools out there that took away all the hard work. Our study identified seven main software tools that can be used for free or for little to no charge ($.07 per lead). For our study, we took 100 people along with their domain names and manually entered them into each of the seven tools. It was a lot of work, but some really good results and learnings came from it.

The email addresses were sourced from prospects, address book contacts, and customers. Some of the tools allow bulk uploading, but we did it all by hand, one by one to save you the time! We ranked each of the seven tools based on price, quality, and user experience. The top three tools to find email addresses were Clearbit Connect, Norbert, and Hunter – in that order. In the analysis below, you’ll find a table that ranks each of the seven solutions. We created videos demonstrating how to install each tool and videos demonstrating how to find email addresses using each tool.

In the analysis of 100 email addresses, the top three tools were were Clearbit Connect, Norbert, and Hunter. The graph below shows a summary of the analysis. Here’s how to read it:

  1. Blue (Success Match Rate): Percentage of attempts the provider was able to successfully find the correct email address for the person we were looking for.
  2. Red (Wrong-Email Match Rate): Percentage of attempts the provider returned an incorrect email address for the person we were looking for.
  3. Yellow (Not Available Rate): Percentage of attempts the provider returned an incorrect email address for the person we were looking for.

See the section on the Top 3 Ways to Find Email Addresses below for a deeper analysis on the top 3 tools.

Email Finder Results

Find Email Addresses 86% of the Time

When we began this analysis we were skeptical that there were accurate ways to find email addresses. However, after this study we found that were were able to successfully find someone’s email address 86% of the time! You can do the same! That’s really an incredible result, and very accurate. The method we describe below is a full-proof plan for any sales and marketing organization who wants to develop a consistent prospecting process.

To find email addresses 86% of the time, install the top three ranked tools below. In the “Ranking Ways to Find Email Addresses” section below, each tool we analyzed comes with a video demonstrating how to install it and how to use it.

Since Clearbit Connect had the lowest amount of incorrect email addresses returned and didn’t use a credit unless it found an email, start your searching by using Clearbit Connect first. If you can’t find the email address in Clearbit Connect, then use Norbert next. Norbert had the highest accuracy (same as Hunter) but also the 2nd lowest error-rate. If you can’t find your email in Norbert, then use Hunter. After trying each of these solutions we’re confident that across all three one of them will show you the correct email address.

The methods above are a sure way to find an email address 86% of the time. We’re sharing the details of our study with you. Download the complete analysis below:

Find an email address for someone 86% of the time! Download our analysis of 100 people and domains to see the complete results for Clearbit Connect, Norbert, and Hunter.

Ranking Ways to Find Email Addresses

Below is our analysis and rank of seven tools to find an email address. Each column is explained below:

  1. Rank: Overall rank based on quality, price, and user experience.
  2. Tool: Name of the tool to find someone’s email.
  3. Installation: Video showing how to install the tool.
  4. Usage: Video showing how to use the tool to find an email address.
  5. Free Credits: Number of free credits the tool provides (noted one-time or per month).
  6. Minimum Paid Plan: Cost per year if you subscribed to the tool.
  7. Price per Email: Takes the total number of email addresses the tool provides in a 12 month period and divides that by the total paid plan amount in 12 months.
  8. Notes: Any tips or special notes for the tool.
RankToolInstallationUsageFree CreditsMinimum Paid Plan (Annually)Annual PriceNotes
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.
4SellhackSellhack installationHow to use Sellhack10 emails per month$36$.03 (1K emails)No credit rollover
5ToofrToofr / EmailFinder installationHow to use Toofr / EmailFinder15 emails$228$.038 (6K emails)Cancel anytime. $.0196 at $588 annual
6Find That EmailFind That Email installationHow to use Find That Email50 per month$348$.058 (6K emails)Cancel anytime
7Anymail FinderAnymail Finder installationHow to use Anymail Finder20 emails$588$.588 (1K emails)Credit system

Top 3 Ways to Find Email Addresses

In our analysis there were three clear winners, Clearbit Connect, Norbert, and Hunter. We discuss the reasons for the ranking and our experience below in more detail.

1st Place: Clearbit Connect

  • Price: A+ (Free), C (Paid)
  • Quality: A+
  • User Experience: B+

Out of 100 names and domains in our test, Clearbit Connect had the least amount of incorrect email addresses returned (4%). In general, it’s fair to say that Clearbit Connect was either accurate or could not find an email. We loved Clearbit Connect for a few reasons:

  • Clearbit Connect also doesn’t charge a credit unless it successfully finds an email address for you.
  • They had the least amount of incorrect emails.
  • It’s free with 100 credits (100 correct emails) per month. You can install it on any email account.

Use their Chrome Browser plugin for your research. It starts by clicking their icon, then entering in the domain name for the person you’re searching for. To find the domain name, head to the website where the person works. The domain name will be the value before the “.com”. For example, in “https://www.google.com” the domain name is “google.com”. If Clearbit Connect returns a company match, select it, if not hit enter.

Reasons we didn’t like Clearbit Connect:

  • Price: For a solid prospecting stack, you can stick with the free version of Clearbit Connect. However, if you’re looking to pay for it then heads up – it was the 3rd most expensive price per contact out of the seven tools we analyzed.
  • User Experience: The Chrome Browser plugin loaded inside our email inbox. As a heads up, it also starts to collect all of your email addresses from your account. This is a bit invasive, but could be a good trade depending on your goals.

Finding a Company Using Clearbit

In the next screen, enter the person’s name.

Finding a Person in Clearbit

2nd Place: Norbert

  • Price: C+ (Free), A (Paid)
  • Quality: A
  • User Experience: B-

Norbert was very accurate, and did not make a lot of mistakes. We found the Chrome Browser plugin was a nice (1st screenshot), but a little clunky at times. It seemed to have a few bugs in the User Interface. As a result, we switched over to their web application (2nd screenshot) which seemed a bit easier to use. The only tradeoff with Norber is that it took more time to find an email address. When compared with Clearbit Connect and Hunter, which were pretty much instant, it took up to several minutes at times to return a result. We didn’t mind this that much though, as we were playing the role of a B2B sales person. Queuing up searches in another top didn’t disrupt our workflow.

The other thing we didn’t like with Norbert is that it charged a credit for each request we made. Since Norbert either returned an incorrect result or no result at all 31% of the time, that means that 31% of the time you’ll get charged a credit and get no value in return. If you’re using the free version, it only gives you 50 email credits for one-time usage. Unlike Clearbit Connect and Hunter, the credits don’t reset every month. Once you’ve used your credits – you’re done, and you need to go for the paid plan. Fortunately, the paid plan is very affordable.

All things considered, the experience, the accuracy, low error rate, and cost per credit put Norbert in second place. Going for a paid plan here is worth considering as part of your prospecting stack.

Using the Norbert Chrome Plugin

Using the Norbert Web App

3rd Place: Hunter

  • Price: A+ (Free), A+ (Paid)
  • Quality: B+
  • User Experience: B+

Hunter was also a nice tool for finding an email address. We didn’t like using the Chrome Browser plugin as we found ourselves using double credits most of the time. It would search for the company details when we put in the domain, charging a credit, then when we put in the person’s name it charged a second credit. Instead, we switched over to the web version. In the screenshots below we show how you put in the domain name and name of the person you’re looking for. Here’s why we liked Hunter:

  1. It returned results almost instantly. Unlike Norbert, there was no waiting.
  2. Cost was very competitive. They were the 2nd least expensive solution out of all seven providers we analyzed.
  3. It returned the most number of accurate emails (tied at 69% with Norbert).
  4. It also scrapes the web, and shows exactly where the email address was found. That gave us added confidence in the results.
  5. It also showed a verification symbol, see the green icon below. This also gave us a confidence boost.

Based on quality, user experience, and price, Hunter was a close 2nd. The only reason why it came in third is because of the higher number of inaccurate emails that it returned.  It was 6% more inaccurate than Norbert, and 12% more inaccurate than Clearbit. You can’t beat the price per email though!

Using Hunter

My $876 B2B Email Finder Stack

Since our study was based on a B2B sales person researching email addresses, we wanted to make sure we have the right tools in our prospecting stack for finding an email address. We also have a budget to use as part of our sales enablement plan. Each of the top three tools offer free credits. However, if that’s not sustainable and you need a good set of tools to use for B2B marketing do the following:

  1. Use the free version of Clearbit Connect to generate 100 new email addresses in a month. The paid version will set you back $6K in a year. That’s a bit rich for our blood, so the free version did the trick.
  2. Buy a Norbert account. It’s gives you 50 free credits. However, a subscription is very affordable and worth the investment. At the time of this analysis, and annual subscription was $468.
  3. Buy a Hunter account. You could use the free version and get 100 emails per month; however, similar to Norbert, it’s very affordable and worth the investment. At the time of this analysis, and annual subscription was $408.

For $876 a year, I’d feel comfortable going to my boss and asking him/her for the money. Assuming you used each of the three tools above for your stack, you’ll be able to find about 12,000 email addresses in a year. That’s 1,000 correct emails in a month. That’s more than enough for a single person. Depending on your individual capacity and your approach to B2B sales; this solution could cover one to 20 B2B sales reps. The bottom line is that your cost per lead (CPL) is $.073. That’s less than a dime for a prospect! Compare that CPL to the CPL of other sources, such as paid search, trade shows, etc. Sure – you can argue that other channels are more qualified prospects, but you can’t beat the cost as long as you work your leads.

Pro tip: Use Lead Liaison’s Rhythms to feed your new prospects into a step by step sales plan so you can stay ultra-organized and be efficient with your prospecting.

In conclusion, whether you’re looking for a free stack or a B2B sales stack to find email addresses, you can’t go wrong with the aforementioned tools. We hope this study is helpful and gives you the answer to how to find email addresses.

How to Create Lead Nurturing Content That Actually Works

Content marketing has a strategy problem. Research from the Content Marketing Institute found that only 41% of content marketers always or frequently produce assets related to specific points in the buyer’s journey. This stat is startling because it means nearly 60% of content is produced with only vague regard for where it fits in the buyer’s journey.

So questions like, “Is this content relevant to your audience?” or “Will this material help people make more informed decisions or overcome their challenges?” simply aren’t being considered often enough. These questions are cornerstones of any decent marketing strategy, so if you’re not using them to align your content to the customer journey, how do you expect to nudge people closer to making a purchase?

Why You Should Develop Lead Nurturing Content

Relevancy is a moving target. What people find interesting when they first interact with your brand will change as their understanding grows. As buyers move closer to making a decision, the questions they’re asking change. This is process is referred to as the customer journey, because the information needs of the customer change over time.

In fact, research by Aberdeen found targeting users with content related to where they are in the buying cycle resulted in a 72% increase in conversions. Your goal as a content marketer must be to supply the best answers to the questions your audience is asking at any given stage of the journey. If you can manage that on a consistent basis, you’ll establish your brand as a trustworthy source of information.

And once it’s time for the customer to choose a solution, your organization will be in prime position because of the trust you’ve built with your audience. This is lead nurturing in a nutshell. And it’s critical for producing revenue because the vast majority of people who come to your website are not ready to buy from you. But if you maintain a relationship with your audience through email and retargeting campaigns, you can nudge them closer to making a purchasing decision. That’s why nurturing leads produces, on average, 20% more sales opportunities.

But you can’t nurture leads without content. And to do that, you have to understand the series of stages buyers go through in the customer journey.

The 5 Stages of Buyer Awareness (and the Content You Need for Each One)

A lot of people would like you to think the buyer’s journey is a recent phenomenon. And while it may have changed in the internet age, the concept of buyers moving through a series of information gathering stages before buying something is nothing new.  Way back in 1966, the legendary copywriter Eugene Schwartz classified the five stages of awareness buyers travel through before making a decision. These stages are:

  1. Unaware
  2. Problem-Aware
  3. Solution-Aware
  4. Product-Aware
  5. Most Aware

Schwartz theorized that the primary reason marketing failed was because it’s not aligned to the stage of awareness of the audience. Here’s a deeper look at each stage Schwartz outlined in his book Breakthrough Advertising:

1: Unaware

In this stage, the customer has no knowledge of your company or even that they have a problem that needs solving. Content for this stage of the customer journey doesn’t need to focus on selling your product or service. Typically, this type of content will be something more newsworthy, like industry research results or a narrative piece.

Types of content to create at this stage:

  • Infographics
  • Industry research
  • Human interest stories
  • Event recaps

For example, Atlassian wrote a story about 500 of their employees working from home for a week. Atlassian sells project management software, so this is article is only marginally related to their product.

Your main goal at this point is just to attract people to your site who have an interest in your industry. Atlassian’s article does a nice job of mixing a human interest story with a subject that potential customers would be interested in. If the content is good, people will come back for more.

2: Problem-Aware

When someone is Problem Aware, they grasp there is a problem, either in their personal lives or in their business. They don’t necessarily understand how to solve that problem, but they do want to learn more. Content at this stage should speak directly to problems your company solves without overselling your organization. At this point, the goal is to provide value without asking for anything in return.

This phase is the crux of building trust between you and your audience. You need to convince people you understand their problems, and explain how they can solve them.  

Types of content to create at this stage:

  • Industry best practices
  • Thought leadership
  • “Why” posts that explain why industry problems occur

Contently uses the Content Marketing Institute’s annual event as a starting point for Problem Aware content. This article analyzes three big problems that are affecting Contently’s target market, i.e., content marketing managers. This type of industry analysis draws in marketers who are concerned about their content strategy and positions Contently as a trustworthy voice in the market. The post doesn’t mention Contently’s solution at all. Rather it simply provides education about problems that are relevant to readers.

3: Solution-Aware

Once someone decides their problems are pressing enough to fix, they move to the next stage, Solution Aware. In this stage of the customer journey, your audience is looking for solutions to fix their problem. This, my friends, is the first real time when it makes sense to emphasize the value of your solution in your content.

Now, the approach shouldn’t be to pontificate about your product specifically, but rather about the type of solution you’re selling.

Types of content to create at this stage:

  • Content that explains the benefits of your type of solution
  • “How x company achieved x” content that emphasizes your type of solution
  • ROI calculators

This Apptentive post listing reasons why you need a customer feedback system is a perfect example. The post begins by acknowledging where readers are at in the customer journey: “By now, marketers and product owners understand the importance of listening to their customers.” The writer knows the audience understands their problems, i.e, they need to listen to their customers. Now, she has to convince readers that a customer feedback platform is the right solution to that problem.

Product-Aware

When someone is Product Aware, they are considering specific products that are solutions to their problems. Finally, this is the time to put your company front and center.

Types of content to create at this stage:

  • Case studies
  • Comparison posts between you and your competitors
  • Testimonial videos

Your biggest consideration here is less about strategy — it’s probably not a surprise that you need case studies to persuade people — but rather how you execute it. Instead of gating their case studies behind forms, Appcues publishes blog posts that detail how companies have succeeded with their product.

The difference between good content and mediocre work at this stage is the detail with which you describe how your product helps people. The more specific you can be about how your product works to deliver value, the better.

Most Aware

Most Aware prospects are familiar with your product and the value it delivers. They just need an incentive to act.

Types of content to create at this stage:

  • Free trials (for product companies)
  • Free assessments (for service companies)
  • Limited time offers

Klientboost utilizes it a free proposal to convert people who are Most Aware. The process contains multiple steps, with each screen emphasizing the value of your free proposal. Once someone converts with this piece of content, they’re basically knocking on your sales team’s front door. In fact, I bet discussing this free proposal is the first step in Klientboost’s sales process.

The key to creating this type of content is to compel people to act in the moment. Your offer should reflect the immediate benefits your audience will experience.

Conclusion

Lead nurturing isn’t easy. You have to understand what questions your audience is asking at each stage of their journey. Then you have to create the right content that speaks to each of those needs. Then you have to plot automation campaigns to deliver the content at the right time (a subject we’re barely covered in this post).

The fuel for your lead nurturing machine is content. And if you don’t have the right content, you’re letting customers slip through your grasp.

Bio: Zach is the Director of Content at DePalma Studios, an agency that specializes in enterprise UX. Zach’s work has been featured in Entrepreneur, Invision, and ConversionXL.

Enhancement Roundup – Q4 2018

The last quarter of 2018 was big for event lead management. We also snuck in an incredible update to our landing page builder. Read below to learn about all of the enhancements we released this last quarter.

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!

License: Lead Management Automation (LMA)™

  • Landing Page Builder (Beta): We’ve completely resurfaced it, making it easier than ever to create campaign-specific landing pages.

License: GoExhibit!™

  • Events Dashboard: Our new events dashboard allows users to track their events from a high level. Track things like:
    • Cost per prospect
    • Who captured the most leads
    • Average engagement score
  • Custom Content Blocks & Themes: Customers are now able to further customize their booth experience! Custom content blocks can be added to event lead capture forms. Here are a few examples:
    • Add your logo to the top of the form.
    • Add a quick, flashy video to your form to catch the attention of booth visitors.
    • Add a map showing your company’s location.
    • You also now have the ability to edit the color palette/theme to match YOUR brand!
  • Badges: Lead Liaison now provides the ability to create and print your own badges for companies running their own events. The badge system integrates with Avery, a leading manufacturer of labels/badges.
  • Registration/Check-In: Lead Liaison provides a check-in and registration system for clients who need to manage their own marketing events. This feature provides a customizable check-in and registration portal and works seamlessly with Lead Liaison Badges.
  • Instructions: Lead Liaison now gives companies the ability to add custom Instructions within a designated form/event. Use the Instructions area to provide all the information that the event manager might need their team to do to set up, for example. Add:
    • Text
    • HTML content (like videos, links, etc.)

 

Interested in the solutions you see here?

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

Lead Liaison Press Release

Lead Liaison Announces Next Iteration of Event Lead Management, GoExhibit!™

Dallas, Texas – Lead Liaison first launched their event lead capture solution, GoCapture!™, in October of 2017. They have rapidly become the global leader in event lead management. Today, they announce the next iteration of their solution, GoExhibit!™, which includes advances in customization, event creation workflow, enterprise-level ROI reporting, registration, check-in, upcoming Windows support, and more.

The company, known worldwide for their marketing and sales automation solutions, has been hyper-focused on supporting live marketing events over the last year. They started by answering the need for a better, more efficient way to capture leads. Antiquated badge scanners and arbitrary lead collection apps weren’t giving enterprise businesses everything they needed.

Lead Liaison designed a single solution that manages pre-event communication and preparation, onsite event lead capture, and intelligent post-event follow-up. The updates announced this week further distance GoExhibit!™ from competing solutions.

The enhancements allow companies to customize the lead capture experience with brand colors, logos, other custom content such as explainer videos or maps. Furthermore, GoExhibit!™ now provides enterprise-level reporting. The Events Dashboard allows users to track their events and measure ROI. Example data points include average cost per lead (CPL), revenue generated, return on investment, post-event engagement activity, and more.

GoExhibit!™ isn’t just for exhibitors. The solution also supports companies running their own events with a customizable check-in and registration system. An integration with Avery, announced last month, allows companies to customize and print badges in real-time, or prior to an event.

The GoCapture!™ app is compatible with iOS and Android smartphones and tablets with Windows support right around the corner. GoExhibit!™ integrates with all major CRMs (Salesforce, Microsoft Dynamics, etc.), marketing automation platforms (HubSpot, Eloqua, Salesforce.com Marketing Cloud, etc.), analytics solutions (Domo, Revelation™, etc), and lead retrieval providers (Cvent, Experient, etc.).

To commemorate the release, Lead Liaison collected a host of resources for businesses interested in implementing this show-stopping solution. The Event Lead Management Kit contains many educational resources, including a detailed presentation of the features GoExhibit!™ has to offer.

To learn more about Lead Liaison’s event lead management solution, GoExhibit!™, click here.

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that helps businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of marketing automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and additional website engagement tools to boost sales effectiveness. Lead Liaison blends ease-of-use, a flexible business model, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality, all specifically tailored for mid-sized businesses, into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Dallas, Texas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

Lead Liaison Press Release

Lead Liaison and Avery to Complement Event Lead Capture Solution

Dallas, Texas – Lead Liaison announces a relationship with Avery, the leading manufacturer of labels and badges. Known for their enterprise marketing and sales software, Lead Liaison is answering a significant need in the trade show industry as it relates to fully-integrated lead capture. The company launched an event lead management solution earlier this year, called GoExhibit!™, which is powered by their lead capture app, GoCapture!™.

GoExhibit!™ provides businesses with an end-to-end event lead management solution. Companies can use GoExhibit!™ to manage all pre-event communication, efficiently capture leads onsite, instantly sync data, and trigger post-event follow-up. What’s more, companies managing their own events can utilize GoExhibit!™’s registration and check-in feature, which integrates seamlessly with a badge solution powered by Avery.

“We are excited to work with Lead Liaison,” says Customer Success Manager, Brenda Dillon. “This is a perfect use case for Avery labels and badges. We are excited about the opportunity to further support businesses running their own marketing events. Lead Liaison automates the clerical work and helps put the final solution in the hands of the customer faster and more efficiently.”

Customer Success Manager at Lead Liaison, Ryan Schefke, adds “integrating Avery’s badge-making software was the right move for our customers. Instead of forking out $50K+ to other lead retrieval companies, we give show providers or companies wanting to run their own marketing event a do-it-yourself, or DIY, event setup. Avery’s badge capabilities are the perfect complement to our check-in, registration, and our barcode scanning app.”

Creating badges in GoExhibit!™ is easy. Badges can be created individually, to work alongside our registration and check-in solution. Or, they can be created in groups. One might need to create and print a Badge Group if they are looking to lay badges out on a table for attendees to pick up when they check in.

Avery can also print the badges on behalf of the company, utilizing their WePrint service.

To learn more about Lead Liaison’s event lead management solution, GoExhibit!™, click here.

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that helps businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of marketing automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and additional website engagement tools to boost sales effectiveness. Lead Liaison blends ease-of-use, a flexible business model, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality, all specifically tailored for mid-sized businesses, into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Dallas, Texas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

About Avery Products Corporation

Avery Products Corporation is the world’s largest supplier of labels, specialty converted media and software solutions to enable short-run digital printing in businesses and homes alongside complementary products sold through distributors and mass market retailers under the Avery® brand. Avery Products Corporation, a division of CCL Industries, is based in Brea, California. For more information about Avery products, visit avery.com.  

Avery and all other Avery brands, product names and codes are trademarks of CCL Industries, Inc. All other company and product names may be trademarks or service marks of their respective owners.

 

Media Contact

Avery Products Corporation

714-674-8500

press@avery.com

21 Questions to Ask Your Event Lead Management Vendor Before Making a Purchase

To download the PDF of this resource, click here

To access our Event Lead Management Kit, which includes this resource, click here

According to Forrester, marketing events such as trade shows and conferences occupy the largest share of B2B marketing budgets at 14%. Choosing the right event lead management solution for lead capture will be the most important decision you make. Before signing a contract, here are 21 important questions to ask your vendor.

1. Does your solution integrate with my CRM, marketing automation platform, and/or analytics platform?

What good is capturing lead information if you don’t accurately save the information and prepare it for follow up? Ensure that your event lead capture/management solution integrates with the technology stack you already have in place. If you don’t have the proper solutions in place, like a CRM or a marketing automation platform, ask your Event Lead Management (ELM) vendor if they offer solutions for that need, as well. Communicating with the registered list of attendees prior to the event, and with the qualified leads after the event, is essential to converting your marketing event efforts into closed business.

2. Does your solution allow for immediate follow-up?

Insidesales.com conducted a study that found 35-50% of sales go to the vendor that responds first. The amount of time that goes by before you take action on your leads is important. Many event lead management solutions require additional, manual steps to follow up with a lead. Some, however, allow companies to instantly sync leads to your system of record so that you can communicate with the Prospect before they’ve even left the conference.

3. Does your solution allow me to respond to new leads via email, text, postcards, letters, and other types of communications?

Make sure you don’t limit the touch points you can send to new leads. According to MarketingProfs.com, 98% of all text messages are opened. Being able to instantly (or even introduce intentional delay) send a text message to new event leads could be vital to your strategy. You might also benefit from sending different types of touchpoints to nurture prospects through their journey.

4. How will you support me?

Some vendors in the ELM industry are headquartered in Europe, while some are in North America. Think about where your events will occur and make sure your vendor can support you. What if you have a problem on a Sunday while you’re setting up for your event on Monday? Will your vendor be there to support you? Are they truly a vendor or a partner?

5. Can I import and merge leads into your event object as if I captured them on the lead capture app?

You might attend some events where you’re collecting leads at your booth, and at the same time you get a CSV file with leads from a speaking session that occurs in parallel. Make sure your vendor can import your CSV file from the speaking session, and most importantly, merge the data with data you might have already collected at the event to avoid duplicates and keep your data clean.

6. Do you have an API for your event data?

Whether now or in the future, you might have a need to pull event data into your custom/third party software. If your vendor provides an API then you’ll be all set for your current/future needs.

7. How accurate are your transcriptions?

Why you should ask it: If the event lead management solution you are considering offers “business card transcription” as an option for lead capture, make sure you investigate a little further. You’ll want to double-check how accurate those transcriptions are.

8. How fast is the turnaround time for transcriptions?

The faster the transcription can happen, the sooner you can respond to your lead. Quick responses are vital. Your provider should be able to turn your transcriptions around quickly, within minutes, without sacrificing accuracy.

9. Do you offer true ROI metrics and allow me to see how much revenue we generated from an event?? Do you connect with the opportunities in my CRM?

Events occupy the largest share of B2B marketing budgets (14%), tracking accurate return on investment is critical. You’ll also need a lot of other key event data to be able to improve your process. Talk to your prospective ELM vendor about the data their solution can report back. Can you track cost per lead? Can you track which sales reps collected the most leads? Can you track post-event engagement? Can you track true ROI percentage, connect to my opportunities in my CRM, and show me revenue figures from my events?

10. Can I customize my lead capture forms? If so, how much? What about creating conditional questions?

Being able to customize your lead capture forms is important because the information a business wants to collect on a lead varies from company to company. You should look for an event lead management solution that allows you to customize the information you collect on the lead capture form.

To take it a step further, talk to your ELM vendor about customizing the look and feel of the form. A truly enterprise-ready solution will enable you to use your specific company colors, logo, explainer videos, etc.

11. Can I customize the invitations sent out to reps? Can I send an email and text message invitation?

Enterprises and large companies have large sales/marketing teams and get lots of email. If invitation emails are standardized, and not clear, you could risk inefficiencies by having your invitation emails deleted or marked as spam by recipients. Your vendor should help you custom your invitations. Also make sure you can send email, text, or both at once, so your invites are successfully received.

12. Do my reps have to log out and log back in to see changes?

Attending an event is stressful. The last thing reps need to deal with is logging out, tracking passwords, etc. to see changes/updates that might be pushed out to the mobile device. Make sure your vendor can push out updates in real-time without requiring people to log out and then back in again.

13. What if my team onsite at the event calls me at the office, explaining that they need to make a change to the event form? Can I make last-minute changes?

No matter how much you prepare for your event, there is a good chance you’ll need to make some last-minute adjustments as the team onsite adjusts to the environment and the audience. Look for an event lead management solution that supports instant updates. You want to be able to make changes to your event form in real time to best support your event staff.

14. Do you have offline mode?

Internet at trade shows and conferences can be spotty and expensive. You want to make sure that the solution you choose will support offline lead capture so you don’t lose a single opportunity.

15. Can I run my own events with the same platform?

If your company hosts its own marketing events, or even if you think it might be a possibility one day, ask your ELM vendor about running your own events. The solution you commit to should offer the option to run event check-in and registration. Bonus points if it supports the ability to print badges based on your registered attendee list.

16. Can you scan NFC badges?

Over time barcodes and QR codes on badges will be obsolete. The code consumes real estate on the badge. The modern way to create a badge is to embed a NFC chip into the badge (think Apple Pay) and hold a NFC-enabled device up to the badge to collect lead info. If your vendor doesn’t support NFC badge scanning then they’re not ready for the future and might not be ready to support you down the road.

17. What does your solution offer, on the back end, to enrich lead data and ensure that everything is up-to-date post event?

Let’s say that your team has a great conversation with an interested buyer. Your team collects their business card to follow up. But, wait! This person’s business cards was printed over a year ago and their phone number has since changed. Look for an ELM service that will enrich data. A superior solution will add key lead data such as gender, age, social presence, affinities/interests, social profile URLs, and much more.

18. Can you help me qualify my leads? Do you provide lead scoring and grading?

Lead qualification will help you differentiate look-alike leads and keep your sales team focused on important leads. Scoring helps measure how engaged a lead is, and grading measures how well they match your ideal buyer criteria.

19. Can you help me distribute my leads and report back to me on which reps are missing any response time requirements we put in place?

You might need to distribute leads based on various criteria, such as geography, names accounts, job titles, and more. You might also be interested in adding SLAs and report back to management for any reps that don’t follow up with your leads in time. Make sure your vendor can support your lead distribution and SLA needs, whether you have them now or are planning for them in the future.

20. If I have a list of registrants, can you help me market to them and/or load them into the app to search for them at my event?

Some providers have communication platforms that can help you reach out to a list of registrants prior to the show and build rich profiles at the same time. If you have registrants, you might also want to search for them on the lead capture app, select them, and pre-fill the form with their information. Make sure your vendor can help you make the most out of your registration lists.

21. Can you track the entire lifecycle of a lead, before and after an event?

Your engagement with a prospect may not start, and hopefully doesn’t stop, at your event. Look for an event lead management solution that can keep all engagement (inbound/outbound) in a timeline in addition to what info was collected when the lead was captured at an event. Examples of that activity are website visits, email link clicks or content downloads.

To set up an appointment to ask our team these questions, click here.

How to Plan for a Successful Automation Strategy

How to plan for marketing automation with a “TOPS” approach? Team, Objectives, Personas, Scenarios

Planning a successful automation strategy shouldn’t be done in a vacuum. It should be methodically planned out and executed only after your plan is created. But how do you start a plan? We came up with an easy acronym to help you. Whether your automation strategy is for sales automation, marketing automation, event automation, or all of the above, all strategies should cover a basic approach (at a minimum). We call this approach the TOPS strategy. If done right, you’ll find yourself at the top.

TOPS stands for Team, Objectives, Personas, and Scenarios. It’s an easy way to remember how to assemble a great automation strategy. Let’s cover each of these points in more detail, starting with Team. Having a great team is important and probably goes without saying. The real point is that you shouldn’t go at it alone. Use other members of your organization to put together your version of a dream team. Your team could include should include at least two of the following: data scientist, marketing person, salesperson, and content creator. Gather your team and let them know you’re trying to plan a successful automation strategy.

Next, identify your objectives. Ask yourself what you’re trying to accomplish. With your team in the room, whiteboard a mind map that identifies your end goals. Are you trying to convert people (collect their information), drive demonstrations of your product, increase awareness, educate, etc. You might want to start with a bunch of different objectives, but keep it simple. I’ve always learned there’s only one way to eat an elephant – and that’s one bite at a time. Pick your one objective, run with it, then rinse and repeat using your automation strategy.

The “P” in TOPS stands for persona. A persona is the type of person you are targeting. This could be an ideal buyer, partner, etc. Come up with criteria for who you’re trying to target/sell to with your strategy. For example, with our business, we commonly target marketing leadership. So the role is marketing, with titles containing “Chief” or “VP”. List out all your criteria with your team. Once you’ve identified the persona, put yourself in their shoes. Empathize a bit. If you were them, what messaging and/or communication would interest you? It’s important not to think like a vendor, but think like a prospect.

Finally, run through different scenarios. Come up with messaging around each scenario. For example, if you were to execute your automation strategy what would trigger it and what would you say to your targeted persona? Let’s begin with a simple one. When someone submits a contact us form, what information do you want to collect on them? Who do you want the lead to go to using what criteria? What do you want to respond to the lead with? How do you want to nurture the lead (what will you say to them and for how long?). It’s not uncommon to have 10s of different scenarios you’ll go through. Start with one (remember that elephant), and then tackle the next one.

In summary, remember your TOPS strategy when implementing automation to help scale your sales and marketing. Having a team, objective, persona, and scenario are the four basic steps to go through for any successful automation strategy. Alright, let’s get going. We look forward to seeing you on TOP(S)!

Lead Liaison Press Release

Sales and Marketing Automation Solutions Provider Lead Liaison Celebrates Major Milestone

Dallas, TX – Lead Liaison officially opened for business in November 2013 with a clear vision: to help companies drive revenue by scaling sales and marketing. They made a splash with the introduction of a website visitor tracking solution. A few short months later, a fully integrated marketing automation solution was launched. Over the years, Lead Liaison has grown exponentially with last month marking five years in the industry.

Founder, Ryan Schefke, shares why he acted on his vision to create sales and marketing solutions that drive revenue. “I spent 15 years working for organizations, from large to small, that constantly had sales and marketing teams operating in silos. Most of my time was spent in the sales organization. I always wanted more leads, better quality leads, and software that could help me and my team do our jobs better.”

“I couldn’t handle the constant differences between sales and marketing teams and had to take action,” Schefke continues. “We first created a website visitor tracking solution because it’s an essential component that all businesses should have to support their sales and marketing. It’s the only way to close the loop on inbound and outbound activities as it ties it all together. We’ve evolved to be much more than that. When I reflect back over these five years on our progress, I’m blown away by the breadth of our portfolio and the number of businesses that have sought out our help to take them to the next level. We’re helping marketing teams, sales teams, and more importantly, we are helping both of them work better together – that’s the ultimate goal.”

From the beginning, Lead Liaison has focused on building a suite of solutions for marketing and sales teams. Last year they launched an event lead management solution, GoExhibit!™, which integrates seamlessly with almost any CRM or marketing automation platform – including their own marketing automation platform called Lead Management Automation (LMA)™ and their own CRM, aptly named OneFocus™. They’ve taken the market by storm, quickly becoming a leader in event lead management.

“Our focus on events started in October 2017 with our lead capture app, GoCapture!™. We’ve gone on to develop an end-to-end Event Lead Management (ELM) solution called GoExhibit!™, which is powered by our original app,” says Sam Darrell, VP Product Management at Lead Liaison. “We already provide incredible value to sales and marketing teams. Our enterprise customers were asking us for a solution that could replace antiquated badge scanners and poor quality OCR apps, while also integrating instantly with all other marketing and sales efforts.”

Also in recent months, Lead Liaison enabled advanced security features to support evolving online privacy regulations, such as the General Data Protection Regulation (GDPR). Their Sales Enablement solution debuted in December 2017.

Lead Liaison has not wavered in their core values of simplicity, personalized and intimate support, and flexibility. Clients continue to benefit from this clear focus, and that is represented in top ratings on esteemed software review sites such as Capterra and G2 Crowd. The company is forecasting 2018 revenue growth to be double that of 2017, another indicator of stability and growth for a company that plans to be a force in the sales and marketing automation industry for years to come.

To learn more about Lead Liaison’s innovative solutions, visit leadliaison.com.   

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that helps businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of marketing automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and additional website engagement tools to boost sales effectiveness. Lead Liaison blends ease-of-use, a flexible business model, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality, all specifically tailored for mid-sized businesses, into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Dallas, Texas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

event lead management

Creative Uses for Lead Capture

Download the PDF here!

To access our Event Lead Management Kit, which includes this resource, click here

Businesses can use Lead Liaison’s GoExhibit!™ in many ways – it’s not just for trade shows! GoExhibit!™ is an event lead management solution, powered by a slick mobile app, aptly named GoCapture!™. If you’re using an event lead management solution like ours, this article will help you explore the other ways you can use the system and/or mobile app to capture leads. We’ve rounded up seven creative uses for event lead capture using our system.

Everyday Lead Capture

Let’s say you are a salesperson running into a meeting with a client at their office. In the elevator on the way up to your appointment, you meet someone that might benefit from your service or solution. You grab their business card and hope to A) not lose it, and B) remember to enter the information into your CRM later. Or, you could open GoCapture!™ on your mobile device, quickly take a picture of the business card, have it automatically transcribed, and sync it with your CRM. Problem solved!

Corporate Event

Does your company host, or attend, corporate events or conferences? Use the power of GoExhibit!™ to collect lead information in a streamlined, unobtrusive way. The system also includes options to create your own custom badges with QR codes. A customized registration and check-in portal can be used at the front door to help manage attendance.

Trade Shows

Exhibiting at an industry trade show? Forget those antiquated badge scanners and opt for end-to-end event lead management. Use GoExhibit!™ to announce your attendance at the event via marketing emails, social media, and more. Go a step further and use complementary marketing services that integrate with GoExhibit!™ to book demos/meetings at the trade show. Then, have your team use the GoCapture!™ app at the trade show to collect lead information via badge scan, business card transcription, attendee list search, or manual form fill.

Lead Kiosks

Speaking of trade shows, another way to encourage excitement with potential prospects about your service or solution is to set up individual kiosks at your booth that allows visitors to fill out their information if they are interested.

Experiential Marketing

Instead of a table, a sign, and a person – create an experience at your booth. Your experience should engage the prospect in some way. Consider these 20 examples of experiential marketing to get your creative juices flowing. Be smart about setting up the experience though. When people engage, capture their information. GoCapture!™ can be configured to display custom content, such as videos, text, maps, and more to perfectly pair with your experiential display.

Product Showcase

Consider setting up your booth with individual solution areas. Each area could showcase specific solutions. Have each solution on display with a tablet sitting next to it. The tablet could run a purpose-built lead capture form that has an explainer video embedded into it. This approach helps you tailor the experience to specific solutions and results in higher lead conversion rates.

Sales Qualification

One aspect of GoExhibit!™ is lead qualification. Lead Liaison uses a system of scoring and grading to qualify leads. Have your sales team use GoCapture!™ as the primary method to get new leads into your system. Set up automated processes around each new lead that qualifies them. For example, give all CMOs captured with GoCapture!™ a grade increase from C (default you might set) to B. And, if the person is located in the USA then increase their grade another level, to A. On the backend, administrators can filter out ideal buyers captured anywhere, anytime, by your sales force using GoCapture!™.

Check-In System

If you host your own marketing events, then using GoExhibit!™ should be a no-brainer. With the ability to create custom badges ahead of time or on the fly, sign people in at the front desk, or register new attendees, your team can streamline the check-in process across all of your events. Leads are readily available after the event, in GoExhibit!™, for export or further processing. Statistics on attendance and return on investment (ROI) for your event is visible in the GoExhibit!™ dashboard.

 

To learn more about GoExhibit!™, request a free, customized demonstration here.