Lead Liaison

How Does Digital Marketing Impact Your Ability to Build Your Brand Awareness?

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digital marketingDigital marketing has leveled the playing field for companies of any size to build awareness.  Unfortunately, it has created some unique challenges as well.  Whereas an established brand may have carried value for years (or even decades) with traditional media; brands may become stale or erode in a matter of months in the new media environment.

Taking a quick SWAT analysis of branding in a digital environment, we can quickly identify the following opportunities and challenges:

Strengths of Digital Marketing:  There’s a low cost/ease of entry. And, you have the ability to reach the world in one “market.”

Weakness: Your competition can create a lot of noise. New entrants can continually challenge your brand position.

Opportunity: A sustained/successful approach to digital branding will generate an influx of qualified leads. Converting such leads should cost a fraction of the cost of traditional media, and traditional sales efforts. The world can become your marketplace!

Threat:  If your competitor has a head start on you, it’s hard to catch up to their brand.  The greater their lead, the harder it is to overtake their position. Many companies have solutions that can out-compete their competition at every level, but lose opportunities because of their failure to win the branding war.

So What is the Solution?

Each solution is going to be unique to the company that is being advised.  What we do know is that nearly 100% of all purchases over $100 will result in some sort of online investigation by the decision maker and influencers.  As such, it is important to build your brand with a balanced approach of attraction (ex: PPC/SEO, retargeting, proactive outreach, etc), listening (visitor tracking, data intelligence, surveys, etc),  relevant communications/education (targeted email, direct mail, videos, etc), and execution (sales calls, relevant calls to action) and remarketing (effectively supporting and upselling to your existing list of fans and customers).

If you are interested in learning more about how you could build your brand,  Lead Liaison is currently offering a free brand analysis to all interested parties.  Simply click here to talk to someone about our process and to enroll in the program.

 

Lead Liaison

The Qualities of a Good Salesperson

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salesmanIf you work in sales, you want to be the best salesperson possible. In order for that to happen, you have to know the qualities of a good salesperson. Then, you’ll need to work on those qualities so you can boost your sales.

Helpful Instead of Pushy

Some salespeople believe that if they push products and services, their customers will bite. Pushiness doesn’t sell, though. Helpfulness does.

You need to believe that your products have features that will help the customer. Then, you can provide insight that will help the customer make a decision.

Charismatic

Anyone can learn about a product’s features, but only charismatic salespeople can connect with customers. When salespeople are charismatic and likable, the products almost sell themselves. Sure, the salespeople still have to do some work, but customers actually want to buy from them because they like them.

Resilient

It doesn’t matter how skilled a salesperson is. He or she is going to suffer quite a bit of rejection over the years. Some people can’t handle the rejection. They lose faith in themselves and become less effective. A good salesperson is resilient and bounces back after a rejection. That is necessary in the sales world.

Ability to Take Initiative

Good salespeople take action when action is needed. They don’t sit back, waiting for something to happen. Instead, they make things happen with their ability to take initiative. If you find yourself sitting on the sidelines, it’s time to get involved. You can’t be successful unless you learn how to take initiative.

Coachable

Coachable people are willing to learn and adapt. They take a suggestion and incorporate it without any fuss. This allows salespeople to adapt to various systems and requirements. If you’re a lone wolf, you will have a hard time excelling in different environments.

All salespeople want to meet and exceed quotas and earn a nice commission. The best way to do that is to continually refine your process, be aware of your strengths, and work on the things that you aren’t so good at.

Interested in getting even more support as a salesperson? Click here!

Lead Liaison

Building a Brand Strategy

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Do Not SurrenderFive or six years ago, John’s company was already spending money on things like SEO/PPC/Adwords and other affiliate programs to drive people to his website. The website was beautiful, informative and ahead of it’s time.  The results however, were abysmal.  The company had failed to develop a strong brand message and image.

Then something changed.  The company started to develop relationships through on-going content that consistently told a story, tone, and image.  People started to equate their messaging as the gold standard in the industry. Within a couple of years, people would call John and feel honored just to be able to talk with him.  Just a couple years before, these same people wouldn’t even call him back! So, what changed? Simple: He applied a brand that others were aware of, trusted, and would be top of mind when a need arose.

Oftentimes, companies assume that they are not ready to use marketing automation or brand strategy until they fix their website, improve their traffic issues, or develop an SEO /PPC/Adwords/Retargeting strategy. The reality is that your company cannot afford to wait a single day when it comes to building your brand reputation.  Each day that you wait is a day in which you raise the white flag of surrender to your competitors in the battle for the mindshare of your prospects.

Remember this:  You can have an effective marketing automation/branding approach without a website… but you can’t have an effective website without a successful and sustainable branding message.

Interested in learning more about how you can build a brand strategy with marketing automation?

Get a Demo

 

 

Lead Liaison

Lead Liaison and Citrix’ GoToWebinar Join Forces

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GoToWebinar by CitrixWebinars can be one of your company’s most powerful marketing channels. It is nutritional content that is relevant, up-to-date, and interactive. You have the ability to connect with many clients at once, using one powerful marketing platform. What could be more efficient than that? Lead Liaison chose GoToWebinar because the user experience is very similar to Citrix’ GoToMeeting platform. As of July 2016, a little over 1 out of every 4 companies using webinar solutions in some capacity use GoToWebinar. This means the majority of a user’s audience will be familiar with GoToWebinar, making it easier for them to join and participate in your event.

Lead Liaison combines automation with webinar-planning. Users manage details of the event by incorporating data from Prospects’ information and behavior with its powerful tools, such as landing pages, forms, emails, postcards, gifts, print material, etc.

What’s more, Lead Liaison’s marketing automation platform is responsive to the actions of the participants, much like any other event held using the capabilities of Lead Liaison. Brooke Barnes, Marketing Specialist at Select Energy Services, explains how the software helped her manage their most recent event,  “after we sent [our] invitation, based on how the recipients acted – if they opened it, or if they hit RSVP, or if they had a question – we were able to send follow-up emails based on the information that they needed. I would definitely recommend Lead Liaison to any business that has marketing and sales needs. It is so essential to have a single platform where you can manage all of your marketing communication, all of your content creation, get reports for your ROI, and align your marketing and sales team better. ”

Happy clients aren’t the only ones excited about our advanced integrations. Daniel Waas, Director of Marketing, GoToWebinar at Citrix, says, “Lead Liaison has built a thorough integration with GoToWebinar. Connecting the two platforms provides marketers with a great deal of flexibility in matching webinar content to the right audience through smart segmentation, in personalizing email invitations and follow-up emails to maximize attendance and in scoring leads based on their engagement.”

The ultra-supportive marketing automation company, Lead Liaison, prides themselves on the level of responsiveness and guidance they provide to their users. As a part of their growing Resources Library, they recently released a content-rich white paper titled How to Run a Webinar. This publication thoroughly defines what it takes to make each webinar a success, from defining the webinar guest list and registration process utilizing add-to-calendar features, to sending post-webinar communication to participants.

Imagine being able to manage the webinar process from the moment you send the invitation, through follow-ups and reminder emails, to hosting and then thanking participants, while capturing and calculating important data (such as Lead Score) all within the same application. It’s possible with Lead Liaison’s integration with GoToWebinar.

About Citrix

Citrix (NASDAQ:CTXS) aims to power a world where people, organizations and things are securely connected and accessible to make the extraordinary possible. Its technology makes the world’s apps and data secure and easy to access, empowering people to work anywhere and at any time. Citrix provides a complete and integrated portfolio of Workspace-as-a-Service, application delivery, virtualization, mobility, network delivery and file sharing solutions that enables IT to ensure critical systems are securely available to users via the cloud or on-premise and across any device or platform. With annual revenue in 2015 of $3.28 billion, Citrix solutions are in use by more than 400,000 organizations and over 100 million users globally. Learn more at www.citrix.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 Allen, Texas, near Dallas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

Lead Liaison

After the Pitch: How Visitor Tracking Helps Sales Teams Follow-Up

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inside informationIn the old days, companies pitched prospects and then had to wait and wonder if the prospects were going to bite. Now, you can follow your prospect’s every move once the pitch is over. With the help of visitor tracking, you can see how your prospects interact with your site. This provides invaluable information once a pitch is over.

Get Inside of Their Heads

Visitor tracking allows you to act as a mind reader after you’ve made your sales pitch. You know what you presented to the prospect, and now you can see if it sunk in. You can see if the prospect is reading up on information that you talked about during the presentation. For instance, if you find the prospect reading up on a product that you pitched, you know he or she is interested but wants to learn more. The prospect is still in the research phase and deciding if he or she should pull the trigger.

If you see the prospect fixated on your pricing page, you know that the price is the main concern. He or she might need a special offer to take action. Maybe you see that they are looking at another one of your products a little more closely. Dropping an email asking if they need more information on your other products might be of interest to them now.

Determine What the Pitch Lacked

No matter how prepared you are, even the best pitch often lacks something. You might see what yours lacked through tracking them on your website. For instance, as mentioned above, you might find your prospect checking out different types of services. He or she might be interested in something else entirely so you will need to shift your focus. By understanding what your pitch lacked, you can make adjustments when you follow up with the prospect.

Decide When to Follow Up

When you track your prospects, you also know when to follow up. You can use various lead scoring techniques to determine when the prospect is ready to take action. Then, you just need a well-timed follow-up call to reel them in.

If you’re interested in converting your prospects to customers, visitor tracking is an important asset to have in your marketing arsenal. The more you know about your prospects, the easier it is to convert them. With marketing automation, you can speak their language and give them what they want.

Interested in a demo of Lead Liaison’s Visitor Tracking product, ProspectVision™? Click here!

 

Lead Liaison

Why Your Marketing Automation Company Should Play Well With Others

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Plays Well with OthersWhen you’re a kid, adults constantly remind you that it’s important that you play well with others. That lesson is important on into adulthood – people don’t like someone who is difficult to work with. This concept is also an important characteristic of your marketing automation platform. Ideally, you would want to do most of your marketing and sales work within your marketing automation platform (like sending emails, creating web forms, etc.). But what happens when you have a separate platform that you are required to use outside of your marketing automation system? Don’t let that work be lost or untrackable.

As a company who listens to it’s users, Lead Liaison prides itself on being flexible and adapting to current and relevant needs. We know that one of the most important integrations is the communication with your Client Relationship Manager (CRM). That’s why we integrate with many CRMs – our Salesforce integration being the most powerful. We also integrate with Microsoft Dynamics, Insightly, Base, and many more!

What about emails? We’ve got that covered – and then some. If you’re not going to be using our super-easy Email Marketing Tools (you really should, though!), we integrate with many email platforms. We also have built-in capabilities to track and provide real-time browser notifications for emails sent through Google Chrome (Gmail) or Outlook via our Send & Track feature.

CRMs and Email platforms are two very important areas of integration. But that’s certainly not all that we offer. Social media platforms, productivity tools, video hosting sites, payment gateways…you name it. We’ve got it covered. To see a full list of our integrations, click here.

To see our Press Release regarding Integrations, click here.

Interested in getting a demo of these powerful integrations? Click here.

Lead Liaison

Lead Liaison Debuts Integrations Marketplace

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One of the most vital parts of a marketing automation partner is their level of integration with other key platforms in the marketplace. Lead Liaison realizes the importance of this, and has built a robust list of integrations. From CRMs to Social to Tools and Productivity, their robust marketing automation suite has it all covered. Lead Liaison integrates with over 400 3rd-party applications. In addition to native integrations, their full-featured API and Zap offer additional ways to connect the system’s capabilities to other applications and create personalized integrations. Their fully extensible sales and marketing system can be tailored to the needs of businesses of all sizes.

CRMs

It’s important to have a company’s CRM, the central hub for contacts, accounts, and opportunities, and marketing automation suite communicate with each other. Lead Liaison’s levels of communication go deep with Customer Relationship Management tools like Salesforce and Pipedrive. Powerful integrations also include Base, Insightly, Microsoft Dynamics, ConnectWise, Zoho CRM, and more!

Marketing and Communication

What if users had the ability to track opens, clickthroughs, and subsequent website activity from individual, one-to-one emails? Lead Liaison has built-in capabilities to track and provide real-time browser notifications with emails sent through Google Chrome (Gmail) and Outlook with Send & Track. And, although Lead Liaison provides an easy-to-use email builder right within their application, they also understand the need to integrate with other email providers like MailChimp, Constant Contact, and more.

Social

In today’s world, social media is an important piece of marketing and sales. But, managing several platforms can get confusing and time-consuming. Lead Liaison offers the ability to post to platforms like Twitter, Facebook, and LinkedIn with the push of one button. In addition to that, the marketing automation suite uses thousands of social data points from over 100 different social networks to enrich profile records. This gives more insight for sales, and helps marketers better target and retarget their database.

Tools and Productivity

GoToWebinar, Google AdWords, Google Analytics, ZoomInfo, and WordPress are some of the more well-known productivity tools that Lead Liaison connects to. They also connect to 28+ payment gateways, making it easier for companies like nonprofits or other B2C companies to make financial transactions without leaving their “home base”.

“We’re excited to showcase these powerful integrations, because it exposes just how seamless everything can be for our users. Removing friction from our user experience makes it easy to get things done. And don’t we all want more ways to make our jobs easier and more efficient?” – Jen Worsham, Director of Marketing

In addition to the multiple, natively integrated solutions on the integrations page, Lead Liaison offers the ability to connect with over 400 third party applications utilizing the powers of Zapier.

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 Allen, Texas, near Dallas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

 

Lead Liaison

Being Prepared in a Marketing Automation Demo: Finding a Partner

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This is the second post in the series Being Prepared in a Marketing Automation Demo. 

Being Prepared in a Demo

One of the most important questions you can ask in a marketing automation demo is, “What processes does your company have in place to make our relationship feel more like what it should be: a partnership?” Once you ask the question, there are three things you need to look for in the answer. That will let you know if the company will truly partner with you.

Support Staff

Excellent support is a key to creating a partnership. The support should be readily accessible when needed and easy to access. Features like live chat make it easy to reach the support team. Support should begin as soon as you get the software. You will need help with training and implementation in order to get the most out of the software. Then, the support should continue for as long as you hold a license.

Explore Your Goals Together

Partners also explore goals together. If you team up with a marketing automation company, you should be able to go over your goals, such as increasing your conversions or improving your lead scoring system to make it easier for your sales team. When you go over these goals with a marketing automation company, it is much easier for you to reach them. The company is able to configure the software to help you reach all of the goals you have set forth. Then, once you reach your goals, you can discuss new goals with your partner.

Your Own “Client Happiness Manager”

Companies that have a “Client Happiness Manager” go the extra mile in regards to forming partnerships with their clients. The manager touches base with you on a regular basis to make sure you are achieving your goals. If you aren’t, the manager discusses options to help you get on track. This type of one-on-one attention is essential if you’re going to be a partner in the process.

Forming partnerships is key to having success with marketing automation software. Your partner will keep you on track and help you achieve everything that you want to accomplish with the software. Be sure to ask this question during your next demo so you will know if the company is the right choice for you.

Interested in putting your questions to the test?

Request a Demo!

 

Lead Liaison

How to Run a Webinar: Promote the Webinar

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How to Run a Webinar

This is the sixth installment in the series How to Run a Webinar.

You’ve figured out how marketing automation can help you with the entire process. The next step is to promote your webinar!

Promote the Webinar

Don’t rely solely on emails as the gateway to webinar success! Your target database is just one of the ways you can get people to attend your webinar. Think out of the box, get help from companies in your network, and promote the event through other channels. Here are some suggestions to maximize promotion of your event:

  • Issue a Press Release at least two (2) weeks prior to the webinar. Make sure to include a link to your webinar registration landing page (more about that later!) in the Press Release. The Press Release will also give you a little SEO boost on the topic. Here are some tips from a 3rd party on how to write your press release. Here’s an example of a company doing a press release on their webinar.
  • Consider getting help from your partners to announce the webinar to their database and send prospects to the same registration page.
  • Don’t forget to invite your customers!
  • What about your partners. Don’t forget to actually invite them!
  • Hire a list broker who can send out email (through their resources) to drive contacts to the same registration page.
  • Post the webinar on social media. Your marketing automation system should offer a way to schedule posts. Spread out your posts leading up to the event.
  • Create a handful of blog posts on the topic leading up to the event.

In the next installment of How to Run a Webinar, we’ll talk about creating a landing page and “Thank You” page.

Can’t wait to get your hands on the rest of this intuitive guide? Download the full white paper here.

Interested in a demonstration of our robust marketing automation tool?

Click here for a demo!

 

Lead Liaison

Lead Liaison Launches Google AdWords Connector

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Google AdWords

ALLEN, TX

Google AdWords conversion tracking can give users insight into the effectiveness of ad clicks. This is important to see which keywords, ads, or campaigns are best at driving customer activity. But that’s the extent of what Google can provide. What marketers really need is a powerhouse that communicates between AdWords and their CRM, tying the two together to create a comprehensive representation of where money is being well-spent, what their prospects are interested in, and the ability to create actions around their prospect’s AdWords behavior.

Lead Liaison now connects with Google AdWords to help measure, prove and improve marketing ROI through paid search. The Connector pulls in sales and opportunity data from the user’s CRM and ties that in with AdWords data to present a full ROI analysis on AdWords Campaigns and Keywords. Users can now track ad impact from Click to Close!

How It Works

In just a few simple steps, Google AdWords can be connected to Lead Liaison’s Revenue Generation Software®. Campaigns, groups and ads will be imported within minutes. Prospects that first come to a business’s website through an AdWords ad will be automatically tagged within a Google AdWords-specific Lead Liaison Campaign.

Why It’s Valuable

The AdWords integration provides valuable tracking insight to help sales and marketers better understand how a lead originated, what ads they click through, and when deals close – measuring ROI using ad spend automatically imported and updated from Google Analytics. Lead Liaison’s Paid Search reports provide analytics on paid search keywords as well as statistics on Google AdWords campaigns. These statistics can then be tied back to CRM opportunity value and revenue to measure ROI. Lead Liaison also provides a “Last Paid Ad Click” automation filter for AdWords activity, giving users the ability to analyze or re-target prospects around their AdWords activity.

“Lead Liaison’s integration with Google’s marketing services is really helpful. Their recent Google AdWords solution helps us better attribute AdWords campaigns to website activity, and complements their integration with Google Analytics. Nice to see these natively integrated connectors with Google!” – Mike McGrail, Director of Marketing at Administrate

This Connector is the newest in a growing list of enhancements that Lead Liaison pushes out on a regular basis. The accomplished marketing automation company is known for their responsiveness to ever-expanding industry standards. “It’s very important to us to stay ahead of the game,” says Director of Marketing and Client Relations, Jen Worsham. “When we see an opportunity for improvement, we immediately respond. The ability to listen and quickly adapt is what many clients love most about our company, and we’re really proud of that.”

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 Allen, Texas, near Dallas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).