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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.

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 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).

Lead Liaison Press Release

Broadleaf Commerce Chooses Lead Liaison to Execute Sales & Marketing Strategy

Dallas, TX – Broadleaf Commerce provides robust commerce solutions to support enterprise retail brands. They’ve recently been named in Inc. 5000’s List of Fastest-Growing Companies in America for the second year in a row. Their brand is rising to the top, and that’s no accident. The company practices effective and efficient strategies, both internally and externally, in order to compete.

Broadleaf has experience with marketing automation solutions outside of Lead Liaison. Prior to using Lead Liaison’s solutions, they used a competitor for email campaigns, website tracking, and social media. They started looking for an alternative solution that would enable them to do their wholistic prospecting and marketing automation within a single platform. They needed a solution that better aligned their sales and marketing team, with automation tools and the ability to personalize content.

After much research and consideration, Broadleaf Commerce chose Lead Liaison to replace their current marketing automation solution. In the video testimonial released this week, Broadleaf Commerce’s Chief Operating Officer, Brad Buhl, and his team speak to the reasoning behind that decision.

“Lead Liaison helps us have a single platform to look at visitor views into the website and their interaction with us, on a more passive basis,” says Buhl. “We’ve also gone through Sales Enablement with them, so now all of our emails are synced up with Lead Liaison from our sales team. We are able to get a full picture of when a customer comes in the door, what they click on, what they are interested in, and how we personally communicate with them.”

Lead Liaison’s Sales Enablement is one of two cutting-edge solutions the software provider brought to the table over the last year – the other being their innovative event lead management solution. Sales Enablement provides a suite of sales solutions designed to make salespeople’s lives easier.  It provides two-way email sync so reps never have to use Bcc addresses to get content into their CRM, a sales automation functionality called Rhythms to help reps book more meetings, and even more customization options.

From a sales velocity perspective, Lead Liaison’s solutions allow Broadleaf to see when their team starts working with a customer, how long it takes to close and what the steps are to get them closer to close. What’s more, they can zoom out even further and look at the leading indicators for how a lead originated, to getting to the point where the customer reaches out.

“When it comes to content creation and building emails,” says Cassandra Gaston, Marketing Specialist at Broadleaf Commerce, “I’m able to both use the editorial mode but also edit in HTML, which means that I can get as granular as I want to. When it comes to picking the right messaging for a campaign, you need to be able to get that granular.”

Broadleaf Commerce’s account executives also use Lead Liaison’s CRM and Sales Enablement functionality for organization and outreach purposes. Their marketing team uses Lead Liaison’s marketing automation and website visitor tracking solutions to create and distribute relevant and educational content, thus creating meaningful exchanges that build brand awareness. Their leadership team utilizes the reporting and analytics that come standard in Lead Liaison’s software.

“We have five people on our business development team,” say Nick Staargaard, Account Executive at Broadleaf Commerce. “We are competing against organizations that have thousands. By being able to use Lead Liaison in an effective manner, it allows us to compete with those bigger companies and really brings us to the forefront of that competition where we are being recognized by bigger companies now.”

The collaboration between departments gives Broadleaf a lot of insight into their prospects and the kind of information they should be leading with when they make contact.

“In order to do a lot, you have to spend a lot,” says Buhl. “But with Lead Liaison, you can do a lot without having to spend a lot. That’s not only in the price of the software, but it’s in the time that you have to consume in order to get there.”

This video testimonial, plus many more, are available 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).

Leads, Contacts, Accounts, and Prospects – Making Sense of It All When Using CRM and Marketing automation

Let’s talk about CRM objects for a minute. If you look at most major CRMs like Microsoft Dynamics or Salesforce.com, you’ll notice a few different objects: Leads, Contacts, and Accounts. But then look at marketing automation like Lead Liaison and you’ll see one object: Prospects. Does this mean that the two systems are incompatible? Not at all.

This is where Account Based Marketing (ABM) meets Inbound Marketing. You probably use ABM marketing when you’re bringing in new accounts. To get in, you find your suspect (Lead); then, you build a relationship with them and build rapport (Contacts); next, you qualify them by learning about their organization and meeting the key players (Account); eventually, your proposal is out and you have an opportunity in your sales funnel.

Still not seeing the connection? Here it is: at the end of the day, all of these objects represent people.

We use Inbound Marketing to connect with those people and build a personal experience. It’s this kind of relationship building that will get you into those big accounts. That’s how you go from having a list of suspects to a list of Closed-Won opportunities.

Now, let’s look at those CRM objects and learn about marketing to the people behind them.  

Leads

Leads are people that you think might be your entry point to an account. They have the right job title, the right industry, and you think your service could benefit them. However, you don’t really know them yet. Maybe you got their card while cold calling, briefly met them at an event, or even just got their name off a list. It’s going to take some time before you can even think of writing that proposal!

As a marketer, these are the people that will need some love. They might not have even heard of your organization before. You’ve got to create content that will appeal to them and bring them to you. You can’t just rely on sending them an email blast; there’s a good chance they won’t even read it. Create a blog, send them videos, interact on social media. Every different type of content you have is another way to get them to your website.

And if they do make it to your content, how will you know? Luckily, Lead Liaison makes this super easy. Through visitor tracking and our powerful lead qualification tools, you can find out what your Leads are responding to the most.

Contacts

When you’ve finally made a connection with a Lead, it’s time to convert them into a Contact. Contacts have shown at least some interest in your organization, and you know they are a good starting point. Not all of them will be the decision maker either; anyone in B2B sales can tell you that building a good relationship with an influencer will eventually get you to the right people.

It’s time to get personal. You’ve learned more about these people, and you should know what interests them. Stop sending them generic marketing material! For contacts, it’s important to use nurture campaigns that are relevant. Through Lead Management Automation™, you can create personalized content automatically from the prospect owner. It’s a win-win for everyone.

Accounts

Accounts are the actual organizations you’re targeting. Chances are, you’ll be working with more than one contact at the account level. Don’t be fooled though; it’s no less personal here than it was with Leads and Contacts. To be successful in ABM marketing, you’ve got to prove to your Contacts that you know and care about their company. You’ve also got to keep track of the moving parts. Who needs to sign off on the deal, who handles the budget? The Account object gives you a consolidated place to organize that.

Each person in this account needs something different. What’s great is that like Contacts, you can personalize your content through Lead Liaison using attributes like their company, job title, and area of interest just to name a few.

Want to look really cool? Through SiteEngage™, you can create custom rules that change what is displayed on your website! Imagine how awesome it would be if someone from your biggest account visits your site and gets a banner with a special video produced just for them.

Prospects

Like we said before, people are at the core of both ABM and Inbound marketing. Through our deep integrations, we take all of the information we know about a person from all three objects and create a Prospect Profile. Then, you can use any piece of information for segmentation, automation, personalization, and more. Heck, we can even trigger automations based on a prospect being upgraded from a Lead to a Contact.

Through Lifecycle Stages, we keep track of the prospect’s journey. You can always tell where your prospects are in the funnel, and give them the right kind of marketing. Lead Management Automation™ powered by Lead Liaison is the perfect complement to your CRM.

Schedule a demo today to learn how Inbound Marketing can get the most out of your ABM strategy.

CRM and Marketing Automation: How Do They Work Together?

Customer relationship management (CRM) software collects customer data and manages sales opportunities. It’s basically used as a sales tool. Marketing automation generates leads and collects data to create personalized communications. It’s essentially a lead generation and nurturing tool.

They might be two different things, but they only reach their full potential if you use them together. They’re like peanut butter and jelly. Sure, you can put them on separate sandwiches, but they become so much more when you mix them together.

Let’s look at some reasons why you need to combine your CRM and marketing automation processes.

Build Relationships Before Sending a Lead to Sales

When your CRM and your marketing automation solution work together, you can interact with and nurture your leads before they even make it to the sales team. This saves the sales team time since they no longer have to sift through the sales data to determine how to nurture the leads. Instead, the marketing automation process takes care of this. It analyzes data and sends the right information to the right people. It moves people through the sales funnel and qualifies them. By the time the sales team gets the lead, they know so much more about the person.

Closed-Loop Reporting

Have you ever wondered which campaign closes the most deals? You can find out when you run your marketing automation and CRM systems together. You can use closed-loop reporting to find out what revenue goes with which campaigns. Then, you will know what’s working and what isn’t.

If you run the two processes independently, you won’t see the whole picture. You will know that you’re making money, but you won’t know how. That means you won’t have the information necessary to tighten up your marketing campaigns.

Assign Lead Scores

Your CRM collects all kinds of data for each lead, and it can be overwhelming. When you pair it with your marketing automation system, you can assign scores to each lead based on the data. Then, your system can rank the leads and send the data out to your sales and marketing teams. Everyone can have access to this important data and act accordingly. This allows both teams to communicate and understand each other better.

Your CRM and your marketing automation solution should go hand in hand. Don’t make the mistake of separating the two. When you pair them, your sales and marketing strategies will finally align.

If you are interested in learning more about how a CRM and marketing automation interact, request a free demonstration with an expert today!

What is the Difference Between a CRM and Marketing Automation?

When you step into the world of marketing and sales, two phrases you will hear a lot are CRM and marketing automation. They can often be used within the same sentence, but they are not synonymous with one another.

A CRM, which stands for customer relationship management/manager, does exactly that – it manages your customer relationships by organizing your contacts (by company name, job title, potential deal size, etc.) and the interactions your company has with those contacts.

A marketing automation solution specializes in communicating with those contacts based off of many different factors that may are may not be tracked within the CRM. The goal is to educate or nurture those contacts until they are ready to buy. Or, if the contact has already made a purchase, marketing automation can help continue that relationship to encourage renewals or repeat business.

What is the difference between a CRM and marketing automation?

CRMs manage your company’s interactions with current and prospective customers, while marketing automation helps create, automate, and distribute those interactions. Marketing automation can also measure the effectiveness of those efforts, so that companies can minimize “wheel-spinning” and really focus on what works for their specific business.

If you are familiar with marketing and sales terms, you may have heard some (or many) references to “the sales funnel.” At the top of the funnel, you’ve got a large group of people who may or may not be interested in the products or services your company has to offer. As the funnel narrows, uninterested leads are filtered out, leaving Sales Qualified Leads (SQLs) at the bottom – those that are ready to buy.

Marketing automation helps track prospect activity closer to the top of the funnel (but not the very top, as is commonly misconceived!), while CRMs are used to track interactions closer to the bottom of that funnel.

It’s important to note that marketing automation is not for the tip top of the funnel. It should not be used to “spray and pray” or “batch and blast” marketing material. Doing this will result in being flagged a spammer. Marketing automation should focus on prospects that are interested enough in your product or solution to be on your website, reading your educational content, and actively reaching out to learn more. They provide their email address to you.

Another common misconception is that sales teams and marketing teams are communicating to different audiences. This can be a dangerous and divisive way to think. In reality, marketing and sales teams should be working side-by-side to generate revenue. Marketing teams build brand awareness, educate and nurture prospects until they are ready to buy. Then, those prospects are handed of to the sales team as Sales Qualified Leads (SQLs), however the communication and nurturing should NOT stop here (and neither does the involvement of marketing automation!). It only needs to shift gears. Once a prospect has become a customer, the education and nurturing should shift gears again – but never cease.

If you are interested in learning more about how a CRM and marketing automation interact, request a free demonstration with an expert today!

The Importance of a CRM

CRMDoes your company need a CRM? To put it simply, a CRM means the difference between retaining or losing customers.

It really is that black and white.

It makes sense when you think about it. Customer relationship management (CRM) is all about the practices, technologies, and strategies that companies of all sizes use to analyze and manage customer interactions throughout their lifecycles. If you are able to access this information, you can improve the customer experience and increase your revenue.

Still not convinced? Look at some cold, hard facts related to CRMs.

It Impacts Customer Satisfaction

You want your customers to be satisfied. Satisfied customers come back and buy more, so you will do anything you can to make sure your customers are happy. That is why you need to adopt a CRM system. CRMs allow businesses to better track individual clients or accounts, meaning less information slips through the cracks. Taking notes is an important part of keeping up with your CRM. When you’re on the phone with a client, it’s nice to reference something personal that you talked about on your last call. It shows them that you care, and that their business matters to you. It creates a personal connection.

Forty-seven percent of CRM users state that their CRMs positively impact their customer satisfaction statistics. In other words, CRMs create satisfied customers, and that, in turn, helps with customer retention. The same number of people surveyed stated that their customer retention was impacted by their CRMs. Those two go hand in hand, so that should come as no surprise.

Improved Access to Customer Data

Data is the most powerful tool that you have at your disposal. When you get data on your customers, you know what they want and how to deliver it. The more data you receive and keep track of, the better your results will be.

That’s another reason that a CRM is so important. Seventy-four percent of CRM users state that their systems provide them with better access to customer data. Imagine how your business would change if you had more access to data.

The ROI Is Huge

Let’s be honest. Business is all about dollars and cents. You are willing to spend the dollars if you’re going to make even more off of the investment. On average, the ROI for CRM is $8.71 for every dollar you spend. You are able to serve your customers better with CRM, and that pays off in big ways.

So why is the ROI so high? It has to do with what a CRM does to your sales. It can increase them by as much as 29 percent.

It doesn’t just improve sales. It also increases sales productivity by a whopping 34 percent and the accuracy of the sales forecast by 42 percent.

As you can see, you need a CRM to excel in the business world, but these systems can be pretty pricey. Fortunately, you can get a top-notch CRM system without the high cost by going with Lead Liaison. Not only does Lead Liaison have a CRM ready to deploy, but it is completely free. Find out more about how this CRM can help you reach your business goals.

 

Lead Liaison’s OneFocus™ CRM Becomes Even More Effectual with the Addition of Task Manager

Lead LiaisonAllen, TX – Lead Liaison announced this week that they have added a powerful new feature, a Task Manager, to their already impressive OneFocus™ CRM that has taken the industry by storm. This additional feature changes the game for salespeople everywhere by managing tasks like phone calls, follow-ups, lunch meetings, and more within the CRM. This feature was highly anticipated by current and prospective users of Lead Liaison’s CRM, which debuted earlier this Spring.

The task manager is located within the Sales area of Lead Liaison. Salespeople will be able to see all tasks in the system, which are color-coded. Tasks that are overdue are red, tasks due on the current day are green, and tasks in the future are grey. Sorting tasks is incredibly easy. Options include sorting by when the task is due or type of task (i.e. phone call, email, etc.). Tasks can be viewed by priority, as well.

Sales managers can view all tasks available in the system in order to monitor overall performance, as well as drill down into an individual’s task queue.

Clicking on the task allows the user to view notes, due dates, and the Prospect’s timeline associated with the task. Salespeople can see the last interaction with a Prospect and create new tasks from the current task screen. The Task Manager also includes an information card, providing all details for the Deal and Prospect associated with the task.

Salespeople and sales managers can access everything they need within one platform without ever having to leave the task window, saving sales managers and salespeople an incredible amount of time. And, it’s not just limited to sales. Tasks can be added by administrators, marketers, and more. Everyone can have access to the same Task Manager, in order to work together.

“The Task Manager is something our clients have been eagerly awaiting,” says Jen Worsham, Lead Liaison’s Director of Client Relations. “Our clients plan on using it to organize and keep track of the sometimes overwhelming amount of tasks that their sales teams have. In addition to sales tasks, clients also plan on using it for administrative and marketing tasks to keep everyone on the same page. We’re removing barriers that otherwise thwarted productivity. Now, entire teams can work within one platform, with one focus: driving revenue.”

OneFocus™ CRM is a part of Lead Liaison’s suite of marketing and sales solutions designed to help businesses drive revenue and increase performance. The CRM, also known as The Free CRM™,  complements Lead Liaison’s marketing automation platform, Lead Management Automation (LMA)™.  To learn more about OneFocus™ CRM and the Task Manager, visit this link or request a demonstration today.

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 Reveals Its Secret Sauce for Managing Leads

Lead LiaisonIt’s not every day that a company pulls back the curtain and unveils the processes that make them successful. But Lead Liaison is different. Lead Liaison is known for unlocking the vault on marketing automation and lead management solutions. The decision to divulge their secrets is reflective of the company’s overall passion to support sales and marketing teams, to help businesses grow, and to be transparent in their developments. Their Automated Lead Flow Management Process, including a sample Qualified Lead Flow, lays the foundation for an ultra-successful nurture track intended to be carried out using marketing automation systems like their own. The company uses processes like this to help fuel growth in the marketing automation industry, since the company has the luxury of “drinking their own champagne” (using their own software), to achieve their goals. Businesses can do the same with the same exact tools in their own respective industries.

Sales and marketing tactics have evolved from a dialogue to more of a monologue in recent years. Potential buyers or customers have access to more information and more reviews – right at their fingertips. It’s time for companies to respond in a more relevant and meaningful manner.

How Does the Qualified Lead Flow Work?

There are many ways that businesses get inbound leads to their websites: web forms (Contact Us forms, Request a Demonstration forms, Free Trial forms, Free Consultation forms, etc.), content downloads, and explainer videos to name a few. The key is for a company to identify the primary ways that it’s website captures inbound leads. Lead Liaison identified its primary channels for inbound leads coming from key forms and video conversions.

Once the lead or inquiry comes in, that person will be sent through the Qualified Lead Flow process. First, there is an automation in place to distribute the lead to a salesperson. For Lead Liaison, that process is round-robin, because that’s how their sales team is structured. For other companies using this Qualified Lead Flow, that lead distribution could be based on other methods of lead distribution, like geographical location, performance, or any myriad of attributes about the person making the inquiry. Once distributed, the Qualified Lead Flow sends an email to the lead, giving them the contact information of their account manager. This message uses the lead’s name, making it personal, and in the case of Lead Liaison, includes the salesperson’s contact information. The automation then pushes the lead’s information into Lead Liaison’s CRM, OneFocus™.

Depending on the primary interest of the lead, which is typically gathered from the original inquiry, a company can set up very specific nurturing. Lead Liaison has identified their key areas of interest to be partnerships, CRM, or it could even be an agency interested in private labeling. The nurture track contains 8-10 emails with educational content that focuses on the lead’s area of interest. Once the lead has completed their interest-specific nurture, they flow into a mainline nurture and are added to the Lead Liaison Subscribers List. If, at any point in time, the lead become a client, Lead Liaison’s tool automatically moves them out of the respective nurturing tracks and adds them into nurturing tailored to clients. It’s here that messaging can focus on up-sell, cross-sell, and other opportunities. These strategies are discussed more in Lead Liaison’s Marketing Automation Playbook.

Lead Liaison’s Qualified Lead Flow has been proven time and time again, producing leads that are educated, familiar with the brand, and that are ready to move forward with purchasing a license. Director of Marketing, Jennifer Worsham, shares her experience, “Since implementing this Qualified Lead Flow, we’ve seen an increase of 68% in conversions. It’s something that took a little time and effort to set up, but has proven to be time well spent. Now, this flow runs in the background without us having to touch it. It’s fantastic!”

To see the diagram of the entire flow, check out Lead Liaison’s Library of Resources. The Automated Lead Flow Management Process is located under Guides.

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).