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Insightly and Lead Liaison Solidify Partnership

Customer relationship management (CRM) solution provider Insightly adds Lead Liaison to their list of integrations, changing the game for many shared clients.

Lead Liaison provides a host of sales and marketing tools for businesses around the globe. They make information typically saved in a CRM, such as Insightly, actionable. It was no surprise when the integration came to fruition. Lead Liaison helps convert visitors and push new conversions into Insightly. The platform also  gives users the tools they need to track their website, create and launch marketing campaigns, and track ROI. The use of both tools simultaneously gives sales and marketing teams everything they need to be successful.

The Integration

Insightly integration enables users to export records from Lead Liaison into Insightly. Person and company data is exported from the system into a business’ CRM. This seamless integration allows businesses to easily create new lead records in Insightly from multiple areas in Lead Liaison, such as the Visitor Tracking page or a Prospect Profile. A user simply adds the connector by logging into their Insightly account through Lead Liaison.

Lead Liaison also offers an email integration, called Send & Track™, that offers two integration points with Insightly. Users can save a copy of their email to Insightly, as well as create a new contact in Insightly, if one doesn’t already exist. Businesses have found this to be very helpful in the fast-paced sales world.

“We compliment each other nicely,” says Director of Client Relations, Jennifer Worsham. “We both understand that sometimes marketing gurus and salespeople aren’t always the most tech-savvy. Both Lead Liaison and Insightly make their impact in the industry because of their stellar support. Both companies do everything in our power to make setup a breeze, and are there to truly support their clients when competitors fall short.”

The Benefit

An integration between a company’s CRM and their website visitor tracking tool is essential. It’s even more essential if the website tracking tool has marketing automation capabilities. Sales and marketing teams’ goals hinge on the completion of tasks relating to their interested prospects and their marketing team. If sales and marketing aren’t communicating, a company isn’t going to grow.

“Lead Liaison is a great marketing automation tool that also helps measure campaign effectiveness and lead tracking. Their integration with Insightly’s CRM makes for a very powerful union. Our mutual users can now nurture their potential leads, helping complete their journey to becoming a customer.” – Patrick Kaldawy, Engineering Manager at Insightly

How to Take Action

To integrate the two platforms, users must have a subscription license from each provider. Once those relationships have been established, users are only a few clicks away from a seamless integration. Companies interested in Insightly CRM should call 1-888-999-4039 for more information, and those interested in Lead Liaison’s sales and marketing tools should speak with an expert by clicking here.

About Insightly

With more than 1.2 million customers in more than 200 countries, Insightly provides customer relationship management software to businesses of all sizes worldwide. Organizations leverage Insightly’s cloud-based application to manage customer interactions, leads, opportunities, proposals and projects over the web and on mobile devices. Insightly continues to grow globally and is available on the web at Insightly.com, for iOS devices in iTunes, and for Android devices on Google Play. Insightly is based in San Francisco. For more information, visit https://www.insightly.com or follow Insightly on Facebook: https://www.facebook.com/Insightly/.

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).

Why Your Marketing Automation Company Should Play Well With Others

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.

Marketing Automation Software Provider Increases Opportunities for B2C Companies and Educational Institutions with Enhancements to its App on the Salesforce AppExchange, the World’s Leading Enterprise Marketplace

Lead Liaison announced support for Salesforce Person Accounts as part of its growing offering of integrated sales and marketing solutions.

AppExchange PartnerLead Liaison, a leader in sales and marketing automation software to the mid-market, announced an enhancement to its integration with Salesforce, now available on the Salesforce AppExchange, providing more opportunities for B2C companies and educational institutions to use automation to connect in entirely new ways. The enhancement deepens Lead Liaison’s offering around third-party CRM systems, which includes integrations with Salesforce, Base, Zoho CRM, Pipedrive, ConnectWise, and Insightly.

The new enhancements extend Lead Liaison’s capabilities for use with Salesforce even further, adding support for Salesforce Person Accounts. With this new feature, Lead Liaison broadens its appeal to business-to-consumer (B2C) companies and educational institutions looking to use advanced marketing automation.

All of Lead Liaison’s functionality works with Person Accounts, including lead qualification, lead distribution, automation, tracking, content creation, and more. All Person Accounts (people) sync bi-directionally with Lead Liaison on a frequent basis. Marketers can use Person Accounts and their associated demographics/online activities as criteria to drive targeting, retargeting and segmenting in Lead Liaison’s marketing automation platform. With these enhancements, in addition to the recent announcement of handwritten letters as an offline marketing solution, customers can get more value out of the records they store in their CRM system when combined with advanced marketing methods. With access to data about person accounts, companies can do a much better job of tailoring and personalizing marketing to deliver a unique experience to each prospect, ultimately resulting in stronger relationships.

“Companies are looking to transform the way they connect with customers, partners and employees to thrive in the age of the customer,” said Todd Surdey, SVP, ISV Sales, Salesforce. “With this new feature in its app built on the Salesforce App Cloud, Lead Liaison provides customers with an exciting new way to use advanced marketing automation.”

The integration is generally available to customers with an active subscription to Lead Liaison’s Lead Management Automation (LMA)™. Lead Liaison’s Connector is available on the AppExchange by searching for “lead liaison.” To learn more about Salesforce Person Accounts visit Salesforce Community resources 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 Allen, Texas, near Dallas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

About Salesforce AppExchange
Salesforce AppExchange is the world’s leading enterprise apps marketplace that empowers companies to sell, service, market and engage in entirely new ways. With 3,000 partner apps and more than 3.5 million customer installs, it is the most comprehensive source of cloud, mobile, social, IoT and data science technologies for businesses.

Salesforce, AppExchange and others are among the trademarks of salesforce.com, inc.

4 Ways Integrating CRM and Marketing Automation Can Help Sales

Integrating CRM and Marketing AutomationCustomer Relationship Management (CRM) systems are nothing new. Developed in the 80s, CRMs have become an essential part of any successful marketing strategy. However, since some of those systems are based on technology and business practices that have been around for decades, not everyone is using them to their best potential by integrating them into their marketing automation strategies. Read on to learn about 4 ways that integrating CRM and marketing automation can help your sales team close deals.

1. Unparalleled insight into how your marketing tactics are performing

With a well integrated CRM and marketing automation system in place, you’ll know exactly how well any marketing strategies are performing, because you will have a total picture of how your customers are interacting with your marketing materials. Your marketing team will be able to track forms customers have submitted, pages they’ve viewed and emails they’ve opened, among many other things. This will give you total transparency and enable your marketing team to see what is helping your company make sales and generate leads – and what isn’t.

2. Your sales team can focus on only the best leads, making them much more efficient

Once your marketing team has finished successfully integrating CRM and Marketing Automation, your sales team will be able to operate at peak efficiency. Your sales team will be able to track any and all online interactions that any given lead has had with your company. These interactions can be used in conjunction with any demographic information your company has available about a lead, and all of that information is evaluated to create a lead score.

This lead score will indicate how likely a lead is to buy, and can be quickly and accurately assessed by your sales team. This means that your sales team can spend their time contacting only the most likely to convert leads, without spending valuable time following up with leads unlikely to ever make a sale.

3. Increase your sales opportunities with lead nurturing

According to Emailmonday,

B2B marketers see an average 20% increase in sales opportunities from nurtured leads versus non-nurtured leads after successfully deploying a lead nurturing program.”

By integrating CRM and marketing automation tools you can set your colder leads on highly targeted lead nurturing tracks. A lead that has been nurtured will ultimately be much better educated about the services your company can provide. And a better educated lead, if your marketing material has been effective, will be much more likely to buy.

4. Make your sales cycle faster by streamlining the process

Integrating CRM and marketing automation can make your entire sales cycle faster by reducing the time it takes to qualify a lead. It accomplishes this by helping you identify the best time to contact a lead in a lead nurturing program. By taking all of the data available and involving your sales team in the development of nurturing campaigns, you can ensure that your leads get the most appropriate content at the right times to cut down the time it takes for a lead to be ready to convert.

Integrating your CRM and marketing automation tools is an important part of a successful marketing program, and there are many more ways in which your company can benefit from this process. By carefully managing your existing processes with marketing automation, you can transform your marketing and sales departments.

Integrate CRM And Marketing Automation For Best Results

Integrate CRM And Marketing Automation For Best ResultsThink your standalone CRM can drive your business? Try to integrate CRM and marketing automation for  best results. One of the great challenges of marketing in the new landscape of online business is the fact that while your prospective customers have every opportunity to inspect your business and services, your sales team has very few opportunities to learn about new leads. Sure, strategic marketing can certainly help you attract the clientele that will gain the most from your services, but unless a customer offers you information, your sales people are sometimes flying blind.

In order to give your sales force information on the customers that they are approaching, one of the most effective ways to obtain information is by using a CRM, such as Salesforce.com. Through these programs, you can gain information such as web visits, e-mail opens and video views to gain some insight into their interests and purchasing inclinations, giving your marketing and sales teams a degree of insight into the character of their leads. However, this still has an issue – all this data can be overwhelming, and isn’t entirely useful in cold, hard blocks. The solution? Integrating your CRM with marketing automation software, such as Lead Liaison.

Lead Liaison was designed from the ground up to integrate with CRMs, take the data provided, and deliver it into meaningful statistical representation of individual leads and your customer base as a whole. Integrating marketing automation software with a CRM means that all the data your sales team needs is contained in one easy to use interface, so your sales team will be able to move seamlessly from accessing the data they need to make sales.

Benefits of CRM and Marketing Integration

It pays dividends to integrate CRM and marketing automation. One of the primary functions of Lead Liaison is to use the data collected by a CRM, such as search terms used and total visits, and record them into a contact record within your CRM. Once this contact information is prepared, an algorithm compiling information such as geography, job title, and revenue is used to assign a lead grade and to tell your sales team how likely an individual is to be interested in purchasing your company’s product or services. This grade is used in conjunction with factors like buy signals on Lead Liaison’s hot lead dashboard, called Briefcase, where leads are given a lead score that helps your sales people make the sales your company needs.

Another great feature that is possible with the integration of a CRM with marketing automation software is lead nurturing. Just because a lead isn’t ready to purchase your services at the time of contact, it doesn’t mean they won’t ever be. Lead nurturing maintains a low level relationship with the customer with automated contact such as occasional e-mails, all while continuing to track the leads behavior through your CRM. If that lead exhibits behavior that indicates they may once again be interesting in your services, a sales member is alerted, so they can contact the customer.

This are just some of the great benefits that are possible with CRM and marketing automation. Visit Lead Liaison’s marketing automation resources on the web to find out about more.

Marketing Automation for Salesforce.com’s Group Edition

Marketing Automation with Group EditionThere aren’t many providers that offer marketing automation for Salesforce.com’s Group Edition. Lead Liaison has had this capability since 2011. We’ve filled the gap for a number of companies using Salesforce.com’s Group Edition that don’t have anywhere to turn for an easy way to attract, convert and close more business using automation. Case in point, even Salesforce.com’s own marketing automation application doesn’t even support the Group Edition.

Lead Liaison’s full suite of marketing automation services are available for use with Salesforce.com’s Group Edition. You can see some of the sales and marketing automation services here. The integration is ideal for small businesses just getting rolling with a CRM. They get to use a best-in-breed CRM with a best-in-breed marketing automation platform at cost-effective prices. We understand small business and have crafted  a business model specifically designed for smaller companies. Basically, for a dime per contact you can nurture, qualify and better market to your audience.

Want a demo of Lead Liaison’s integration with Salesforce.com’s Group Edition?

 

Customer Relationship Management: Not Just an App

Customer Relationship Management: Not Just an AppCustomer Relationship Management (CRM) refers to a type of software or application you can use to manage your interactions with customers, keep a customer’s contact information secure and manage deals and sales. Right?

Well, sort of. A good CRM will do those things for you, but apps can’t do it all. Customer relationship management should actually be about proficiently managing your relationships with your customers – meaning, putting the right tools in place to make sure you offer consistently great customer service. With all the lingo and the acronyms and the must-haves in the app world, we can forget that a solid CRM won’t help if there is no plan for actually managing customers.

Solidifying Your Strategy

Marketing automation can be helpful because the right platform gives you much more information than standard analytics tools ever will. If you are able to use marketing automation data to determine specific consecutive days that a certain visitor has spent on your site, it makes sense to contact that visitor personally, strategically discuss some of the areas of your site they spent the most time on, and determine how your offering suits their needs. Without marketing automation tools, you simply can’t give this level of service to your clients. In fact, you won’t even know what specific users are visiting your website. All Google Analytics and other services will give you is a lump of customer data that doesn’t single out specific IPs.

Take a look at your web visitor data over the past 90 days. If you don’t know who’s visiting, it might be time to consider a marketing automation tool that can help you log specific visitors and tie their needs to your services. If you do know who your visitors are, develop a lead flow strategy for using your customer relationship management tools to pinpoint them, then contact and pitch to them.

Customer Relationship Management Strategy

For instance, does a potential client continue to hover around price points for a certain service you provide? If so, it makes sense to call that person or email them with a special promotional deal. Does a specific client keep coming back to your website to look over terms of service or specific offering points on a package? If that’s the case you might experience future problems from that customer or need to answer a question.  A simple call to check in might remedy a complaint that’s about to surface.

With marketing automation tools, you can better manage the relationships you have with current customers and put systems in place to give them better service. For more information and to take advantage of what marketing automation has to offer for your customers, visit leadliaison.com.

Integrating a Marketing Automation Platform with Your CRM

Integrating a Marketing Automation Platform With Your CRMAn interesting interview published in eMarketer came across our desks recently about integrating a marketing automation platform with your CRM. The subject was Kevin Quiring, managing director of sales and customer service at Accenture. It caused us to reflect on a few points Mr. Quiring made during the interview.

“Businesses are placing renewed emphasis on generating new business… either through acquiring new customers or growing existing customers.” Lead management is a critical part of that effort because companies are competing for fewer real dollars as the U.S. continues to stumble out of the recession. Brands need to know their customers well and target suspects effectively. They also need to nurture leads towards a sales engagement. Thirdly, they need to be able to analyze individual pathways to conversion and global trends in organic search. Integrating marketing automation and CRM platforms can do all that.

“There is a chasm between marketing and sales. The two aren’t working together.” The integration of a marketing platform with a CRM platform brings the two teams together. It starts with lead scoring, which provides qualitative and quantitative metrics that indicate how ready a lead is for sales engagement and how close a lead is to conversion. One benefit: system synchronization transfers marketing scores to sales pipeline rankings so sales reps know how hot leads are when they enter the CRM.

Sales and marketing need to work together to establish lead scoring parameters. This way, scoring parameters and benchmarks are defined with a common understanding and accountability structure connected to lead management. Also, the lead distribution capabilities of a full-service MA platform assign ownership from first touch to last touch. Sales reps are connected with a lead at a deeper level as they progress through the qualification and nurturing processes.

“Trying to close a deal when prospects have the potential to be interested in so many diverse products requires multiple sets of activity.” A primary benefit of MA and CRM integration is to have the ability to seamlessly cross-sell through multiple channels. Companies with myriad product lines can serve multiple buyer chains within a single interface. Sharper analytics from integrated platforms allow product managers to understand their markets better. Sales managers can forecast more clearly with data collected through the integrated systems.

“They’re finding the salesperson’s intuition and the marketer’s opinion on what lead will be good or bad is interesting—but not predictive.” Companies are able to analyze both the attributes and online behavior patterns of their markets through analytics provided by both platforms. A customer persona can then be built that accurately reflects statistically significant characteristics. Instead of relying on intuition an opinion, executives have hard data to shape decisions around.

We appreciate that Mr. Quiring sees the value in marketing automation and CRM integration. If you’d like to find out how our Lead Management Automation™ platform integrates with CRMs like SFDC, request a 10-minute free personal demonstration.

Convergence of PRM and Marketing Automation Facilitates Superior Marketing Alignment

Partner Relationship Management and Marketing AutomationOne in every five B2B organizations use a marketing automation platform (MAP), and the present trend indicates that it will grow to 40% by 2016, according to B2B research and advisory agency SiriusDecisions. Organizations are increasingly integrating marketing automation with their CRM databases and Partner Relationship Management (PRM) strategy to facilitate efficient lead nurturing and achieve the most favorable sales potential. This three-way alignment optimizes stand-alone solutions and multiplies sales capabilities of the organizations, creating marketing alignment.

The Case for Marketing Automation Platform-CRM-PRM Integration for Superior Marketing Alignment

The prospect of efficient business processes and enhanced benefits has made marketing automation a key attraction for businesses. Organizations operate in a complex ecosystem that demands attention to a variety of factors. It has become increasingly difficult to track and report marketing progress and sales opportunities across partner networks while managing campaigns and opportunities. Many fall upon PRM solutions to maintain and boost partner-vendor relationship and ensure superior coordination among different channel players.

The PRM is aligned with the CRM, holding customer database and marketing automation tools for better visibility and tracking of performance of partners, co-ops, and other assets. While the former focuses on customer lifecycle management, PRM solutions take care of reporting and analytics suitable for partner lifecycle management. Marketing automation integrated with the two enables businesses to integrate records and track and monitor typical sales opportunities created in a partner network and specific interested customers.

Vendors and manufacturers can also set up on-demand services through marketing automation using social media, telemarketing, and email. By integrating PRM and CRM with marketing automation platforms, businesses can offer instant portal access and training courses in their chosen language and medium. A big plus is that partner branding can be aligned with marketing resources and increased ability to monitor and manage leads and campaigns.

There is no need to employ multichannel strategies, tools, and resources for deal registration and management of opportunities. Often channel managers run helter-skelter as they work with manual systems and spreadsheets to deal with partners and customers. Marketing automation facilitates use of same system by brand owners and partners, reducing time and gap in interaction. With vendors rolling out campaigns and leads in no time to partners using the vertical-sharing system, both can work side by side, enhancing coordination and cooperation.

PRM-Marketing Integration: Summary of Benefits

Integration of PRM with marketing automation offers three important benefits.

1. It helps in automatic lead distribution to partners without any coordination issue.

2. It helps bridge the gap between a business and its partners. All solutions are immediately available to partners. They can interact, learn, receive training, and lead sales efforts without overburdening the business.

3. It is easy to monitor and manage a campaign and activity on leads and holistically measure direct and indirect sales benefits to partners using the marketing automation platform.

With increased availability of SaaS solutions, there is no major technical obstacle that impedes PRM-marketing automation integration. Many consider budget and disconnect issues caused by failure of the system as key hindrances. However, the benefits of aligning the two outweigh the concerns. No doubt PRM can be a stand-alone solution, but when integrated with marketing automation, its compatibilities multiply, assuring better lead development and campaign execution.

The Quintessential Small Business Marketing System

Quintessential Small Business Marketing SystemMost micro and small businesses have two things in common; they lack resources and need to grow revenue. In this article we help B2B business with minimal resources understand the building blocks of a small business marketing system necessary to grow revenue.

A quintessential small business marketing system is made of three components – CRM, inbound marketing and revenue generation software. All three components are cost effective as they run in the “cloud” – meaning they’re accessible through any web browser, based off-premise/off-site and have little to no maintenance costs.

Small Business Marketing System

Components of a Small Business Marketing System

First, the core of a small business marketing system is a CRM solution. Lead Liaison uses Salesforce.com as our database of record. It’s an affordable way to help us track accounts (partners, customers, and vendors), leads, contacts and opportunities. Salesforce.com enables our business to stay organized, monitor activity and plan for growth. It’s a nice data repository but unfortunately lacks operational solutions to satisfy our sales and marketing demands – revenue generation software fills this void.

Second, create a marketing presence with at no cost – except for sweat equity. Small businesses need to get noticed without pumping in hundreds of thousands of dollars in outbound marketing campaigns. That means a paradigm shift in how marketing is typically done. It means foregoing trade shows, direct mail and email blasts. Instead, have an inbound marketing strategy to attract interested prospects. But don’t be confused, inbound marketing is very different from outbound marketing. Inbound marketing means developing content and strategy to get found on the internet whereas outbound marketing is very targeted directly towards contacts or individuals. Effectively, inbound marketing is like building a spider web for your business. Develop an inbound marketing strategy by having a consistent presence in social media, blogging and SEO. Create “miniature webs” to catch interested prospects that inevitably end up on your website. To do this, spin up numerous landing pages and web forms on your website – once again, revenue generation software fills this void.

Third, bring in revenue generation software to complement your CRM and capitalize on results of your inbound marketing efforts. Revenue generation software helps businesses overcome resource challenges by automating a number of common sales and marketing tasks. It helps businesses build relationships by creating relevant and timely conversations with prospects and customers, nurturing them through the sales cycle, generating leads and serves as the foundation for your marketing campaigns. It’s the engine of a small business marketing system.

All three ingredients, CRM, inbound marketing and revenue generation software work together to form a cohesive small business marketing system. Content used for inbound marketing can be leveraged and repurposed with revenue generation software while revenue generation software enriches CRM with useful lead qualification criteria.

We’ll gladly help your company build a small business marketing system by coaching you through the process and providing you with best-in-breed revenue generation software. Let us know if we can help!

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