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Enhancement Round-Up Q2 2019

We’ve been busy in Q2, adding more functionality to our already-powerful sales and marketing solutions. Read more below to learn about all of the enhancements we released in Q2 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

  • Inbound Webhooks – Lead Liaison’s Webhook Handler/Receiver allows users to receive incoming webhooks from 3rd party providers in a self-service model. Here are a few examples of how you could use a webhook:
    • A Deal is updated in your CRM system which sends a webhook to Lead Liaison to trigger a nurture process.
    • A task is created in your CRM which sends a webhook to Lead Liaison. Once the webhook is received an email is sent out.
    • Trigger an automation when a Deal is moved from one stage to another in your CRM.

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

  • Integration with Chat Systems – Lead Liaison is now able to enrich anonymous Prospect Profiles with the contact information from 3rd party live chat systems. The chat transcript will also be saved into the Prospect’s timeline showing chat activity. Read the documentation here.

License: OneFocus™ CRM + Lead Management Automation (LMA)™ – Marketing Automation

  • Posting to Slack – We’ve added a Post to Slack fulfillment action and automation action. For example, when someone closes a deal and moves it to Closed/Won, the system will be able to send out a message to a Slack channel. Read the documentation here.

License: Lead Management Automation (LMA)™ – Marketing Automation and/or GoExhibit!™ – Event Lead Management

  • Dynamic Email Content – Insert dynamic content into a follow-up email based on answers given in your lead capture form. For example, during a trade show, Company XYZ collects all pertinent information within their lead capture form. One of the fields asks if the Prospect is interested in Product A, Product B, or Product C. Based on the answer provided, a follow-up email will contain information specifically related to the products they chose.

License: GoExhibit!™ – Event Lead Management

  • Voice-to-Text Transcription – GoExhibit!™ already supports Voice Recording. Now, users can have their notes automatically transcribed by Lead Liaison. Transcribed notes can flow with the submission record and into your CRM or marketing automation platform. You can map and save both audio and transcription to Lead Liaison, CRM, and marketing automation fields. There are two levels of audio transcription offered:
    • Standard – Highly accurate transcription performed by computer software.
    • Premium – 99.9% accurate transcription done by a human being. Transcriptions include timestamps and removal of filled pauses, such as “uh” and “uhm” in speech. Uses Purchase Credits.

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.

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.

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!

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’s OneFocus™ CRM Goes Live to Early Adopters

Lead LiaisonAllen, TX – The energy is palpable at the offices of Lead Liaison this week, as they release OneFocus™ CRM with several of their current Lead Management Automation (LMA)™ clients. In recent weeks, the marketing and sales software provider has slowly pulled back the curtains to unveil their most exciting project yet: a free CRM. Starting this week, Lead Liaison is officially provisioning OneFocus™ CRM with clients interested in being an early adopter. Because they want to launch and walk through the platform live with each early adopter, they have decided to do it on an individual basis.

OneFocus™ CRM pairs perfectly with other packages that the company offers, including their marketing automation solution, Lead Management Automation (LMA)™, and their visitor tracking solution, ProspectVision™. OneFocus™ CRM completes the trifecta, making Lead Liaison the most powerful marketing and sales solution provider in the world.

Lead Liaison’s goal was to complete the suite of services for their clients. For customers that weren’t happy with their existing CRM provider or did not have a CRM, it didn’t make sense to send them elsewhere. OneFocus™ is a Customer Relationship Management (CRM) solution that syncs seamlessly with Lead Liaison’s other offerings. Lead Liaison now provides all of the solutions needed for a company of any size to monitor website visitors, automate marketing efforts, and manage all interaction with clients and partners – in one place.

Lead Liaison end user Jim Westrom is the Director of Corporate Accounts at Lumen21, an information technology and services provider for the healthcare industry. He works with Lead Liaison’s Lead Management Automation (LMA)™ on a daily basis. “I’ve been eager for the release of OneFocus™ CRM,” says Westrom. “It’s exactly what our company needs, and we love that it comes free with our marketing automation license. The ease of use is incredible. It’s so intuitive! Our sales team is going to love this.”

This release doesn’t come as a surprise to Lead Liaison customers, as they are already familiar with the company’s stellar customer support and inventive attitude. In the past year, Lead Liaison has made significant strides in partnering with other industry experts, like GoToWebinar and Lob, to provide clients with the highest quality experience. Lead Liaison also released an extraordinary reporting and analytics add-on called Revelation™, which helps their clients understand and interpret data collected by the software. Lead Liaison customers consistently rave about the ease-of-use, modern approach, and overall satisfaction with the company as a whole.

OneFocus™ CRM is truly a free CRM. There are no hidden fees for additional users. Companies can maximize their dollars by streamlining all of their goals and accomplishments in one application. Salespeople that used to avoid outdated CRMs are clamoring to get their hands on this software. To learn more about OneFocus™ – The Free CRM, visit http://www.leadliaison.com/free-crm/.

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 Announces Highly Anticipated OneFocus™ – A Free CRM

Lead LiaisonLead Liaison customers already have access to the most advanced level of website visitor tracking and marketing automation. No other company in the industry offers as many ways to reach prospects, customers, and partners as Lead Liaison does with their powerful combination of offline marketing and digital marketing capabilities. The software suite, called Revenue Generation Software™,  also integrates with hundreds of related tools. Lead Liaison prides themselves on being the sole solution for a company’s marketing and sales needs. This is why, in 2017, the Board of Directors made it their mission to bring customers the final piece of the puzzle: a Customer Relationship Management (CRM) solution.

Lead Liaison calls their new solution OneFocus™ CRM. The meaning behind OneFocus™ CRM signifies a single location for all of a company’s marketing and sales data. The seamless integration with their visitor tracking solution, ProspectVision™, and their marketing automation solution, Lead Management Automation (LMA)™ helps OneFocus™ CRM stand out from the crowd. What makes OneFocus™ CRM completely unbeatable is the business model. It’s a free CRM! There’s also no limitation on number of users, allowing organizations to  scale users without having to worry about skyrocketing costs.

The CRM marketplace was saturated with outdated solutions. Other CRM tools had too much fluff for today’s fast-paced sales world. Lead Liaison listened to their clients criticism of other CRM solutions, complaining of too many steps, and a complicated process to achieve simple tasks. “Our intention is to shake up the CRM world,” says Director of Client Relationships, Jennifer Worsham. “It’s stale; it’s stagnant. It needed an overhaul, and that’s what we’ve done. We’ve trimmed the fat to give our clients the simplicity they need to carry out day-to-day customer relationship management tasks. We also take tremendous pride in knowing that each of our sales and marketing solutions were created from the ground up, by us, providing a better user experience by ensuring all components are integrated. That’s different from our competitors who tend to buy software stacks and spend years bolting them in – putting features in front of customer experience. We’ve homegrown our entire stack!”

Features

With capabilities like single-click actions, and drag-and-drop pipelines, OneFocus™ CRM is ultra-sales friendly. It’s cloud-based, so it can be accessed from any computer. The interface is slick, clean, and simple. Prospect profiles include elegant looking timelines, reflecting all communication and activity. ”Features like these make OneFocus™ CRM not only the best CRM solution in the industry, but it also completes Lead Liaison’s suite of solutions, making us the most powerful marketing and sales solution provider in the world,” Worsham says.

Availability

Lead Liaison’s OneFocus™ CRM will soon be available to early adopters, and will be available to the general public by mid-summer. To read more about OneFocus™ CRM, visit www.leadliaison.com/free-crm.

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).