Any best practices for lead management

Lead Liaison

Landing Page Improvements, Bounce Rate and ROI

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Landing Page ImprovementsKISSmetrics has a great article and infographic discussing the particulars of bounce rates by industry. Average industry bounce rates are at about 40.5%, while lead gen websites can expect a 30-50% bounce rate. Service and retail sites rank in at about 10-40%, while one page sites exist simply to gather info or as a cart tend to have a higher bounce rate – 70-90%.

What Is Bounce Rate?

If it sounds like we’re speaking Greek, it’s time to get in the know about your bounce rates. A bounce rate refers to the number of viewers who visit your site, then leave without looking at any further pages or taking any further action on your website. Bounce rate is one of the top ways you can assess landing page improvements. Once you make these improvements, you can bring in a wealth of new web leads. You can find your bounce rate by taking a look at any analytics tracking platform (might we suggest Lead Liaison’s stellar lead management software for this?).

Knowing your bounce rate is important because the higher the bounce rate, the more you’ll be able to get an idea of the necessary landing page improvements. Modifying landing pages is a good way to ensure your customers:

  • Know what you have to offer
  • Understand the value proposition of your services
  • Can get in touch with you multiple ways if needed
  • Will leave valuable information you can use to get the customer into your funnel

If your landing pages aren’t doing any of these things, you’ll see your bounce rates increase. Landing page improvements can keep people looking through your site for more information about your company, which better increases the chance they’ll engage.

Landing Page Improvements

Landing page tracking will show you what areas of your page need improvements. Some areas you might need to focus on:

  • Header. The top of your site should feature your logo and contact information. If users land on your page and aren’t sure what to do, they’ll bounce. Try to develop a common look and feel to your landing pages which provides visitors with “familiar territory”.  Consistency is good thing with your landing pages. Use Lead Liaison’s landing page builder to easily create templates, just like you would with a PowerPoint slide.
  • About your company. You’d be surprised how many companies leave this out – even on their homepage! Immediately tell your users who you are and why you’re the best at what you do.
  • Offer. Landing page improvements should focus around what you’re offering and what you’re looking to get from your customer. For instance, if you’re offering an eBook in exchange for an email address, make sure the sign up form is above the fold of your page.
  • Structure. Users are used to seeing crisp-looking professional pages that are well-put together. A graphic or video that highlights your service followed by more about your company and the offering should all be showcased above the fold of the page. Most users read from left to right- just like a book – so it’s good to give users a visual or text representation of who you are followed by a call to action (e.g. fill out our form, watch our video, etc.). If you’re interested in placing a video on your landing page then Lead Liaison’s landing page builder can help you drag/drop YouTube videos or other flash content directly on your page.

If you see your bounce rates are higher than industry standard for certain pages – particularly your landing pages – make the recommended landing page improvements and watch to see if your bounce rate decreases over time.

Landing page improvement tracking is best measured through landing page ROI. If you’re not sure your landing pages are getting you the best possible ROI, Lead Liaison can help! Our suite of solutions can help you assess whether your landing pages are performing as needed. Bounce rate assessment is an important part of that info. We’d love to hook you up with effective landing page ROI solutions today!

Lead Liaison

92 Lead Management Data Points Released

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Allen, TX (PRWEB) February 19, 2013 – Lead Liaison, a leader in B2B marketing automation and revenue generation software, has released an infographic that provides the top 10 lead management statistics and details the consequences of poor lead management practices with 92 lead management data points.

The company is providing this decision-making tool in an effort to educate customers and other interested parties about the hazards of an ineffective lead management system. The infographic defines the risks associated with the lack of a good lead management strategy.

Lead Liaison’s mission is to improve alignment between marketing and sales professionals within small to mid-size companies. By providing the information contained within the infographic, company leaders expect to stimulate discussions, provide direction, and increase awareness of specific issues that arise from ineffective lead management policies.

Within the infographic there is an easy-to-follow flow chart that includes ten issues, such as poor lead distribution or a lack of a customer relationship management (CRM) software, then between two and 17 effects associated with each issue. From every set of effects there is an outcome that results from each specific issue. In all, there are over 70 details associated with the consequences of poor lead management within this helpful tool.

Statistics highlighted in the infographic include the percentage of B2B buyers who research purchases online, the average number of attempts needed to contact leads, and the percentage of leads initially disqualified that eventually buy within 12 months.

Company executives believe the information provided in the tool is critical to the development of effective lead generation, lead nurturing, and lead transition strategies. The goal for releasing the data is to improve lead conversion rates through a defined, well-executed lead management process.

The infographic is available for download on Lead Liaison’s Revenue Generation blog on The Consequences of Poor Lead Management post. For more information visit http://www.leadliaison.com or call 888 895 3237.

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Lead Liaison is an application development company that designs, develops, and sells cloud-based marketing and sales automation software. The company markets to small and medium-sized businesses worldwide, and focuses on creating the broadest and most user-friendly revenue generation software platform. Applications cover all phases of lead management automation including sales prospecting, lead generation, and marketing automation functions that directly influence revenue generation. It’s innovative and robust lead management platform combines unparalleled sales prospecting, lead capture, real-time lead tracking, lead qualification, lead distribution, database segmentation, lead nurturing and ROI reporting. The Software as a Service (SaaS) model delivers an effective user experience and integrated cloud computing capabilities.

Media Contacts:
Alex Brown
VP Corporate Communications
abrown(at)leadliaison(dot)com
888.89.53237 (LEADS)
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Lead Liaison

Mix Up Your Marketing and Invest in the Best Lead Management Solution

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Invest in the Best Lead Management SolutionMix up your marketing and be sure to invest in the best lead management software. Before we start talking about our ultimate goal – lead management solutions – let’s get into some background. Brad Miller at Search Engine Watch recently penned an article discussing how the future of SEO is based on today’s search marketing integration techniques. [1] Just the mention of another fancy web marketing term like search marketing integration can scare the daylights out of any humble company. But before you close the browser and say, “just starting my Adwords account was difficult enough…” stay with us.

Search marketing integration is about getting ranked higher in Google by ensuring all components of your digital marketing are optimized. By optimized, we mean the following:

  • Keyword-rich, descriptive content on your website
  • The same useful keyword-rich content across your social media platforms
  • Content that engages your audience and uses carefully-selected keywords in  every piece of content.If you’re responsible for the content it should be put together well, reflect your offering and feature your keywords.

Chances are, many small businesses have no plan in place for how to integrate great content and keyword-rich text into all their digital marketing efforts. Search marketing integration (SMI) is the future of digital marketing. Many small companies we talk to find broadening search marketing efforts, or even streamlining them can bring in a whole new class of leads.

The bottom line? Once you start, you’re going to have to figure out what lead management application you’ll use to keep track of all those leads and to understand their particulars. So why not develop your lead management solution while you’re diversifying your digital marketing?

What about Lead Management Solutions?

Getting your marketing efforts streamlined ensures lead management solutions will need to follow. If you’ve been working at marketing your business for a while, you know:

  • A lead from one social media site may behave differently and/or have different needs than a phone-in lead. Phone leads may have a more urgent need for services, for one thing.
  • Leads from similar sources may have different pains – and will therefore need to be handled differently.
  • If you have leads pouring in from different social media services, what kind of lead management application do you use to ensure follow-up happens in a timely manner?

Now that you know you’ll need to begin streamlining your total marketing efforts with search marketing integration, another opportunity presents itself –lead management.

Go through each channel of your marketing and come up with a search marketing integration plan for each. It can be as simple as inserting effective keywords into your social media profiles, or hiring a pro to help you manage your Adwords accounts for better branding.

While you’re at it, take a moment to consider how leads funnel in through each of your digital marketing funnels. Do you have any way of managing leads through social media vs. PPC? What about social media vs. offline marketing? If you aren’t sure, start recording some data about your clients into your lead management application to discover patterns in user behavior. Use these patterns to better analyze how you should approach follow-up with your leads.

Consider:

  • Needs/Pain – do users from social media tend to have a different need than phone-in users?
  • Urgency – what is the requested turnaround or willingness to buy from leads who funnel in from one area of your marketing vs. another?
  • Close rate – do you close leads from one funnel more than another? If so, are you using the same sales tactics for both?

Would a Lead Management Solution Help?

An intuitive application with customizable variables you can define yourself will allow you to keep track of some of the particulars of your leads. While you’re developing your internet marketing strategy, consider integrating lead management that truly works for your business and addresses the particular needs of your potential customers. Consider Lead Liaison’s lead management dashboard to help – from initial contact throughout the life of the lead.

Resources

1)   http://searchenginewatch.com/article/2239955/The-New-SEO-Search-Marketing-Integration


 

Lead Liaison

The Consequences of Poor Lead Management

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Consequences of Poor Lead ManagementInfographics are an easy, eye-catching way to discuss issues in today’s B2B environment. We recognize how helpful infographics can be in developing a lead management strategy. So we’ve produced a colorful, extensive lead management chart, which should help small to mid-size companies struggling with how they should manage their lead generation process. We call it, The Consequences of Poor Lead Management.

Often, infographics are built on statistics. Statistics provide reference points as to what industry players are doing and the results from their activities. That is why we’ve built this infographic on 10 major statistics that are referenced within the revenue generation industry.

The infographic breaks down the most quoted lead management statistics available:

  • % of buyers who research purchases online
  • % of marketing leads not passed to sales
  • % of leads that will never be followed up
  • % of sales teams with no process to re-qualify leads
  • Likelihood of leads converting if contacted within five minutes of a query
  • Average number of attempts required to make contact with a lead
  • % of marketing campaign respondents who are ready to buy immediately
  • Likelihood of lead qualification if contacted within one hour of a query
  • % of companies with no standardized sales and marketing processes
  • % of leads initially disqualified that buy within 12 months

The infographic flow chart displays ten consequences of poor lead management. Within each consequence there are extensions which highlight 2 to 17 effects of a poor lead management strategy. From every set of effects there is an outcome that results from each specific issue. This adds up to over 70 details about the consequences of poor lead management!

The infographic is intended to assist small to mid-size companies in addressing their lead management process. Lead Liaison executives hope that, by providing this information in an easy-to-follow format, the infographic can be used as a tool for boosting lead management effectiveness. By adressing the issues detailed in this free chart, companies can improve revenue generation.

The chart may be downloaded and printed so executives can easily reference the details. Check out the lead management infographic today and contact Lead Liaison for ways to improve your lead management process.

Download this infographic.

Embed Our Infographic On Your Site!

Lead Liaison

Scoring Leads from Marketing Qualified Lead to Sales Qualified Lead

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Scoring Leads from Marketing Qualified Lead to Sales Qualified LeadEffective B2B lead management involves more than simply preventing viable leads from falling off the radar. The effectiveness of a lead management program is really measured by how well it moves suspects from marketing qualified leads (MQL) to sales qualified leads (SQL). The difference between the two statuses can represent tens of thousands of dollars in closed business.

A lead scoring system helps to differentiate between leads that are likely to buy now and those that require more nurturing. However, it is most effective if it is constructed properly.

There is often disagreement between sales and marketing departments about what constitutes a “qualified” lead. This makes some sense because the parameters are different among the two departments. A lead scoring system, used as part of a lead management program, provides an opportunity to put values on parameters used by each department.

The lead scoring model should have a threshold – a minimum score – that indicates that a suspect has met enough criteria, the right criteria, to be worthy of a sales engagement. Lead scoring provides a systematic way to transition leads from marketing to sales in a way that gives the sales team confidence that the lead is viable and prepared for a sales engagement.

The question is: at what point is a marketing-qualified lead ready to be transitioned to a sales qualified lead?

For example, take two suspects that have entered your marketing funnel. One is a VP of operations, the other a line supervisor. The VP has visited your website a few times and spent about 15 minutes on your product pages. The supervisor has visited your site fifteen times, downloaded two white papers and several fact sheets, and attended a recent webinar.

Which lead is considered a better sales qualified lead?

In many industries, a VP is a more sales-ready lead because of the likelihood that he has buying authority. However, there are companies that allow purchases by supervisory staff. The greater level of activity by the line supervisor might indicate better timing, but does she have buying authority? Which parameter means more?

This is where applying weight to scoring parameters is important for lead scoring to be effective. Some activities and/or attributes provide greater impact on sales-readiness than others, but which ones matter more could be night and day from one company to another. Examining which behaviors have led to sales in the past is a good way determine weights for certain qualities and behaviors. For example, if the evidence shows that your product sells well after being noticed by subordinates who influence the C-suite after conducting research through white papers, then recent white paper download activity, when combined with the subordinate’s title, should be weighted more heavily than a C-level executive who visited the website a couple of times.

According to marketing experts, a 10% increase in lead quality translates to a 40% increase in sales productivity. This should motivate executives to align sales and marketing departments through a lead scoring system, like the one in Lead Liaison’s Briefcase™ lead qualification dashboard.

Lead scoring can help most businesses improve sales conversions and shorten sales cycles. But it’s important to remember that the scoring model you use to move leads from marketing qualified lead to sales qualified lead status is dynamic (newly uncovered evidence affects existing scoring metrics) and comprehensive (incorporates parameters from both departments).

How does your company score its leads? Post a comment here or drop us a line.

Lead Liaison

When Does Your Marketing Qualified Lead Become a Sales Qualified Lead?

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When Does Your Marketing Qualified Lead Become a Sales Qualified LeadHow does your company define a lead as “qualified”? Are the leads that fit a demographic/firmographic profile and respond to marketing touchpoints considered qualified?  Your marketing and sales departments may disagree on which leads are truly qualified to become a sales opportunity. In this post we look at when your marketing qualified lead (MQL) becomes a sales qualified lead (SQL).

A marketing qualified lead is a suspect that has advanced through multiple marketing touch points and fits an optimal lead profile. A sales qualified lead requires more to be considered a viable sales opportunity:  it must be ready, willing, and able to pay for your solution.

In order to qualify as a sales opportunity a lead must have the following:

  1. An established need. This can be indicated through online forms or by contact from a sales agent. The need must be solvable with your solution. There are plenty of B2B needs to be met, but if your solution does not directly address the need completely or partially, the lead is not sales-ready. Even the most cash-rich prospects are of little value if there is no need – perceived or real – for your solution.
  2. Money to purchase. a marketing-qualified lead may show substantial interest and be completely engaged, but without capital to make a purchase, your sales agent is wasting time. Even the most inexpensive solution will be unavailable to companies with no budget.
  3. A plan to buy. Many companies understand they have needs that must be met through buying from B2B vendors, but don’t always plan for purchases. A marketing-qualified lead cannot evolve into a sales-qualified lead without understanding where the prospect is in the buying cycle. A lead may be fully marketing-qualified because of fit and interest, but it does not reach a sales-qualified status until there is a firm plan to commit money towards a solution. Your sales agent will be “spinning wheels” until the prospect gets buy-in from decision-makers to move forward with a purchase.
  4. Possesses purchase authority or decision-making capacity. There may be a few layers of authority involved in a purchase. This is where a marketing-qualified lead is clearly different from a sales-qualified leads. Sales agents know that, in order to close a deal, they must be engaged with a buying authority or a decision maker. An influencer may be marketing-qualified but, without purchase authority, he may not be the appropriate contact for a sales agent.

Some – but not all – of these characteristics of a sales-qualified lead can be captured through marketing touchpoints. By implementing a lead scoring system that includes both marketing qualification criteria and sales qualification criteria, your company can more easily differentiate between a marketing qualified lead and a sales qualified lead.

It is important to include sales agents when determining scores that indicate a marketing qualified lead. A few examples of sales qualification criteria include:

  • Funding available immediately                          10 points
  • Funding available within 6 months                   5 points
  • Budget in process                                                2 points
  • No funding available                                            0 points
  • Expressed a direct need                                     10 points
  • Expressed a potential need                               8 points
  • Unaware of a need                                              3 points
  • Expressed lack of a need                                    0 points
  • Lead contact is decision-maker                         10 points
  • Lead contact is purchasing agent      5 points
  • Lead contact is influencer                  3 points
  • Plans to buy immediately                   10 points
  • Plans to buy within 6 months             5 points
  • Plans to buy within 1 year                  2 points
  • No plans to buy                                    0 points
  • Would spend over $1,000                 10 points
  • Would spend under $500                  5 points
  • Would spend less than $100             1 point

Sales and marketing should be aligned in establishing the difference between a marketing-qualified lead and a sales-qualified lead. Implementing a lead scoring system to rank marketing suspects and sales opportunities will improve conversions and enhance the transition from marketing funnel to CRM priority.

Lead Liaison

Lead Generators

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Lead GeneratorsAre you looking for ways to generate leads? I bet you were probably hunting for a telemarketing agency. In fact, when you search for lead generators in Google you’ll mainly get links for telemarketers in the results. If you landed here, that’s great news! It’s time you took a fresh look at how you’re managing your leads and consider using technology to bolster your strategy.

Dialing for dollars sometimes works; however, often times it’s inefficient and yields a low ROI relative to using software stacks that can bridge gaps in your sales and marketing and lead management processes.  If you’re like most organizations they have mixed feelings about hiring third parties to generate leads. These are usually on/off programs for most companies. Technology though, is here to stay.  You might hate it, but you can’t ignore it. If businesses ignore it then they’ll fall behind their competitors.

Lead Liaison uses innovative software technology that ignites your lead management process. We get you more leads into the top of the funnel, accelerate leads through the funnel and make sure leads don’t leak out of the funnel by helping you recycle them.

Most lead generators these days are technology-driven. For example, take a look at Lead Liaison’s revenue generation software™. Instead of using telemarketers, our lead generators come from our Software as a Service (SaaS). We provide proven technology to help businesses with six cornerstones of any lead management lifecycle: sales prospecting, lead tracking, lead capture, lead conversion, lead distribution and lead nurturing.

Sales prospecting helps sales people find companies and people – getting more prospects into the funnel. Lead tracking helps companies track who’s visiting their site and what their interest is. Anonymous visitors (new source of leads) and known visitors (name and/or email identified) are tracked along with their online behavior to build rich prospect profiles for sales. Lead capture and lead conversion tools help build landing pages, web forms, engaging email campaigns and more to get prospects to fill out forms and interact with your company’s brand. Lead distribution intelligently distributes leads based on sales team/individual performance or any number of lead criteria (company size, location, etc.). Finally, lead nurturing automates the ability to stay in touch with prospects over time by sending relevant and timely email communications from sales.

Without the help of technology and a lack of emphasis on lead generator software, companies set themselves up for failure. In most cases, configuring technology like Lead Liaison’s to complement existing lead management practices takes less than an hour. My guess is you’d probably spend more than that on the phone with a telemarketer telling them what you need.

In just a few small steps your lead generator machine will be in full force. Make sure to select the right lead generators for your business – choose technology first over telemarketers.

Lead Liaison

Why Is a Lead Management System Important?

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Why Is a Lead Management System ImportantAfter your marketing efforts generate a lead, what happens to it? According to recent reports, most marketing leads are never pursued. In fact, it’s estimated that 80% of leads generated through marketing get lost, discarded or ignored. That’s a lot of lost revenue. The most effective way to prevent leads from evaporating is to use a lead management system.

Why is having a lead management system important? There are two answers: 1) you’ve spent money and resources on marketing activities to capture a lead, so it’s important not to waste that effort; and 2) most leads don’t convert on the first impression, which means they need to be nurtured over time.

So, most organizations can benefit from implementing a lead management system. Some of the more important benefits include:

Lead Organization

An lead management system provides an organized method of classifying and scoring leads as they are captured. They can be organized in multiple ways – by geography, media channel, behavioral traits, engagement period and more. Without a lead management system, it can be challenging to coordinate distribution or maintain an appropriate exposure schedule.

Response time

Today’s consumer demands rapid response to an inquiry. Without a lead management system, requests to the most likely buyers might be delayed. If some leads don’t receive a response in one hour to one day, they have likely moved on to other options. Lead management allows a company to schedule automated responses – including requests made during peak hours and off hours – which allow companies to maintain contact with leads while requests are distributed to the appropriate departments.

Lead distribution

For companies with large sales territories, a lead management system provides an organized flow of leads to the sales force, either geographically or chronologically or by product line. This helps optimize the sales staff by distributing leads to appropriate salespeople in a timely fashion. The distribution process helps optimize the sales team’s efficiency – and reduces the risk of calling on dead ends.

Lead tracking   

With a lead management system a company is able to determine a lead’s position in the sales pipeline in real-time. When leads become more engaged they can be scheduled to receive more influential exposures, such as webinar invitations or free white papers. As they progress through marketing impressions, leads can be prioritized for sales engagements. Lead management often promotes accurate sales forecasting, which leads to better operations management.

Build and maintain a relationship

Many buyers are not prepared to purchase after only one or two contacts. A lead management system funnels leads through a process of multiple engagements, so buyers become more familiar with the company or products and more comfortable with the decision to buy. When a lead requests information, responds to free offers, clicks a link or views a page, those actions create a profile that can be analyzed then used as a guide during sales calls.

Lead Liaison

Understanding the Lead Management Process

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Understanding the Lead Management ProcessA lead is any person, organization or company that could become interested in your products who has not yet made a commitment to buy. Regardless of where you get your leads (trade show, purchased leads, online lead generation, or referrals), you will need a systematic way to receive and evaluate your leads. Your methodology should be consistent and efficiently formatted to expedite entry into your database and distribute it to your sales force. It is important to nurture your contacts more proactively and qualify leads faster, especially if you want to get ahead of your competitors.

The goal of an effective lead management process is to ensure that all sales opportunities are taken advantage of without dropping any qualified leads through cracks in the sales funnel. It will also improve the odds of turning potential leads into new customers. A good lead management process will plan and execute strategic campaigns and effectively measure your marketing ROI.

Did you know that more than half of your leads are not ready to buy after their first experience on your website? If you don’t sell them on your business in the first visit, you may not get them back again. You need to put a lot of work into attracting leads, but how you manage them after the conversion is what will determine if it was time well spent.

In business, time is money! Proper lead management will make your sales team more efficient and effective. Your sales force is paid to make sales and their time needs to be used wisely. It is important to ensure that your sales team is only working on the most qualified leads. Lead management will help you filter out the unqualified leads, so you better understand the buying cycle of those leads with the highest potential.

An effective lead management process helps target more specific customers, which is a more cost-efficient way to generate increased revenue. Inbound marketers put out a lot of new and relevant content on a regular basis. The secret to success comes from knowing exactly which content has attracted someone’s interest. Lead management enables you to identify which content and channels brought in your best, most qualified leads so you can focus your marketing activities and time on those.

A strong lead management system will also create a better experience for your prospects and leads. In a lead management system, content delivered to leads is targeted and tailored to their personal interests. In addition, because lead management documents the full history of their interactions with your company, your leads won’t have to spend as much time educating your sales team about their interests. Sales and marketing are already aligned and have an inside advantage into the customer. Lead management is more than just a software program. It is the secret to converting more sales leads into revenue.

Lead Liaison

Target Marketing Strategy

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Target Marketing StrategyDoes your target market strategy involve selling to a finite set of accounts? Is your Total Available Market (TAM) a small list of companies you can list on one or two pages of a word document? Does your company avoid buying marketing lists and limit outbound marketing to the masses? If the answer is yes to any of these questions then Revenue Generation Software™, driven by marketing automation technology under the hood, will boost your business to the next level and drive your target market strategy.

Here are six ways you can make the most out of your well-defined target market:

Relationship Marketing

Competitors are chasing the same target market as you are. It’s vital to differentiate your company from your competitors. One way to do that is to invest in building relationships. Use Revenue Generation Software™ to automatically and intelligently interact with prospects to create meaningful conversations that keep prospects thinking about you, not your competitor, first. Pre-configure relationship nurturing tracks that enable sales people to instantly drop strategic contacts into a nurturing program. Consistent, company-generated messaging will permeate your target account better than disparate, sales-generated messaging. Make sure to leverage technology to build relationships as part of your target marketing strategy.

Prospect Tracking

Sales people have a challenging job breaking into strategic accounts; it is not easy navigating an organization from the outside in. Many calls and emails can be sent with zero visibility as to the effectiveness of a sales person’s outreach. Use desktop software that streams business to business website visitor traffic in real-time to get feedback on sales outreach. Sales people will know when a strategic account responds to a call or clicks a link in an email with software that alerts the sales representative when the strategic account visits your company’s website.

Account Profiling

Unless they know an insider, sales people have a tough time finding whom to call without an organization chart. Use Revenue Generation Software™ to build a list of employees and their roles and map out an organization. Find a contact you need to call then instantly import the contact into your CRM, such as Salesforce.com, saving time on data entry. Also, business intelligence information such as description, revenue, headquarter location, financials, executives, jobs and more are available to help profile companies.

Competitive Landscaping

Once your company identifies an ideal target identify their competitors. Use Revenue Generation Software™ to augment sales prospecting by quickly viewing competitors of a target account. Then start relationship marketing efforts with your strategic account’s competitor.

Marketing Engagement

Relationship marketing helps businesses and sales people stay in touch with their target market. It’s also important to engage your target market. Use surveys to stimulate interaction and engage your audience. Make sure to process the results and respond. Shield competitors from your finite account base by showing prospects your company is inquisitive and ready to listen.

Personalized Selling

Generic, company-to-company or company-to-person communication might be effective for businesses blasting out emails to massive marketing lists. However, if you know your target market and never buy lists there’s a good chance each of your target accounts, leads and contacts have been assigned a lead owner by your company. Use Revenue Generation Software™ to send closed-loop email messages from the lead owner and make communications personalized and intimate, vital for building relationships.

We encourage you to learn more about how Lead Liaison’s Revenue Generation Software™ can amp up your target market strategy and help your company break into strategic accounts. Even if your company only sells to a finite set of target accounts our technology can deliver immediate value and help your company increase revenue.

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