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Lead Liaison

5 Ways to Keep Your Marketing Organized

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I was working with one of our new clients the other day and they asked how successful companies get started with marketing automation. Without hesitation, I answered “they get organized.”

It sounds simple, sure, but when you’re dealing with a database of thousands of prospects and hundreds of pieces of content, it gets a bit more intimidating. Sure, you could send generic emails and event invites to your whole database, but are you going to get great engagement? Probably not. Unless you’ve got a way to personalize content and track ROI, you’re just throwing stuff at the wall to see what sticks.

Luckily with Lead Liaison you don’t have to do it on your own. Let’s look at five awesome ways you can keep your marketing team on top of everything.

  1. Segmentations – The way you segment your database is key to how successful any campaign will be. We can automatically build segmentations based on your prospects’ individual profiles. All you do is tell our system what to look for. Do you want to market to all CMOs in the state of Georgia in the entertainment industry? Great, we’ll search your database, find all of them, and make a custom marketing list. Best of all, we’ll add new prospects as they come in and remove them if they no longer fit your criteria. Learn more about segmentations here.
  2. Tagging – Tags are one of the best ways to keep track of who is interested in what. When a prospect engages with your content, attends a show, views a webinar, or any other engagement you can think of, we can automatically tag them. Say they attended your 2017 We’re Awesome Webinar. We can tag them with the event name automatically when they attend. Later, if you want to build a nurture drip campaign around attendees, just search for prospects with that tag. Easy! Oh, and it’ll be even easier at live events with some cool things coming down the line.
  3. Campaigns – When we say campaign, we’re talking about your marketing efforts around a specific topic or event. Say you have a new product coming out. Your marketing for that product would go into a Lead Liaison campaign. And, because we’re not just an email marketing platform, we would also track your multi-channel marketing pieces. Since you can add a cost to the campaign, you’d have a super easy time finding your ROI. And because you’ve segmented and tagged your prospects for targeted content, that ROI will look pretty nice.
  4. Programs – Think of a program as a campaign of campaigns. While you would have a campaign for a specific trade show, you would have a program for all trade shows that year. And yes, this includes the costs of the individual campaigns. This could help you answer that age-old question, did you actually make money from the trade shows you attended this year? In my book, that’s a must-know for any B2B organization.
  5. Folders – Folders are great. You can put any list, segmentation, automation, campaign, or program into a folder. Want to see all of your marketing content that’s geared toward CMOs? Look in your CMO folder. Want to see all of your drip campaigns? Look in the drip campaign folder. Forget searching through pages of content if you want to make a tweak. Yes, it will take some initial setup, but you’ll be paid back the time spent tenfold.

The big takeaway is that organization will streamline your marketing pushes. Imagine being able to send truly relevant content to the right people, and then having the time to figure out who really is a qualified lead. I can tell you this, the sales team will love you for it, and the execs will love the detailed ROI.

Want to learn more about who Lead Liaison can help you organize? Give us a shout!

 

Lead Liaison

Lead Liaison Leaks a Glimpse of First-Ever, Fully Integrated Lead Capture App

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Lead Liaison LogoAllen, TX – Lead Liaison, an innovative marketing and sales solution provider, is elevating the scope of B2B mobile software with a first ever, fully integrated lead capture app, conveniently named GoCapture!™. Although it is not available for public consumption yet, the Lead Liaison has released a few specifics that have the technology world buzzing.

The app is intended to be used at events such as trade shows, seminars and conferences, and even in door-to-door sales, to capture hot leads or take surveys onsite. This new technology allows Lead Liaison to span the full life cycle of an event, from onsite lead capture and data collection to nurturing with marketing automation, and beyond. This application pairs with Lead Liaison’s Marketing Automation platform, Lead Management Automation (LMA)™ and their CRM, OneFocus™, allowing exhibitors to instantly capture, qualify, distribute, and nurture leads with a single system. It will be initially available for iOS and Android operating systems with support for Windows in a subsequent release.

Information is limited, but according to Lead Liaison’s engineers, GoCapture!™ will provide the ability to quickly capture leads using several methods. The first method is through a mobile form submission. Trade show attendees will be able to walk up to a company’s booth and manually fill in the form on a smartphone or tablet. Exhibitors can also directly fill in the form.

The second method for onsite lead capture is through a business card transcription portal. Employees working an event can simply take a photo of the lead’s business card. From there, OneCapture!™ offers the option to transcribe the business card using a self-service portal at a later time. Alternatively, Lead Liaison also offers a paid transcription service.

The third method for lead capture is by optical character recognition (OCR). OCR provides the ability to scan the business card, capturing the information automatically.

“The methods and flexibility in which we allow someone to capture a lead has grown. It is tailored around an event or a show,” explains Lead Liaison Solutions Specialist, Chris Kipgen. “What sets us apart is the fact that we own all of these pieces, from the CRM to the automation, which can deliver different kinds of touch points, digital and offline. The fact that we are not integrating with systems we do not own really makes this experience stand out from our competitors. It’s seamless.”

GoCapture!™ is scheduled for release in the fall, according to Lead Liaison. However, they are starting testing with early adopters over the next few weeks. To sign up for alerts about this mobile technology, visit this webpage.

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

Reviews Matter

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During the last couple of years, traditional advertisement methods, such as television ads, and even Internet-based ads have decreased in terms of their influence on the market, and for obvious reasons. People are now free to state their very own, unbiased opinions, on practically all products and services sold over the Internet, almost everywhere in the world.

For those who do not know, online reviews are basically the opinions of consumers on certain products and services, posted either on the company’s website, on social media networks, on e-commerce sites, but also on review platforms, such as Yelp, TripAdvisor, G2 Crowd, Capterra, TechCrunch, Wired, IMDb, CNET, RateMDs, Foursquare and many more.  

With time, online reviews have managed to become a big trend on the internet, thus determining how consumers and business owners throughout the world act. Nowadays, online reviews can influence a multitude of our decisions, including what phone we have, what we eat on a daily basis, where we dine, where we travel, which hotels we book, and what other products we purchase. Reviews have become a way of assessing the overall quality of a product or service, prior to the first-hand experience, through the help of others that have used the product/service before.

Regardless of their importance, it is surprising that not many business owners can fully grasp the importance of online reviews yet. With this in mind, in a recent study by WebsiteBuilder.org, it was determined that with every star a business gets in terms of their rating, their profits will increase by around 5-9%. On the other side of the spectrum, 22% of customers are bound to give up purchasing a product after reading just one negative review, so the impact is huge. Business owners should be aware of the fact that there are numerous ethical practices that can be established, to reduce the number of negative reviews, and increase the number of positive ones.

If a little work is put into effective review management and customer satisfaction, then businesses throughout the world will be able to yield larger profits, and experience more popularity, both online, but also offline.

Here’s a cool infographic that WebsiteBuilder.org put together. 

onlinereview-infographic-by-websitebuilder.org_-1

Lead Liaison

Ten Things Marketing Should Review with Sales When using Marketing Automation

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marketing and salesMarketing automation software is a necessary solution that all viable businesses should use. I’ve said many times that marketing automation is like CRM 20 years ago. Companies that are not using marketing automation risk losing ground to their competitors, who likely are using marketing automation. Unfortunately though, companies seem to think that marketing automation is just for marketers – when it’s not! Salespeople can realize a number of gains from marketing automation software, such as better, more qualified leads, key alerts, reports that identify new leads, and more. Marketers are the main buyers of marketing automation software. However, they’re not always clear on what they should tell their sales team once they bring the software in-house. Here’s a list of ten things marketing should review with sales when using marketing automation:

  1. Ask them if they want to get a daily alert via email that sends them a list of businesses checking out your company’s website in the area they are responsible for. For example, a rep covering Texas, Oklahoma, and Nebraska might only want to see companies visiting your website only in these states. Also, it’s possible to see the people that visit your website, but limit that to only people with whom the sales rep is the “lead owner” of. Ask them if they prefer to filter out what’s on the daily report. For example, only see leads they own, etc.
  2. The Automated Lead Flow Management guide would be a good document to read through to see what’s possible: http://www.leadliaison.com/resources/library-of-resources/. Can your sales team agree on a flow for all inbound leads that help your company establish a process for managing, distributing, and nurturing inbound leads?
  3. Try to better understand from them how they segment clients, so the marketing automation provider can help you build dynamic segmentations from your database. In other words, what “groups” of people do they want to communicate with frequently and why?
  4. Do they ever want emails to be sent by marketing on their behalf? Most marketing automation platforms can send emails from the Lead or Contact owner.
  5. Better define lead distribution processes with them. Most marketing automation systems can help you set up a rock solid lead distribution process.
  6. Get a feel for the buyer’s journey. The Marketing Content Map, http://www.leadliaison.com/resources/library-of-resources/, can help you map out the buyer’s journey. Make sure you build nurturing around each of these journey’s to build the relationship as prospects move through the sales cycle.
  7. Ask if they want to nurture customers (up sell, cross sell ops, birthday wishes, contract anniversary reminders, etc). Marketing automation is not just for top of the funnel activities, but also for bottom of the funnel relationship building.
  8. You could ask them what activities make a qualified lead in their mind, and start building a scoring model with them (what activities to score, what points, etc.). If you’re really digging in, we have a guide that kind of acts like a contract between marketing and sales, called the service level agreement between sales/marketing. You can download it here: http://www.leadliaison.com/resources/library-of-resources/.
  9. Ask them if they want to add a plug-in into their email client (Google Mail, Outlook, etc.) to send trackable 1:1 email. Most marketing automation providers offer plugins to email clients. We do this with our Send & Track plugin.
  10. Ask them if they could use help nurturing trade shows leads (if you attend trade shows). This last one is sort of specific to Lead Liaison. We have a mobile app to simplify the process from lead capture, to transcription, to nurture! It’s a pretty slick end-to-end process.
Lead Liaison

The Importance of a CRM

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

It really is that black and white.

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

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

It Impacts Customer Satisfaction

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

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

Improved Access to Customer Data

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

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

The ROI Is Huge

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

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

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

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

 

Lead Liaison

How to Qualify Opportunities with Lead Scoring

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Lead ScoreAll businesses need leads, but one of the primary problems is the pressure to generate qualified leads and route the right ones to sales. Perhaps your inbound marketing strategy has helped generate a database full of leads, through varying campaigns. You have a bevy of potential customers interested in your products or services, but are they ready to make a purchase?

It is certainly obvious that not all of your new leads are a the same stage in the buying process. Some will need convincing to move over to the next level. The best way to meet these leads with relevant and appropriate messaging is through lead scoring. This is a technique of segmentation to ensure you send a message that truly interests each lead.

Don’t qualify leads manually

You can’t judge new leads based on a gut method or hit-and-miss. Otherwise, sales and marketing would be quite frustrated. Not to mention, this method is highly unreliable. The reason why manual processes are set up for failure is because humans eventually make mistakes.

If you’re sorting through a large list of mixed-quality leads, you can quickly feel exhausted and demotivated. Soon, you find yourself making snap judgements as you run out of time. What happens is you risk overlooking many leads that might have made a purchase if someone was there to give the lead attention.

In addition, manual lead qualification usually accounts for leads that may be ready to buy in a few months. If a salesperson gets the impression that a lead is disinterested, they might throw that lead a way. Yet, if the lead was nurtured for a few months, they might end up making a large purchase.

Start with marketing automation

In order to quickly and efficiently process leads, you need to deploy marketing automation. This way, you can scale campaigns through a lead scoring model. Moreover, you can integrate your campaigns with your inbound efforts. Marketing automation helps to eliminate human error. You can also use marketing automation to qualify leads based on their online behavior. Of course, it is important to develop a successful lead scoring model.

Think of how you attract leads

What does the marketing department do to attract leads? Online advertising? Social media? Webinars? Blogs? All of the above and more? How can you tell when a lead is ready to purchase? Have they visited your pricing page more than once and watched an in-depth demo? Now think of a lead who is in the researching stage; perhaps they’ve downloaded a webinar two weeks ago.

On a scale of 1-100, how would you score each of those leads? Which lead would you spend the most time with? What types of messaging would you send each lead? This is the basis of lead scoring. You assign a number to a lead based on the types of actions they have taken in terms of buying from your company. A lead that has watched a webinar, downloaded an eBook and looked at your pricing page might be sales ready.

On the other hand, a lead that has opened an email and browsed your site may be ready in a few months if nurtured properly. Your marketing automation tool can assign a score based on prospects’ behaviors and assign numbers based on the parameters you set. Then, leads can be automatically routed to sales when they are close to making a purchase.

Setting up your lead scoring system

You want to formulate your company’s scoring system by having marketing and sales work together. When you set up a scoring system, it would be similar to adding rules. You can also add as many parameters as you like. In fact, the more rules you set up, the smarter your automation system will be. The objective is to set rules that specify a behavior and award a positive or negative number. When a lead takes this specific action, he or she is awarded points or they are deducted. Some rules might include:

  • Email clickthrough
  • Facebook ad clicks
  • Price page visit
  • Downloaded eBook
  • Viewed webinar
  • Twitter clicks
  • LinkedIn click
  • Blog click
  • Phone call
  • Requested information

Then what?

Once leads are rated, targeted marketing techniques can be applied. Also, each lead can be cultivated more accurately. A lead with a lower score might feel overwhelmed if you schedule a one-hour online demo. In contrast, a sales-ready lead would appreciate an in-depth online demo. Yet, you won’t know their level of interest without lead scoring.

Learn as you go

Lead scoring and nurturing takes time and practice to nail down. Although, keep in mind that the wrong message at the wrong time can ruin what could have been a successful conversion. You don’t want your sales team contacting leads who have not shown much interest in your product.

Instead of selling to them right away, nurture leads by educating and leading them through your conversion funnel. Sales should only be involved when their score says they are ready. Sometimes, a lead may disappear for a few months then suddenly pop back in at a different stage. Lead scoring can help you keep a handle on how inclined they have been to buy over the past few months.

Interested in gearing up for Lead Scoring? Request a personalized demonstration, and we’ll show you that capability of our software, plus so much more!

Author Bio

Katrina Manning is a content marketing specialist who has penned thousands of articles on business, tech, lifestyle and digital marketing for a wide variety of global B2B clients. She mostly writes for Leadpath.com  and she is also the author of three books and is currently working on her fourth. In her free time, she enjoys fundraising for charitable causes, playing with her cat and baking.

Lead Liaison

Tools of the Trade: Screencast-O-Matic

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In the busy world we live in, we all have our secrets to being more productive and more organized. Technology lends itself to creating more solutions. Lead Liaison is one of those solutions, and we have clients all over the globe that agree! But we didn’t get here by using outdated resources. Here at Lead Liaison, we’ve got several “tools of the trade” that help us be the best that we can be. In this series, we will talk about some of the tools that we use to be more effective in our day. In today’s post, we’ll talk about Screencast-O-Matic.

Screencast-O-Matic 1

What is Screencast-O-Matic?

Screencast-O-Matic is a simple screen recorder for Windows and Mac. It allows users to easily record, upload, and share recordings strait from their desktop or laptop. Screencast-O-Matic can be used for video tutorials, support-related videos, and more. This tool is used by businesses, educators, and gamers. Their free version allows up to 15 minutes of recording, which is plenty of time for a quick “how-to” video. Their Pro version offers longer recording limits, the ability to record your computer audio (in addition to your audio input), and editing tools.

Features

Screencast-O-Matic is really easy to operate. It’s got a simple interface that isn’t cluttered with excessive features. Once you’ve downloaded it to your computer, hit “Record” to record your screen, webcam, or both. The application collects audio, as well. While recording, you can draw on your screen, zoom, and add objects (like an arrow). Once you are finished recording, you will be prompted to rename it, make it searchable to others, and upload/save it.

The final recording can be uploaded to Screencast-O-Matic.com, YouTube, Vimeo, Google Drive, Dropbox, or just saved as a video file on your computer. If you choose to upload your recording to Screencast-O-Matic.com, you are provided a link. When someone else clicks that link, an internet browser tab containing only that video opens on their computer.

How Do We Use It?

Here at Lead Liaison, we use this tool a LOT. I’m not even on the Support Team, and I use it at least once a day. I’m not very good at explaining things, or giving direction, so I rely on Screencast-O-Matic to communicate simple instructions that would otherwise be botched in translation. Being a company that specializes in SaaS, we are often asked to help a customer (sometimes across the world) complete a task in our software. Rather than type out the step-by-step instructions, or schedule a GoToMeeting when both parties are available, I am able to record a short video instead. It takes less time on my part, translates better for our customer, and is more convenient for everyone.

Cost

The company offers a free version that has a few limitations, but it’s worth a try. There is an option to upgrade. Their Pro version is $15/year or $29/3 years (that’s one year free!). The Pro version is so reasonably priced that any business would be amiss not to add this to their toolbox.

 

Lead Liaison

How to Get Through the Gatekeeper & Raise Brand Awareness Using Marketing Automation

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envelope-1803662_1920Sometimes the easiest way to not only get through the gatekeeper, but to get your prospect’s attention is to deliver the “WOW” factor. See, most gatekeepers see the same emails. They get the same phone calls. You are just one of many, and most are boring.

If you were in their position, what would happen if you received something super personal? Well, I can tell you that almost every FedEx package is opened. Likewise, hand-written notes also receive special attention. They show the recipient that the sender has taken a specific interest and investment in making a contact. When Lead Liaison added the ability to send hand-written notes, many of our clients began to report instant success in reaching audiences that previously ignored them. Success rates went through the roof where competitive environments existed.

Think about it: “Thank you” emails have become so ubiquitous that many people have stopped sending them all together. However, a physical note sits on a desk for hours…days…even weeks! It makes a physical impression, and raises brand awareness, which leads to the one thing you need most in your sale: trust. They’re thinking, “Hey, it’s a real person that cares about my business!”

Unfortunately, legacy Marketing Automation platforms think in solely digital terms and have become email dinosaurs. If you are not already thinking outside of email with your automation strategy, I would highly encourage you to look at an advanced system like Lead Liaison in order to grow some ideas on how you can improve your sell-through rates.

Read more about Lead Liaison’s Handwritten Letter feature here. Request a personal, one-on-one demonstration of this feature and many others here.

Ryan Schefke

Make Sure Your Marketing Agency Has Options

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Marketing Agencies Need OptionsI work for Lead Liaison as a solutions specialist. I travel with our sales team on occasion to conduct trainings and have deeper level discussions with clients. On one of my trips, something caught my eye. I’m not quite an HVAC expert, but I’m familiar with the big name brands that are out there after owning a few homes and having HVAC units in my own house. You learn a lot when you have to foot those thousand dollar bills to repair air conditioners ;-). As I entered a parking lot after my meeting, I noticed two large commercial HVAC units, from two different and respectable brands, Trane and York.

In my mind, I liken this to a marketing agency – don’t ask me why I thought of this! HubSpot is a software platform that marketing agencies often buy. It’s a good brand name, and companies are buying it just because of the name. The reality is, just like the HVAC units, that not one size fits all. That there’s room for more than one solution, as each serves it’s purpose. With the AC units, the York might have cost less, had more functionality in a certain area, had better support – every situation is unique, but in this case, there’s a reason they didn’t buy a second Trane and put the two together. Of course I’m a bit biased here, but marketing agencies can benefit from having both solutions to present to their clients. After all, it’s what is best for the client that matters.

There are many differences between HubSpot and Lead Liaison. Feature set, price, support, approach, and more. The experience is totally different with each. Public company vs. private company. I certainly would never bash HubSpot, they’re creating great excitement and buzz in the marketplace. We fully believe in our platform and it’s ability to help agencies and clients. We win many of our deals vs. HubSpot, but also know our benefit and fit in the market.

As an agency, don’t put all of your eggs into one basket. Make sure you can offer your clients different options. Let them make the decision, but highlight to them the differences between the two offerings. Find the best fit for their company based on their needs. Don’t force a solution down their throat because you make the most money off of it or want to maintain your partnership status. Have options, don’t think selfishly, think about the buyer and what’s best for them – don’t close the door on anything.

If you’re an agency and want to hear more about how we work with agencies and what options you have to complement your current offerings, we’re ready to talk. A qualified partner representative would love to hear from you! Request a demonstration today. 

Lead Liaison

3 Sales Tools I Wish I Had When I Was in B2B Sales

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salespersonLadies and gentlemen, account executives, and sales reps everywhere, I salute you. I have tried my hand in business to business sales and could just never get a rhythm down. They warned me going in that it’s hard to get your foot in the door these days – boy were they right!

In a market saturated with other office equipment suppliers, I could never quite read exactly how interested my prospects were. I’d knock on doors, get cards (or speak to someone if God was smiling on me that day), log them in the CRM, and then call or email back every few days. When I was super lucky I’d hit just the right person at the right time. Not so lucky I got their voicemail. Really unlucky and I was promptly informed I was literally worse than a murderer to these people. 

It was a numbers game, management would say. Well, that’s not a game I’m great at. I love interaction and nurture, not chasing unqualified leads for months before they finally let me down. But you know, I’ve learned a few things here at Lead Liaison. Things that might have made my short sales career much longer, and much more profitable.  

Here are a few of the sales tools I’ve recently discovered that could have made the difference. 

Send and Track™

I remember sitting in my sales manager’s office trying to figure out how to get a better response. I had a solid cold email template, but I struggled knowing when to make the next touch. I usually didn’t even know if my emails were being read, and I didn’t have any real way of knowing. (Pro tip: don’t use read receipts… well, unless you like getting profanity-laced responses).

“It would be so much easier if I knew when they had at least opened the content I sent them,” I’d say. 

Apparently, I could have known exactly that. Lead Liaison’s Send and Track plugins for Google Mail and Outlook add a tracking code to the links within a tracked email. The first time I tested it, I was pleasantly surprised by a chirping from Chrome and a pop up saying my recipient had opened the email. I logged in to our platform, checked the sales emails report, and saw that they had also clicked one of the links. 

To think, if I could go back in time and use this while I was a sales rep, I could know exactly who to focus on based on interest. I wouldn’t be hounding people just trying to ignore me; I’d be responding to people who actually responded to my communication attempts!

Visitor Tracking

Back then I would have been happy enough knowing which emails were effective, but this would have blown my mind. Imagine knowing the people and companies who are actively checking out your website. For a sales person, this is a huge starting point. What’s that? This person has been to the website 5 times and keeps looking at OCR solutions? Well, time to put on my OCR Expert Hat™ and give them a visit!

But it gets better. Lead Liaison’s ProspectVision™ doesn’t just through a cookie in the user’s browser and tell you what pages they went to. No, we’re able to see what content a visitor downloads, if they watch a video (and how much of that video). With every step, ProspectVision™ builds a more and more detailed profile. It comes down to learning what the prospect wants to know so you can make a real connection with them. You don’t have to spend all month wearing down a gatekeeper to get little bits of info on what this company might want. You get to see it all first hand.

Buying Signals

Now we’re talking leads. And I don’t mean a list of businesses in your area marketing has identified as target clients. I mean honest-to-goodness warm leads. Based on website activity, email response, and interaction with content on your website, we create a score for qualified leads. Once they hit a certain threshold, you get a buying signal.

Think about that for a moment. You’re probably a very busy person with a huge funnel to keep up with. It can be hard to really put together a roadmap of someone’s interest, especially when they prefer to research on their own. But now, without having to breathe down their necks, you know when they’ve exhibited purchasing behavior. That kind of insight would have been life changing for me.

If you’re new to the industry, information is power. If you’re already a sales superstar, you already know that. I won’t say cold calling is dead, but wouldn’t you prefer a warm lead to knocking on a door? I know I would have. And hey, with marketing automation as powerful as it is today, the early adopters are the long-term winners.

Request a demo of these tools and more!