An Innovative Marketing Team

August 18, 2017/0 Comments/in Revenue Generation Blog/by Lead Liaison

I was thinking today about how amazing Tesla’s marketing team is. Their budget is dwarfed compared to their competition. In fact, I have read reports that Tesla spends just $6 per car sold! Toyota, their next most efficient competitor spends 40 times more for a car that costs 1/5 the price! A very small percentage of the population has owned (or even sat in) their car, yet a very high percentage would say that they would like to own one. Tesla launched in 2003, and has slowly built up a fan base of customers… who don’t drive Tesla’s (yet).

How have they done this? After doing some research, I found these things:

They had a vision before others. The oldest millennials were only 12 years old, and had not developed a consumer personality, when Tesla was founded in 2003. They realized that their immediate buyers would pay a premium to work out the technical kinks of developing an electric vehicle; while also buying time to build a long term brand focused on a new generation.
They told a story. Elon Musk, cofounder, CEO and Chairman of Tesla Motors, has promoted his vision, much like Bill Gates (a computer in every home) or Henry Ford (a car for every family) did before him. This story was told over and over to people whom Tesla would not even target as potential buyers… for DECADES!
Low cost communications. The days of large media spends are dwindling in a new, hyper targeted communication’s economy. No longer do effective marketers dominate market share through spray and pray communications such as TV and radio. Instead, innovative companies are looking for ways to win the hearts of customers through personalized messaging.
They have harnessed the halo effect and emotion. Buyers of a Tesla see something sleek, innovative, and different. As Americans, we are drawn to elegant design and prestige. Tesla has tapped into those emotions. By playing to the heart of your consumer, they do not need to “sit” in a product to know that they will like it when they do.

Often times, in the world of marketing, we forget about relationships and emotions. We can focus too heavily on strict budget and ROI analysis. Our communications tend to be centered around “Fact Sheets”, price, and comparative analysis… and we ignore the negative consequences that such approaches have on building the brand.

Likewise, most marketers tend to focus heavily on top and middle of the funnel prospect acquisition; instead of leveraging their core competency as chief communicator to touch on the hearts of the people that are going to buy from you.

Would your owners/investors/executive suite support you in taking a long term branding approach to achieve exponential success? What creative means might you employ in your organization to build loyalty and a “cool” factor for your offering? How would you change your core messaging and approach if your goal was to be the most successful company in your industry over the next 14 years; instead of being focused on next quarter?

Lead Liaison’s marketing automation encourages marketers to focus on long-term results and long-term relationships. Let one of Lead Liaison’s experts show you around our software. You’ll be surprised what all we support, and how easy it can be to shift gears.

The Real Cost of a Legacy Marketing Automation Package

August 7, 2017/0 Comments/in Marketing Automation, Press Releases/by Lead Liaison

Have you ever considered the real cost of a “spaceship” marketing automation platform (MAP)?

All too often we look at the subscription price of software as our “total investment.” You might even be willing to spend an extra $10,000-$30,000 on the software itself because a friend or sister company has had experience with it. But let’s dig deeper.

The bells-and-whistles companies that tout large user conferences and an abundance of consultants usually have secondary costs which are rarely investigated. For example, I saw a recent posting for a “Marketo Expert.” The pay is $100,000+ per year (plus benefits). This tells me three things:

The company is no longer looking for the best marketing mind. They are looking for a robot that knows how to use a complex software package that is already an anchor tied to their ankles.
There probably isn’t a back-up resource with the expertise to use this software, meaning that they are in limbo as a result of lacking this resource.
I would bet you dinner at a nice steak house that when the budget was submitted (and ROI was calculated) that a figure north of $200,000 was not presented to the CEO to buy this software. I’m also going to bet that this decision was driven by an employee that was looking to increase their personal value/salary as opposed to making the recommendation that was truly in the company’s best interest.

What’s even more upsetting is how discriminatory such rocketship systems are. If you need to be an “expert” in the software, it makes you wonder how the rest of your sales and marketing team will be able to collaborate and improve upon the value of such software via execution. How will the maximum number of our employees be able to benefit if the marketing automation platform that you’ve chosen needs someone solely dedicated to that particular brand?

Here is the good news: Even at a price point of $200,000+, and even after leaving untold thousands (or millions) of dollars on the table, this company’s marketing automation program is still likely to be profitable. What we should be asking ourselves is this: Why did we make this decision, when there are so many other programs out there that could have a greater impact on our bottom line. Why didn’t we demand ease of use over functionality that is difficult to use? Why are we willing to place our marketing execution program on the head of a single person, when we should rather be looking at things on a much broader scale?

There’s a better answer. Choose a marketing automation platform that is easy to learn, and doesn’t come with a bunch of hidden, extra costs for it to function properly. Choose a marketing automation platform that has a Support Team that will bend over backwards to help you achieve your marketing and sales goals, which simultaneously automating your lead scoring, segmentations, campaigns, and more. Choose Lead Liaison.

Should You Build Your Website on the HubSpot CMS?

August 1, 2017/0 Comments/in Marketing, Revenue Generation Blog/by Ryan Schefke

Are you thinking you should build your website on the HubSpot CMS? In this post we’ll cover five key points to consider.

COS vs. CMS

HubSpot refers to it’s platform to host and build your website as a COS, a Content Optimization System. On the other hand, other popular systems such as WordPress refer to their platform as a CMS, a Content Management System. HubSpot creatively uses the word “optimization” as they have mechanisms to help with SEO and personalization of content. These are not differentiating factors though – and you have to pay for the ability to personalize your content. For example, with SEO, there are readily available, and free, SEO plugins such as Yoast SEO or All in One SEO Pack, that you could easily add to your WordPress instance to start optimizing content. Regarding personalization, you can only do it if you’re using everything HubSpot. It might be wise to choose a solution to personalize content that is independent of the underlying platform. For example, Lead Liaison provides SiteEngage™, to create dynamic website content, which can be deployed on any CMS. If you talked to HubSpot, they’d pitch you on their COS having everything in it to handle marketing activities, like email marketing, social media, CTAs, and more. If you didn’t use the HubSpot CMS, and opted for something like WordPress instead, HubSpot would tell you that you’ll end up needing a bunch of other plug-ins to make your website work with marketing activities. Well, that’s not true. What you really need is a good marketing platform that can do all of that for you. Case in point, with something like Lead Liaison’s Lead Management Automation™ platform, it includes all the facilities to successfully track inbound marketing and deliver omni-channel outbound marketing, without the need to install plug-ins. Regardless of your CMS, you’ll have the flexibility to launch marketing campaigns and embed forms and CTAs into your CMS.

CMS Market Share

As of this post, WordPress had 59.2% market share, followed by Joomla! with 6.9% and Drupal with 4.7% according to w3techs.com. HubSpot CMS had .2%. That’s not a lot of market share that’s been gained in 11+ years (HubSpot CMS available since 2006). I’m not a betting man, but I wouldn’t put my money into a system that is not widely used, supported by a single company (not a community), has limited choices for plug-ins/integrations, and costs a lot of money.

Proprietary vs. Open Source

Proprietary systems such as HubSpot’s CMS are going to be expensive, and restrictive. You’ll easily end up spending 10s of thousands of dollars on a proprietary platform. The advantage of a proprietary system is that the provider, HubSpot in this case, controls the entire experience. They can make sure everything works well together. On the other hand, a system like WordPress is open source, meaning there’s no charge to use it. You might spend $40 to $60 on a theme, but you’ll have millions of plug-ins. WordPress is the CMS that runs more than 25% of all websites across the world! According to ManageWP, you’d be in good company with sites like The New York Times, National Geographic, Forbes, etc. using WordPress. The number of available choices to offered by an open source system vs. a proprietary system are overwhelming.

Choices, Locked Down or Freedom to Move

With over 50,800 plug-ins and growing daily, 72 translations of WordPress, average of $50 per hour for developers, and thousands of themes, you’ve got choices with open source systems like WordPress. With a proprietary system, choices are limited only to what the vendor provides or the vendors community provides. With .2% market share, don’t hope for much.

This statement from The Sales Lion does a good job of summarizing migration challenges if you’re on the HubSpot CMS and want to get off of it:

Both platforms are completely independent, and therefore there is no easy way to migrate from one to another. There is no simple export process to easily move your Hubspot site to WordPress or vice versa.
If you are moving from Hubspot to WordPress, you’ll have to build each page again, through a copy and paste process. CSS styling will have to be duplicated to match the styling from the previous site. This can be done more easily by building a theme for WordPress that matches that of your HubSpot site.

On the other hand, migrating between WordPress themes is easy! All of your data is stored in the same database. Changing the themes is as easy as making a few button clicks in the UI. The ability to choose between 1,000s of different themes is great. There’s no doubt your website will need a facelift every 5 to 10 years. Are you ready to easily make the change?

The Bottom Line

You definitely have a choice. If you want to have a sense of ownership of your website, go with an open source system. To quote Snyxius.com about WordPress vs. HubSpot:

The interface of the WordPress is so simple that you don’t have to rely on other to make changes or fix a tiny error for you. You can do it on your own this way. You are in full control of your site and your wallet.

I’m sure you’d be devastated if you went down the path of using the HubSpot CMS and didn’t like it. What would you do then? Probably not much, because HubSpot would own your entire site. It’s kind of like owning your own storefront, or leasing from someone else. If you had the chance to own your store front, you could do whatever you want. If you don’t, the landlord has complete control. Let’s just hope they don’t kick you out. In summary, make sure you set yourself up for maximum flexibility. Have a little diversity with your marketing, don’t put all of your eggs in a single basket, and make a good decision for the long run.

Lead Liaison Releases Kit for Marketing in Higher Education

July 27, 2017/0 Comments/in Press Releases/by Lead Liaison

Allen, TX – Lead Liaison, a software company that specializes in providing marketing and sales solutions, released a collection of resources for educational institutions this week. Their Education Kit includes an overview of marketing in the education sector, a checklist of how to apply marketing automation specifically to educational institutions, various case studies, and more.

“We already know that we’ve got a powerful solution, but the problem that a lot of people run into is how to apply it,” says Jen Worsham, Director of Client Relations at Lead Liaison. “Marketing for higher education can be difficult, but it shouldn’t be. We want to show, based on in depth research and real-life case studies, that marketing automation can help increase student retention, accelerate new student enrollment, and streamline communication.”

Lead Liaison’s Education Kit encourages educational institutions to evoke emotion with their audience by telling compelling stories and using a consistent theme across omni-channel marketing efforts – both online and offline.

The kit breaks down which of Lead Liaison’s features solve problems that are commonly found in marketing for higher education. Automation, for example, can improve response time and increase operating efficiency. Personalized website content tailors website visitors’ experience, making it unique to each student. Lead Liaison supports omni-channel marketing, including email, social media, text messages, postcards, and even handwritten letters, which helps build emotional ties between the audience and the university. They assist in overcoming budget issues by tracking Campaign ROI. Using ROI data can justify more budget, or assist in finding where to cut back by assessing the methods that have not been successful.

Florida International University uses Lead Liaison on a daily basis. They wanted to have more meaningful and relevant conversations with their students and prospective students. Features like Lead Liaison’s database segmentation, social append, Salesforce integration, and even onsite training, helped FIU accomplish these goals. Now, they are able to speak to prospective students the way that they want to be spoken to. “Lead Liaison has made our experience so much more efficient and enjoyable. We are now able to quickly create high impact messages with the email builder, we can assess email campaign performance, and even analyze real time insight into Prospect activity,” says Eva Marie Gasson, Assistant Director of Communications at FIU.

Lead Liaison also proves, with this Education Kit, that marketing automation isn’t just for prospective students. Educational institutions can communicate with alumni or faculty in the same way they automate other communications to prospective students. Advisors or Success Coaches can use the platform to coordinate and track university mentor programs. The opportunities are truly endless with a platform as powerful as Lead Liaison.

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).

5 Ways to Keep Your Marketing Organized

July 26, 2017/0 Comments/in Revenue Generation Blog/by Lead Liaison

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.

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

July 20, 2017/0 Comments/in Press Releases, Revenue Generation Blog/by Lead Liaison

Allen, 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).

Reviews Matter

July 19, 2017/0 Comments/in Revenue Generation Blog/by Lead Liaison

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.

Ten Things Marketing Should Review with Sales When using Marketing Automation

July 13, 2017/0 Comments/in Marketing Automation, Revenue Generation Blog, Sales/by Lead Liaison

Marketing 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:

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.
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?
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?
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.
Better define lead distribution processes with them. Most marketing automation systems can help you set up a rock solid lead distribution process.
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.
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.
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/.
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.
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.

The Importance of a CRM

July 5, 2017/0 Comments/in Revenue Generation Blog/by Lead Liaison

Does 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.

QuestSoft Triples Clickthrough Rates & Improves Website Engagement with Lead Liaison

June 27, 2017/0 Comments/in Press Releases/by Lead Liaison

ALLEN, TX – Mortgage lending compliance software company QuestSoft recently spoke about their success using Lead Liaison.

QuestSoft is the nation’s leading provider of automated mortgage compliance software. The company’s solutions help more than 2,200 mortgage lenders simplify and speed the collection, analysis, compilation and reporting of key lending regulatory report data. QuestSoft is known as a profitable, highly innovative company that has won more than 20 awards in the past four years, including being named a Top Workplace by a prominent local paper, the Orange County Register, for three of the past four years. QuestSoft has also been recognized with outstanding service awards from leading industry publications, such as HousingWire’s 2016 HW Vanguard Award, Mortgage Professional America 2016 Hot 100 Listing and PROGRESS In Lending’s 2017 Innovation Award. In addition, QuestSoft has been listed as the 12th best small business to work for in Orange County, along with a recent award highlighting the company as one of the Top 50 workplaces nationwide for women in the mortgage industry to work.

The main reason QuestSoft chose Lead Liaison for their marketing automation needs is because they provide everything from visitor tracking to marketing automation, and even a free CRM – all in one place. The balance between that, the customer service, and the price made it an easy choice.

Originally, QuestSoft wanted to focus on email campaigns and monitor website engagement. They were very interested in watching who was visiting their website in real time. Specifically, they wanted to know which pages were most interesting to their website visitors. “You make certain assumptions about where [visitors] go after the homepage,” says Scott Mortenson, Director of Marketing at QuestSoft. “We thought we knew, and as it turns out we were spot on. It really helps us understand what people are most interested in.

What’s even more noteworthy is the company’s increase in email open and clickthrough rates. Lead Liaison can do much more than just monitor website activity and engagement. QuestSoft needed a platform to execute all of their marketing initiatives. “We tested some emails and they did quite well, then we tested a few others and they failed. We went back to the original formula and we’ve been watching it grow with each campaign. Being able to have those numbers – those statistics – has been invaluable,” says Mortenson. With a professional, easy-to-use platform, Mortenson’s team was able to build communication that had a consistent message, consistent graphics and consistent value. They saw the numbers start to climb.

QuestSoft is also utilizing another popular feature of Lead Liaison, Tracking URLs. They created a unique URL that they placed into advertisements. They are now able to track those ads, whereas before they were blindly sending people to a webpage without knowing if a lead was generated from this link. Tracking URLs gives QuestSoft the ability to measure the impact of their advertising dollars.

QuestSoft will be attending a conference in Florida in the coming weeks, and they are focusing a nurture campaign geared towards their trade show audience. They have a list of expected attendees, and their goal is to drive traffic to their website leading up to the event, as well as increase traffic to their booth. They’re confident they can drive website activity with strong email campaign performance produced from Lead Liaison. Before using Lead Liaison, they saw email open rates of about 10%. Since implementing Lead Liaison, they have seen email open rates increase to 18%. In addition, they have tripled their average click-through rates in the last six months, seeing recent click-throughs as high as 10%. Average CTRs in the technology industry are closer to 2.5%, making this a significant achievement. Marketing with Lead Liaison has resulted in increased appointments at their trade show booth. They expect nothing but the same for their upcoming event in Florida.

QuestSoft’s use of Lead Liaison’s Lead Management Automation (LMA)™ has provided relief for the company, because they no longer have to fret over tedious tasks. They are now able to use that time to focus on building their programs and campaigns, brainstorming with their team, and increasing revenue.

About QuestSoft

Laguna Hills, Calif.-based QuestSoft is a leading provider of comprehensive compliance software and services for the mortgage, banking and credit union industries. QuestSoft combines 20+ years of mortgage regulatory, CRA and Fair Lending compliance analytics, data management and software design expertise with best-in-class customer service to consistently improve client compliance accuracy and facilitate smoother regulatory audits. QuestSoft products, interfaced with over 40 LOS providers, enable more than 2,200 clients to simplify and speed the collection, analysis, compilation and reporting of key lending regulatory report data. For more information, call 800-575-4632, ext 1, or visit www.questsoft.com.