Lead Liaison Press Release
Lead Liaison

Lead Capture Provider Lead Liaison Announces Attendance at HCEAConnect 2019

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Dallas, Texas – This week, lead capture provider Lead Liaison, announces their plans to exhibit at the Healthcare Convention & Exhibitors Association’s annual convention, HCEAConnect on August 17-20, 2019 in Miami, Florida.

Lead Liaison

The mission of HCEA is “to improve the effectiveness and promote the value of all conventions, meetings and exhibitions for the healthcare industry.” This perfectly aligns with Lead Liaison’s solutions, which assist companies in optimizing their event lead management processes at corporate events and conferences. Their event lead management solution, GoExhibit!™, allows industry and healthcare professionals to better connect, interact, and subsequently communicate with one another in an event setting.

GoExhibit!™ enables businesses to capture event leads on their mobile device using highly-customizable forms. GoExhibit!™ supports all methods of lead capture (i.e. barcode, NCF, business card transcription, etc.), and even features audio notes and voice-to-text capabilities so booth reps aren’t stuck typing or writing out their notes after a conversation.

GoExhibit!™ integrates with any marketing automation or CRM solution. However, if a business prefers to keep everything “under one roof,” it also integrates seamlessly with Lead Liaison’s in-house marketing automation and CRM solutions in a highly secure environment. All data in Lead Liaison  is stored in a Virtual Private Cloud (VPC) and encrypted using AES-256 while data in transit is protected using SHA-256 with 2048-bit RSA encryption.

“We look forward to showing how GoExhibit!™ can increase the effectiveness of healthcare conventions and relevant trade shows. We believe HCEAConnect attendees are going to love our solution due to its ability to highly personalize event follow-up,” says Jen Worsham, Director of Marketing at Lead Liaison. “We understand that healthcare conventions are primarily attended by people looking to educate themselves. Our solution encourages exactly that: building relationships with personalized, educational follow-up. It is so much more than basic lead retrieval. It helps businesses take relationships beyond the booth.”

Lead Liaison plans to demonstrate how companies can take the conversation held at a conference and turn that into a lasting relationship by way of education. “Here’s a great example of our solution in action,” says Worsham. “A recent client of ours was exhibiting at a healthcare conference. The booth representative had a meaningful conversation with an attendee, and found they were most interested in learning about algorithm-driven technology to detect sepsis. This was a part of their conversation at the event. With GoExhibit!™, that company was able to note that specific area of interest and send a follow-up email which contained an eBook specifically related to algorithm-driven technology.”

HCEAConnect begins with a Launch Party on Saturday, August 17th. The convention runs through Tuesday, August 20th. The event is expected to bring in close to 300 healthcare professionals. To learn more or register for the event, click here. To schedule a personalized demonstration with a Lead Liaison representative at HCEAConnect, click here.

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that help businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and sales automation to boost sales effectiveness. Additionally, Lead Liaison is the global leader in event lead management, enabling companies to capture and manage leads from trade shows and events. Lead Liaison blends ease-of-use, a flexible architecture, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Dallas, Texas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237). To access our Press Kit, visit www.leadliaison.com/press-kit.

Lead Liaison

Four Trade Show Tips To Help You Succeed At Your Next Event

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There’s no doubt that a trade show or live event can be a great avenue for filling your marketing pipeline with eager, qualified leads. They can be. But will they?

Here’s the thing: whether they will be or not is largely up to you. You can’t leave it to chance and “hope for the best”. So what can you do to ensure you leave your next trade show, the one you will pour so much time, effort and financial resources into, with a bunch of quality leads? Let’s talk about it…

How Will You Stand Out From The Crowd?

Don’t wait until you are at the show to think this critically important topic through. In your quest to succeed at capturing as many eager, interested leads as possible, and turning as many of those as you can into satisfied buyers, be proactive. Prepare thoroughly before the big event starts.

Ask yourself how your company can stand out from other exhibitors at the event. Put yourself in the shoes of your booth’s visitors. Understand them very well. What are their problems, their fears, their frustrations, their aspirations? How can you help them? What problems do they have that you can solve?

Why would they want to stop at your booth? Why would they want to spend time there and engage with your people? What will you do to cause them to remember your brand and want to learn more about your products or services? How will you create buzz and get event attendees talking about you, both at the show and long after?

Assemble your team to brainstorm these questions and formulate powerful answers. Act accordingly as you design your booth, plan your agenda, write your show-related content, and so on.

Here’s a tip to help you stand out in a big way: focus your written messaging, your conversations and your approach on your potential and actual booth visitors. Don’t focus on you, your company and your products, even though they may be awesome. Rather, focus on the solution that you provide. Remember this acronym-WIIFM? It stands for “What’s In It For Me?”. And it is what your visitors are asking themselves when they are determining whether or not to engage with your people at your booth. So tell them what’s in it for them!

Mom Was Right

Yes, your mom was right. First impressions matter. A lot! This goes for the event experience you offer attendees. What impression does your booth staff give to visitors?

Before your big event, train your staff to observe the following rules of trade show booth etiquette:

  • Offer a genuine, sincere, friendly greeting. Make booth visitors feel welcome and important
  • Smile and maintain eye contact
  • Demonstrate open, confident, relaxed, non-threatening body language
  • Listen attentively. Don’t merely keep quiet until it’s your turn to speak, thinking only of what you want to say next. Actively listen to your visitors!

Please do not discount the importance of these tips to your event lead capture success. An unfavorable impression can turn booth visitors off and destroy their interest in buying from your company. But the right impression can have the opposite effect. It can help set the stage for event lead capture and lead management success.

This Barrier Could Cost You Trade Show Leads

You want to make your booth space itself as inviting as possible. Be aware of physical features in your booth that may act like physical or psychological barriers that keep potential visitors from wanting to engage with your team.

Here’s a common example: many booths have a table across the front of the space. This barrier can give an unpleasant “us-vs-them” impression that repels potential visitors, thus costing companies valuable leads.

Before the event, as you are planning the layout and design of your booth, carefully scan for such barriers. Eliminating them just might make your event lead capture results more fruitful.

Here’s a subtle tip that can help you naturally and effortlessly draw visitors inside your booth: if given the choice, choose to make your booth carpet the same color as the aisles in the exhibit hall. This will give the appearance of visual continuity between your booth and the aisle in front of it. Visitors will be more inclined to enter and engage with you.

Help trade show attendees have fun!

According to legendary marketing consultant and author, Dan Kennedy, “People buy more and buy more happily when in good humor”.

So make your booth a fun place! How? First of all, encourage your booth staff to have a fun time themselves. And then have a game. Or a contest. Or a valuable prize giveaway. Tie it all somehow to a prominent theme related to your company’s offering.

The prize putt is a tried and true example of a popular booth game. It’s something that requires little or no skill that even non-golfers can enjoy. Another idea is a roulette or game show-style prize wheel.

These are just two fun examples you might want to consider. The possibilities are endless.

The right decorations, fun games and contests, and a happy, lively attitude oozing from you and your team will go a long way toward giving people the experience they want. You’ll create more buzz, win more attention, attract more engagement, and capture more leads. Here’s a bonus: your leads are likely to remember how much fun they had with you. Could this help you make the sale? It just might!

Do you want to help ensure the lead capture success of your next event? Then you need the right lead capture software. When you leave the event with a lot of new, interested, eager leads, you will need a way to manage them as effectively and profitably as possible. So be sure you have a proven platform such as the cloud-based marketing and sales solutions Lead Liaison offers companies like yours.

We have created a truly user-friendly event lead management solution. We also have many resources to help you prepare for and enjoy the fruits of a very successful event. Want to find out more about what we can do for you? Contact us today!

Lead Liaison

After the Event: Post-Trade Show Questionnaire

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The actions you take after exhibiting at a trade show are equally as, if not more, important than what you did to prepare for it. Following up with prospects in a meaningful way is the top priority. The amount of business you close from the event is likely the most telling sign of a successful trade show. But, that’s not the only way you can evaluate your participation. Another means of evaluation, which is often overlooked, is asking your team what they think about the event, your booth, and your methods. After all, they were the ones in the midst of it. They have first-hand experience about what worked, and what didn’t.

While you aren’t expected to make every change suggested, it’s very helpful to collect input from the team that was onsite or “in the trenches” as they might say. It doesn’t hurt to ask. And you never know! You might be surprised to find some easy changes you could make at your next event to make it even more successful.

This Post-Show Questionnaire is free to download and makes it easy to collect valuable information from your event staff post-show. Its easy-to-read format is perfect for winding down on the plane ride home. We’ve also included the questions below, and why they are important. Add this resource to your trade show process now!

Download the Questionnaire

Bonus Hack: If you are using a marketing automation solution with a form builder and landing page builder, consider creating a simple form/landing page to include these questions. That way, all you have to do at the end of each event is send them the link to your survey page. They can take it online and their answers will be recorded for future use.

What was the most useful part of our trade show lead capture form? (i.e. Which questions were most helpful?)

While you probably made it very clear to your team which fields were most important to complete, they undoubtedly gravitated to the ones they felt were most important mid-show. (They are salespeople, after all!) Let them tell you why, while it is still fresh in their head.

What was the least useful part of our trade show lead capture form? (i.e. Which questions were least helpful?)

Make sure you understand which questions become more of a distraction than a helpful prompt. Sometimes our desire to collect ALL THE INFORMATION overpowers our better judgment to keep things simple. Or perhaps you included some custom content in your lead form, like a video demonstration, that not a single booth rep used. Learn more about what you need to eliminate next time around.

Did visitors like our booth? Did it help with engagement, or distract?

Here’s where you can collect great feedback about your booth attractions, displays, banners, demo stations, kiosks, and more. There may be one overly-opinionated booth rep that absolutely hated the demo station, while several other mild-mannered booth reps actually appreciated the ability to show off your solution in real time. Instead of asking this in a group setting, a 1:1 survey helps eliminate the fear of speaking up and will give you a more accurate representation of opinions. 

How do you feel about the location of our booth within the trade show exhibit hall?

Location is everything. Although your location probably depended more on your budget and the time you registered for the event, it’s still helpful to see what others think about the booth you chose. Did your team appreciate being closer to the bathrooms because of the additional foot traffic? Did they hate being towards the front due to the increase in uninterested attendees taking up space?

What would you add to our booth to better present ourselves to trade show attendees?

We’ll ask about specific booth attractions in the next question. For this one, your team should focus on what they recommend adding to your booth next time that adds value to their conversations. Perhaps a demonstration table would have been helpful, or a tall bistro table for better conversations.

Do you have any cool ideas for booth attractions next time?

As your team is winding down from an event, competing booths will be fresh on their minds. What did they see that they thought could be easily incorporated into your booth? The timing of this question is everything. Asking prior to the event might result in lukewarm input. Asking this immediately following the event will elicit feedback that is driven by recent experience. That’s invaluable.

Is there anything else that we should consider bringing to the show to make our team more successful (more power blocks, gum, pain reliever, duct tape, etc.)?

This question can help you build a Trade Show Survival Kit that your booth representatives will appreciate tremendously. It may also help you pair down the kit so that you are only providing things that you know your team will need/want. 

Do you have any feedback about our post-show follow-up, as of now?

This question could be considered premature, but it’s worth asking anyway. If you’ve thoroughly covered your post-show workflow with your team, they will undoubtedly have changes or feedback they want to provide now based on their actual conversations. For example, if you included a follow-up text* sent within minutes of submitting your lead capture form, your team might determine that the text should actually come an hour or two later instead of immediately upon submission. 

Which exhibitor had the best booth at the event and why?

This will help you set your goals even higher for next time. Plus, it will be interesting to see the variety of answers you collect since everyone will have their own unique opinion about it. 

While you were at the show, did you hear of any other shows that you think we should consider attending? Why do you think we should attend?

Event attendees are always buzzing about other events “you have to attend!” Your team may learn of a trade show or conference that wasn’t even on your radar. Or, their feedback may further endorse your current trade show schedule.

Conclusion

Asking your team to complete this questionnaire is only half the battle. Show them that you read their feedback and that you care about their opinions. After collecting everyone’s answers and reading through everything, consider having a team meeting to review common concerns or to clarify anything that seems unclear. Let your team know that their feedback has been heard and that it matters. If this isn’t a key part of your process, you can count on getting fewer and fewer responses as time goes on.

*If you are interested in learning more about an event lead management solution that supports all of the capabilities mentioned above (like the post-show text message), contact us for a demo!

Lead Liaison Press Release
Lead Liaison

Event Lead Capture and Management That Integrates with Pipedrive

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Dallas, TX – Lead Liaison announced this week that they have enhanced their Pipedrive CRM integration capabilities. Pipedrive is the first platform developed from the salesperson’s point of view. Pipedrive’s goal is to make sales success inevitable – for individual sales people and teams.

Lead Liaison offers a suite of sales solutions including event lead capture, marketing automation, and sales automation. Companies using Pipedrive will benefit from this deeper level of integration, as it makes it easier than ever to streamline and automate key steps in the sales process.

“Lead Liaison’s integration with Pipedrive enables our users to make full use out of both solutions,” says Rob Wyse, Vice President of Public Relations at Pipedrive. “Our users can combine all the rich data that Lead Liaison collects, like website activity and social data, and enrich the Person profiles within Pipedrive. Having everything they need in one place is very important for sales teams, and marketers benefit from it because they can push critical engagement data to their sales team without having to lift a finger.”

Lead Liaison’s partnership with Pipedrive was first announced in September 2016. Before today’s announcement, only limited information could be mapped from Lead Liaison to the CRM, and there were no automation options.

Now, all standard and custom fields can flow from Lead Liaison into Pipedrive CRM resulting in a deeper integration. Salespeople can easily create new lead records in Pipedrive from a variety of areas within Lead Liaison’s platform, including custom fields created to match Pipedrive-specific criteria. Those using Lead Liaison’s marketing automation license will also benefit from additional, Pipedrive-specific, automation actions, “Create Person” and “Create Deal.”

Lead Liaison has gained traction in the event lead management space and a lot of the credit is due to their flexibility and integrations. “We recognize that a lot of the time, we work better together,” says Sam Darrell, VP Product Management at Lead Liaison. “At this point, there aren’t many sales and/or marketing solutions that we don’t integrate with.” Because the company planted their roots in automation, they offer a rare level of support for scaling event marketing efforts.

To learn more about the other enhancements Lead Liaison recently made to their Revenue Generation Software™, such as a new Sales Dashboard full of rich analytics, read their Enhancement Round-Up Q1 2019.

About Pipedrive 
Founded in 2010, Pipedrive is the first CRM platform developed from the salesperson’s point of view. Today, Pipedrive is used by sales teams at over 85,000 companies worldwide. Honored as a leading innovative technology company, Pipedrive has offices in Tallinn, London, Lisbon, New York, Tartu, and Prague, and has raised $90 million in funding. Learn more at Pipedrive.com.

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that help businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and sales automation to boost sales effectiveness. Additionally, Lead Liaison is the global leader in event lead management, enabling companies to capture and manage leads from trade shows and events. Lead Liaison blends ease-of-use, a flexible architecture, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Dallas, Texas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237). To access our Press Kit, visit http://www.leadliaison.com/press-kit.

Lead Liaison Press Release
Lead Liaison

Visitor Tracking Solution Integrates with Live Chat from JivoChat

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Dallas, TX – This week, sales and marketing solutions provider Lead Liaison announces an integration with third-party live chat software, JivoChat. The integration is said to help businesses build a more comprehensive digital DNA of prospective customers, leading to more prosperous engagements. 

JivoChat’s solution enables businesses to engage visitors in real-time using embedded chat widgets. “Our goal is to streamline customer communication and assist companies in further strengthening their relationships with prospective customers,” says Pavel Sikachev, US Country Manager at JivoChat.

Sikachev continues, “Our integration with Lead Liaison empowers businesses to create more comprehensive buyer personas and tailor their communication accordingly.”

Lead Liaison’s integration with JivoChat enriches anonymous Prospect Profiles with key information from chat interactions. Initially, all visitors to a company’s website are anonymous. Preliminary tracking can only provide company, location, and website activity like page visits, for example.

With Lead Liaison’s JivoChat integration, visitors are converted from anonymous to known Prospects. When a chat begins, the chat system collects contact information such as name, email, and more. The contact information is added to the anonymous record to identify the individual.

In addition to enriching the Prospect record, Lead Liaison logs chat activity, such as when the chat begins and ends, along with the chat content. When a chat occurs Prospects are automatically scored, as well.

“Our software is created as a result of client needs,” says Will King, Technical Account Manager at Lead Liaison.”The integration with JivoChat’s live chat software was no different. One of our clients in Europe is a supplier for soundproofing and acoustic insulation. They’ve been using JivoChat and Lead Liaison’s visitor tracking solution for a while and needed the two systems to talk together. We built a Universal Chat Connector that supports JivoChat and any live chat software in the market. We couldn’t be more thrilled to release this enhancement to our ever-growing customer base.”

Lead Liaison also offers integration with other 3rd party chat systems, such as Drift, Intercom, Olark, LivePerson, LiveChat, and more.

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that help businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and sales automation to boost sales effectiveness. Additionally, Lead Liaison is the global leader in event lead management, enabling companies to capture and manage leads from trade shows and events. Lead Liaison blends ease-of-use, a flexible architecture, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Dallas, Texas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237). To access our Press Kit, visit www.leadliaison.com/press-kit.

Lead Liaison

Why Live Chat is a Must Tool For Ecommerce Business

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The ecommerce industry has been continuously growing with a rapid speed over the past few years. The trend towards ecommerce is showing no signs of slowing down. In fact, shopping has become one of the most popular activities over the internet. More than 1.66 trillion customers are buying goods and services online. As per prediction completed by Statista, global retail ecommerce revenue will amount to $4.88 trillion by 2021.

While the numbers make online business owners happy, this is still a competitive industry. In order to stay ahead of the competition, companies need to offer exceptional customer service to their customers. Customer service is key to ecommerce growth. Companies need to have the right tools in place in order to deliver the best customer experience. One of these customer support tools is live chat.

As per research report of an Aberdeen group, live chat is the most preferred method of communication for online shoppers compared to other communication channels. A study by the AMA states that customers are more likely to make a purchase from a website offering live chat service compared to those who don’t.

What is E-Commerce Live Chat?

Live chat is a communication platform that facilitates you to give support to the customers’ queries or to assist visitors to your website in real-time. With the help of live chat software, customers’ queries are solved within a few minutes.

This blog post will examine the top reasons why live chat is a must tool for your ecommerce business and how it converts visitors to customers and boosts conversion rate and sales.

Response Time

In this digital era, speed is king. Customers are looking for quick and helpful responses. They do not like to be put on hold or wait too long to get a solution to their queries. With every late reply, you are creating a chance to lose a lead. Live chat is the best option to have real-time conversations with your customers, reducing response time and boosting conversion rates.

An agent can proactively start the communication with the visitors and can suggest to them products based on their purchasing behavior.

Most of the companies are implementing live chat software on their website do so in order to give quick, convenient support to the customers and to improve customer service and response times.  

Source: https://www.bilderbeste.com

Boost Conversions & Sales Volume

According to Econsultancy, more than 70% of customers were satisfied with their live chat experience compared to all other channels including phone or email. This data proves that live chat is the best tool to boost conversion rate and sales. With the help of live chat, your customer service representatives will be able to handle multiple customers and can instantly respond to customers.

If the customer’s concerns are solved quickly, this will leave a good impression leading to a more sustainable relationship and an improvement in retention rates.

Source: https://econsultancy.com

Cost Efficient

Businesses are always looking for a cost-effective customer service solution. Studies show that live chat is the best and most low-cost communication channel. More and more companies are switching to live chat from phone or email support as they are too costly to maintain and setup. Implementing a live chat feature on your website will generate more revenue compared to revenue generated by emails or phones.

Live chat reduces costs in several ways:

  • Cost per interaction – It considerably decreases the cost of recruiting more service agents as one live chat agent can provide assistance to multiple customers simultaneously. Live chat offers real-time support to the customers and thus, it saves a great amount of time and money.
  • Retention – Reports states that live chat increases customer retention rates between 48-63%. And as we all know, selling to loyal customers is much easier and cost effective than converting new customers.

Live Chat Provides a Competitive Advantage

There are businesses which do not offer live chat. This calls for a great opportunity. Why not step ahead and gain a competitive advantage by offering a live chat solution on your website?

By providing live chat support and quality customer service, you can win the hearts of your customers.

Post Affiliate Pro reported that they observed 23% of the increase in conversion rate after implementing live chat on their website. With the help of live chat, you can offer 24/7 support during the checkout process which will increase conversion rates and reduce the chance of losing sales.  

Live Chat Gives Higher Satisfaction = Loyal Customers

Live chat is the best way to build a strong relationship with customers. When customers feel that their concerns are solved, they will share positive experiences with those around them. This also builds trust, fostering a stronger relationship between the customer and the company.

When your existing customers see that they get top-notch customer support, they will be more inclined to spend more and stick to your brand. If you manage to offer good support to the customers through live chat on their first visit, they will become loyal customers.

The Bottom Line…

If you are looking to quickly increase your ecommerce business revenues and build a long term relationship through great customer service, live chat is the solution you’ve been looking for.

Using this tool, you will be able to provide a “WOW!” experience to your valuable clients and customers. Live chat helps considerably in decreasing costs, and increasing average order value and sales. It is a perfect combination of efficient technology and human contact.

Guest Author Bio

Sam Makad is an experienced writer and marketing consultant at Acquire Chat. His expertise lies in marketing and advertising. He helps small & medium enterprises to grow their business and overall ROI.

Lead Liaison Press Release
Lead Liaison

GoExhibit! Enhancements Released As Peak of Trade Show Season Nears

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Dallas, TX – Lead Liaison’s event lead management solution, GoExhibit!™, is growing in popularity among event marketers across the globe. With the increase in users comes an uptick in user requests. At Lead Liaison, an uptick in requests means more innovation at a faster rate. The sales and marketing platform that is “built by its users” released a list this week of Q1‘19 enhancements to GoExhibit!™.

Enhanced customization was a key focus in this update. Users are now able to change the app’s color, insert their logo, and custom content sections for embedded content like maps, videos, and more. When event managers give their reps access to the mobile lead capture app, they can now customize the invitation. Users can send those invitations by email and/or text message.

GoExhibit!™ also released lead capture support for NFC badges as well as automatic post-show reconciliation, a method that can be used when Lead Retrieval providers do not offer a Developer’s Kit for integration. With these enhancements, GoExhibit!™ now supports nearly every method of lead capture. If exhibitors are able to obtain a list of attendees, they can now import and merge that information with the data captured by their team.

Voice memos and voice-to-text capabilities up the ante, enabling booth reps to spend more time having conversations and less time typing notes. “Remembering all of those important little details after a conversation is an issue that booth representatives often face,” says Ryan Schefke, Customer Success Manager at Lead Liaison. “They don’t want to spend precious time writing on a notepad or typing into their mobile device. We wanted to create something that allowed them to move onto the next opportunity as quickly as possible, while still collecting enough information to form meaningful relationships post-show. That’s why we developed voice capabilities inside of our mobile app.”

Users with a GoExhibit!™ – Run Your Own Event license now have the option to print multiple badges at one time with Avery labels, or one-at-a-time with a Dymo printer. The new Self-Service Badge Printing feature allows event attendees to register or check-in at the front desk and print their own badges at the same time.

To read a full recap of Lead Liaison’s updates, read their Enhancement Round-Up Q1’19.

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that help businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and sales automation to boost sales effectiveness. Additionally, Lead Liaison is the global leader in event lead management, enabling companies to capture and manage leads from trade shows and events. Lead Liaison blends ease-of-use, a flexible architecture, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Dallas, Texas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237). To access our Press Kit, visit www.leadliaison.com/press-kit.

Akkroo and Integrate for $34M
Ryan Schefke

Akkroo Acquired By Integrate for $34M

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I’ve been thinking about the news I heard last Thursday, April 4th 2019, that a company called Integrate acquired Akkroo for $34M. Consolidation in the martech space is nothing new. In our six years in business, we’ve seen it happen over and over again, Oracle acquiring Eloqua, Upland Software acquiring LeadLander, Adobe acquires Marketo…the number of acquisitions goes on and on. Just look at the list of recent acquisitions on MarTech Today.  As you scroll through, I bet you’ll recognize a few companies that were acquired. Then, you’ll murmur “I was wondering what happened to them”. Give it some time, and I’m betting you’ll say the same thing with this acquisition. I’ve never been one to be shy about comments. I’m not letting my thoughts marinate any further, and wanted to share a pragmatic view, as well as a dogmatic and slightly cynical one, and say congrats to Integrate and Akkroo. You’re going in the right direction.

Pragmatic View

Brand dilution wasn’t my first thought after hearing the news. Instinctively, I thought – “how does this change our company?” The answer – it doesn’t change it, it helps it. The news about Integrate acquiring Akkroo only validates what Lead Liaison has been doing since the infancy stages of our business. We’ve been developing a sales and marketing solution that unifies top-of-funnel lead capture, converts leads, closes deals, and helps retain customers. Don’t believe, check our home page. We’ve had the “Attract, Convert, Close, Retain” message on our home page forever. So long that we even branded that on the back of our company t-shirts – no joke.

As I further dwell on the acquisition, I read that in January 2019 Integrate announced it acquired ListenLoop to grow its set of tools and solutions for account-based marketing (ABM) advertising. We unveiled Lead Liaison’s ABM solution in late 2017 with resounding cheers from our client base.

The news also reinforces the investment Lead Liaison has been making to simplify event lead management for the entire event tech space. B2B companies are spending more money on events as they recognize the impact that trade shows and other corporate events have on their top line. In fact, spend is on the rise as experts estimate 22% of a B2B company’s marketing budget is spent on events. Check out these 40 other shocking event marketing statistics. There’s no denying the event industry is becoming more high tech than ever and niche technologies will continue to be absorbed as event marketers demand more control and ownership over their event leads.

Rest assured, we’ve long understood the value of in-person events as a viable lead generation channel. We began our company as a tracking solution and evolved into a robust sales and marketing automation company that helps businesses grow at scale. Over the years, customers pushed us to add more capabilities and introduce marketing features and sales solutions, peppered with a high dose of automation. Establishing our roots in automation has given us a leg up over our competition for quite some time now. When we rolled out GoExhibit!, our solution for capturing and managing leads at events, it was a natural progression for our platform as trade shows and marketing events were yet another top-of-funnel channel too irresistible not to support.

Dogmatic and Slightly Cynical View

Akkroo pulled off a major heist of $34 million dollars with a promise to eventually modernize the Event Market. At Lead Liaison, we have been at the forefront of bringing better solutions to market since the infancy stages. We welcome the competition, but fear that the true losers of this endeavor will be the investors.

Let’s face it, we’ve seen this scenario play out a million times in technology. Big Brother (company A) buys company B and assumes they can force feed the new “solution” to their market at a greatly marked up cost.  They throttle support in ways that only big companies know how to do and what was once a friendly relationship becomes very vendor-customer oriented. Customers will expect price increases at their next renewal. 

What happens next? Investors start to think: we aren’t making as much money as we hoped when we overpaid for this company. What do they do next? They cut product development, and make another slash to support. Next thing you know, you are paying a premium for a product that looks just like it did three years ago…and nobody will answer your calls anymore unless it’s to tell you that a bill is due.

Congratulatory View

I feel honored to see other companies following suit as it further reinforces the direction of our company and justifies our continued growth. We’re incredibly proud of the fact that we’ve enhanced our solutions on our own, without needing to buy anything. Everything we’ve built is homegrown, from the ground up. Our customers benefit from this as they experience a fully integrated solution, with better support. Integrating companies is not easy.

So, while we congratulate those that got a nice cash in; we invite the existing customer base of Akkroo to learn more about Lead Liaison. Congrats to Integrate as well. Fully integrated solutions are the way to go.

Lead Liaison

Enhancement Round-Up Q1 2019

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We kicked 2019 off with a bang! An enhanced CRM/Marketing automation connector allows for deeper integrations. Our new Sales Dashboard is full of rich analytics. Plus, we’ve added over 10 new capabilities to our event lead management solution, GoExhibit!™. Read more below to learn about all of the enhancements we released in Q1 of 2019.

As always, please feel free to contact your Lead Liaison Representative with any questions about the enhancements below. Not yet a client? Schedule a demo here!

All Licenses

  • Enhanced CRM/Marketing Automation Connector – We’ve created a flexible CRM/MA framework to make it easier to integrate 3rd party CRM and marketing automation systems. Previously, only limited fields could be mapped from Lead Liaison to external systems. Now, all standard and custom fields can flow from Lead Liaison into your CRM resulting in a deeper integration. The developed framework complements other CRMs, whereas existing enterprise integrations with Microsoft Dynamics and Salesforce.com remain available to customers.

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

Javascript for Webforms

Javascript for Webforms

  • JavaScript for Web Forms – Previously, users could only embed forms via an iFrame. Now users can embed forms via javascript. This optimizes form rendering and is easier to manage.
  • Automation Actions (For customers integrating with Pipedrive) – We’ve added the following two automation actions:
    • Create Person
    • Create Deal

License: Sales Enablement + Marketing Automation

“Add to Rhythm” Actions

“Add to Rhythm” Actions

  • “Add to Rhythm” Actions – Users can now automate adding people to a Rhythm in bulk! Previously, users could only import contacts into a Rhythm. Now, users can utilize the “Add to Rhythm” bulk action or automation action to add contacts to a Rhythm.

License: SiteEngage™ + Marketing Automation

Use Your Own Content Dynamically

Use Your Own Content Dynamically

  • Use Your Own Content Dynamically – We now offer the ability to display custom website content using prospect criteria. Instead of being restricted to Lead Liaison’s “Dialogs”, you can use any type of custom web content. To display custom content, set rules for displaying the content and our software will generate code to add to your web page. The code will allow you to “hook in” and invoke your custom content.

License: ProspectVision™ – Website Visitor Tracking

  • Visitor Tracking API – Lead Liaison’s Visitor Tracking API allows businesses to pull in business and Prospect data tracked by Lead Liaison’s visitor tracking into their own database or software. This allows businesses to benefit from Lead Liaison’s tracking without ever having to log into Lead Liaison.

License: OneFocus™ CRM

Sales Dashboard

Sales Dashboard

 

  • Sales Dashboard – A dashboard for sales teams covers important metrics like:
    • Forecasted Revenue
    • Productivity (calls, emails, meetings, etc.)
    • Quota performance
    • Deal volume (deal volume with close date in a specified period)
    • Deal amount (deal size with close date in a specified period)
    • Pipeline by Deal Stage (funnel image)
    • Sales Performance (general performance of your sales team)
    • Leaderboard (closed business, by sales rep, over a specified period)
    • And so much more!
    • The dashboard also provides multiple ways to view data, including a mode for displaying the dashboard on a TV. Display sales productivity in your office, conference room, or sales team “bullpen” to create a shared and more competitive environment.

Organization Roles

Organization Roles

  • Organization Roles – OneFocus now supports Organization Roles (ex: Business User, Decision Maker, etc,) to further enable businesses to track critical Organization data and take action as needed.

License: OneFocus™ CRM + Marketing Automation

Segmenting Organizations

Segmenting Organizations

  • Segmenting Organizations – Users now have the ability to use Organization fields to segment their database.
  • Triggers for Contract Objects – Now, users can create a trigger when the following Contract Objects are updated:
    • Contract Created
    • Contract Updated
    • Contract Deleted
    • Contract Expired
    • Contract Renewed

License: GoExhibit!™ – Event Lead Management

Invitation Customization

Invitation Customization

  • Invitation Customization – When event managers invite new users to an event in GoExhibit!™, they can now customize the invitation in addition to, or in lieu of, the existing message. Users now can also send invitations by email and text message simultaneously.

Capture Portal

Capture Portal

  • Capture Portal – GoExhibit!™ now features a Capture Portal, which holds lead capture submissions that are incomplete or erroneous. Users can go back into the Capture Portal during/after an event to edit invalid submissions.

Import Event Leads

Import Event Leads

  • Import Event Leads – Previously, the only way to associate Prospects with an Event (in the web application) was to capture them using our mobile application, GoCapture!™. Now, users have the ability to upload Prospects directly into an Event (in the mobile application) using a .csv or .xls file. Imported data will also be merged with existing records within the same event.
  • NFC Badge Support & Automatic Post Show Reconciliation – We now support Near Field Communication (NFC) and automatic post-show reconciliation, further establishing GoExhibit!™ as the most flexible lead capture method on the market. GoExhibit!™ supports these methods of lead capture:
    • Scan QR Codes and 2D/3D barcodes on badges
    • Scan NFC badges
    • Scan and transcribe business cards
    • Search and fill form using the registered attendee lists
    • Manual entry (kiosk mode)
    • Automatic post-show Reconciliation (for use with badges)
  • Voice Recording – Our app, GoCapture!™, now has the ability to record voice memos. You can add this as an option when building your form in the web application. It will appear as a button on your mobile device lead capture form, which you tap and record an audio clip. Lead Liaison will generate a custom URL of the audio file, which will be saved in the notes section of your form. *Voice-to-text available soon!
  • Enhanced Bulk Export – We now offer the ability to bulk export to DOMO. Bulk export will allow users to export these three categories of data:
    • Prospect data
    • Data that is captured on an event form
    • Marketing metadata (when the event starts, how much the event costs)
  • Dymo Printing Support – We already supported printing badges with Avery. However, if you just want a single badge printed at a time (rather than a sheet of badges), you will now be able to use Dymo Printers with GoExhibit!™. This feature is ideal for managing badges at the front desk of your event.
  • Additional Integration Support – GoExhibit!™ now supports several new integrations:
    • Salesforce.com Marketing Cloud – create a new lead inside of Salesforce.com Marketing Cloud.
    • Amazon S3 – export records to Amazon S3

Self-Service Badge Printing

Self-Service Badge Printing

  • Self-Service Badge Printing – GoExhibit!™ Self Service Badge Printing allows event attendees to register or check-in at the front desk and print their own badges at the same time. This works when the registration/check-in front-end system is running on any computer (laptop or tablet) with Windows or Mac, and connected to a Dymo printer (wired or wireless).
  • Edit Submissions – GoExhibit!™ now allows users to edit lead capture form submissions after they have been submitted.

Interested in the solutions you see here?

Request a Free Demo

If you are already a Lead Liaison customer, contact your Account Manager with any questions and we’ll be happy to assist.

Lead Liaison

Lead Liaison Sales Technology of the Year Award Finalist

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Lead Liaison has been nominated for the Sales Technology of the Year Award at this year’s Sales Innovation Expo held at the Excel London on March 27th and 28th, 2019.

Our Event Lead Management solution, GoExhibit!™ is the only fully integrated event solution on the market with end-to-end visibility of the customer journey. Here’s an example of how it works:

You meet someone at an event and scan their business card or barcode, or fill out an electronic form. Then, they instantly receive a personalised response via either email or SMS. When they engage, you’re able to see them on your website Let that sink in for a moment, real-time engagement tracking for your show leads.

You’ll be able to track how many website visitors you’ve had during and after an event, as well as how engaged they are. All reporting is live, so you can check up on how many leads each salesperson has collected as well as the quality of the conversations they’re having.

Big tech for big events, we support multi-language input as well as having native marketing automation and visitor tracking to enable all of this to work all within a single platform.

Come and see us on stand 2782!