The best way to setup a lead generation campaign

Lead generation software allows companies to automate the capture, segmentation and assignment of leads in order to improve the targeted marketing communications and shorten the sales cycles. Lead nurturing software also allows companies to stay in contact with those generated leads until they are ready to commit to a purchase. A number of customer relationship […]

Lead generation software allows companies to automate the capture, segmentation and assignment of leads in order to improve the targeted marketing communications and shorten the sales cycles. Lead nurturing software also allows companies to stay in contact with those generated leads until they are ready to commit to a purchase. A number of customer relationship management (CRM) systems provide lead generation and nurturing capabilities, and some vendors offer solutions developed specifically for these tasks.

This article will explain the features commonly found within these systems, the types of buyers who will get the most use out of this software as well as some of the best lead generation softwares available on the market currently.

What Is Lead Generation Software?

A lead is any contact (either an individual or a business) with the potential to be converted to a customer. Leads can be collected through a variety of online and offline channels, including:

• Website forms

• Virtual events

• Trade shows

• Direct mail

• Phone calls

Lead generation softwares automate the capture and distribution of lead data from online channels. For instance, a website visitor may enter their name and email address in a Web form to gain access to a piece of content. Their information is then recorded in the CRM database, and distributed to the appropriate salesperson to manage.

Lead nurturing softwares automate and streamline the process of keeping and fostering contact with prospective customers. If lead generation gets prospective customers into the sales funnel, lead nurturing helps guide those who aren’t yet ready to buy through the funnel toward a purchase decision. Lead nurturing software allow companies to remain in touch with their leads while keeping them engaged through the delivery of relevant content and until they’re ready to buy.

The data for leads can be very basic—name, title, phone number, company name and number of employees, for example. When visitor tracking and analytics is used, more in-depth data can be added to the lead’s profile, such as the referring website, pages viewed by the lead and other behavioral information.

After the lead information is captured, the use of lead management software enables sales teams to efficiently nurture, score and track leads to increase qualification and conversion rates.

Lead Generation System features:

While they vary from one software to the next, a lead generation system typically includes the following types of features:

Web form and landing page creation:

Web forms embedded on landing pages are some of the most popular method for capturing leads. This feature allows marketers to create custom forms and landing pages—or integrate existing forms—to deploy on websites and collect leads. Some systems support the creation of promotions, such as contests and surveys, as an additional method for generating leads as well.

CRM Integration:

Lead data is recorded and stored in the CRM database automatically, where it can then be utilized for a variety of marketing campaigns based on leads’ interests and behavior.

Social Media Integration:

Social media is a vast data source for companies that generate leads across multiple channels. Lead generation tools that collect data from social platforms, such as LinkedIn and Twitter, go beyond a company’s own website to deliver greater insights and increase the number and quality of opportunities for the sales team.

Lead Segmentation:

Demographics (such as job title and company size), referral source (for instance organic search and paid advertising) and behavior (for instance type of content downloaded and website path) information is used to categorize the lead. This allows it to be assigned to the appropriate sales team member for evaluation and lead scoring.

Lead assignment:

This function routes leads to the right employee within a company based on filters users define, and alerts the sales team when a new lead is captured.

Different types of buyers:

Every industry benefits from lead generation softwares: from student loan providers to restaurants to software vendors to advertising agencies. However, buyer segments are generally broken into two categories:

B2C buyers. These buyers sell their products directly to consumers. Typically, B2C sales cycles are short, with leads turning into buyers soon after their first interaction. For example, someone might visit several online retailers shopping for a new pair of sunglasses. When that person finds a retailer offering the style they desire for the right price, they make the purchase immediately. In cases where leads don’t turn into buyers right away, lead nurturing software for B2C buyers might serve up content such as discount vouchers or information about special deals to potential buyers.

B2B buyers. These buyers sell their products and services to other businesses, rather than to consumers. Because B2B purchasing decisions are often made by more than one person—or even a formal buying committee—more nurturing is required to convert a lead into a buyer than in the B2C sales cycle. Thus, lead generation and nurturing software tools are often used in conjunction to guide prospective customers through the sales funnel.

Best Lead Generation Softwares:

Here is a list of some of the best lead generation softwares currently available on the market:

Anyleads:

This email marketing solution has different features such as email sequences, follow emails, tracking management, drip campaigns, and a feature to verify emails. With Anyleads, you can increase your sales team productivity. Generate more leads for your business, drive more traffic and grow faster. Get daily leads for your business and potential customers ready to buy your product. Send simple emails or use our Drip Campaigns feature to set up a sequence of emails. Unlimited access to all features.

LeadSift:

This sales intelligence platform that generates qualified leads from public web. It monitors public mentions of competitors content, qualify (remove noise) and send you a daily digest of opportunities. Clients using LeadSift see an average 400% increase in their conversion rate of creating opportunities.