What is Intent Data & How Can You Use It?

What is Intent Data & How Can You Use It?

According to research, the average B2B buyer is already 67% of the way through the buying journey before having extended contact with a salesperson. By that time, they’ve likely formulated some ideas about possible solutions to their pain point and might even be leaning toward buying from your competitor. Intent data is the key to identifying those leads sooner, nurturing them earlier in their buying journey, and making more sales. This comprehensive guide will outline the fundamentals of intent data, including:

By the end, you should know exactly how intent data fits into your marketing and sales processes. You’ll also learn how to pick the right intent data supplier for your needs, so you don’t end up with the wrong strategy for your business.

What is Intent Data?

Intent data shows the likelihood that a person or company is in the market to purchase a solution for a pain point. It’s derived from information about the online research a contact or account is conducting about a particular topic, as well as context clues that might signal their purchasing intention. Topic and context data are the two main types of intent data. Both rely on tracking cookies and IP addresses to form a complete picture.

Topic Data

If a hiker needs to buy new hiking boots, she may scout online reviews of top brands before she ever goes to the store and tries on a pair. Anyone looking at her search history might assume she’s interested in the topic of “hiking boots”. The same is true of B2B leads and target accounts. Forrester claims that 68% of B2B buyers research by themselves, a significant increase from 53% in 2015. In addition, 47% of buyers viewed 3-5 pieces of content before connecting with someone in sales. Even before signing up for a free trial of the software that might solve their problem, your lead is probably researching their pain point and weighing multiple options. Topic data tells you what they’re researching. There are four types of topic data available.

Anonymous First-Party Behavioral

These are unknown visitors to your company’s site and the actions they take while there. They haven’t yet filled out a form or explicitly revealed information about themselves, but it’s possible to identify their company by tracking their IP address. unknown visitors A lead generation tool like LeadBoxer can help fill in the gaps and show more contact information about these otherwise anonymous visitors, giving a more complete picture of who they are and what they’re researching on your site.

Known First-Party Behavioral

These visitors to your company’s site have provided their contact information by filling out a form, therefore they are “known” individuals. Lead generation or marketing automation software can track what pages they visit and other ways they engage with the site.

Anonymous Third-Party Behavioral

These are unknown visitors to sites you don’t own but that might still be relevant to your business. You can track different topics over a network of sites and see what’s most popular. aberdeen intent data
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If you’re a supplier of project management solutions, and someone from a company that fits your ideal customer profile is reading articles about “project management” on Business Insider, you can access that information through intent data suppliers, a few of which we’ll review in a future section.

Known Third-Party Behavioral

These are visitors to sites you don’t own that have shared some of their contact information. Like with anonymous third-party behavioral, you can access their information and the topics they’re researching through the right supplier.

Context Data

Context data tells you whose intent data is valuable and who only has a passing interest in a topic. There are a few details that are especially useful for establishing context.

Job Title

If a sales professional is researching “sales pipeline management”, it’s possible they’re looking for a CRM tool that can help manage leads. If a marketing professional or content creator is researching the same topic, it may be more likely that they’re putting together a blog, video, or another piece of content on the subject.

Job Postings or Leadership Changes

Job postings and leadership changes can tell you whether or not to reach out to a lead. If you sell advertising services but the target account is in the process of looking for a new marketing director, now might not be the best time to approach them. If the account has announced the recent hire of a marketing director, it’s a better opportunity to pounce and offer a better option than what the predecessor left behind.

New Funding

A new round of funding is another indicator that a company could be open to new solutions, both because they have a bigger budget and because they may be growing their operation and need more sophisticated tools to manage their company.

New Legislation

Did new legislation just pass that requires an account to operate their company in a certain way, or opens them up to new business? If you have the solution they need in response to these changes, this context lets you know if you should act.

Press

Keep a close eye on accounts that make the news. Press about an expansion of operations or increase in earnings might indicate that they need new solutions, while bad press may mean that they need some space to do damage control before focusing on other things. However, not all bad press is a sign to stay away. If an account makes the news for poor customer service, maybe now is the time to reach out and offer information about your CRM software.

What to Use Intent Data For

There are several uses for intent data, but before diving into the specifics, know that if your competitor isn’t already using intent data, they might soon. Polls show that nearly a quarter of B2B companies are already using intent data, while another 35% plan to use it within the next 12 months. Using intent data in some capacity will become increasingly necessary to stay competitive. These are the main ways that it can benefit your business.

Reaching Leads Early

The most obvious use of intent data is to establish contact with leads earlier in the buying journey. Getting in touch with leads before other salespeople do is one of the biggest ways to get a leg up on the competition; research shows that in 70% of cases, the first salesperson to connect with a lead is ultimately who they give their business to.

Lead Prioritization

Context data can help make a distinction between who is actively researching a pain point and who is just reading about a certain topic without any intention of making a purchase. This information illuminates whether or not a lead fits your ideal customer profile. prioritize leads A tool like LeadBoxer quickly shows you the highest priority leads by allowing you to search by filters such as location, industry, and company size.

Automated Outreach

First-party leads that give off certain signals can trigger automatic marketing or sales processes, such as an email series, that can instantly start nurturing them when it matters most.

Account-Based Marketing

Hone in on what content works best at engaging first-party leads, and what needs more refining.

Personalization of Outreach

By knowing what topics and articles leads are researching, sales agents can personalize how they make contact and develop a relationship with them. They can mention specific topics and establish relevance quickly to capture and hold a lead’s attention.

Targeted Advertising

Get even more granular with your advertising strategy by honing in on leads who give off certain signals. That way, you’re not wasting any of your advertising dollars on people who only have a passing interest but have no intention of buying your product.

Targeted Account List

Develop a list of accounts who are engaging with third-party sites about relevant topics but aren’t yet engaging with your company. You’ll be able to connect with leads who your sales team might have otherwise never considered.

Analyze and Retain Customers

Intent data works with existing customers, too. Monitoring what current clients are researching so you know if they’re thinking about switching to a competitor or if there’s something you can upsell them on. With intent data in your toolbox, you can continue to anticipate and solve problems long after the initial purchase has been made.

How to Obtain Intent Data

There are several intent data vendors out there who can help you access intent data on your site or data available on third-party sites.

 

First-Party Intent Data Vendors

First-party intent data is nothing new. You may already have access to some thanks to free tools such as Google Analytics. Other vendors can provide you more details about who is visiting your site and turn anonymous visitors into known visitors.

 

Google Analytics

Google Analytics is a free tool that monitors the activity on a site, such as page views and how visitors arrived at the site. While it can’t identify individuals, it can hone in on IP addresses and show you what accounts are active on the site. google site visitors
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In the example above, several businesses use branded aliases, making it possible to identify which accounts are visiting a site. However, Google Analytics can’t provide any further context than that. It also can’t go into detail about what the visitors’ unique actions were on the site.

 

LeadBoxer

LeadBoxer catalogs all known visitors to your website. If a visitor fills out a form, the information they provide automatically populates their profile within the software. LeadBoxer can then calculate a lead score for that person using other data points such as what pages they visited, what topics they seem most interested in, and how engaged they are with the site. leadboxer 360 view Source With this information, you’ll know exactly when to act on a lead. LeadBoxer takes it one step further and can help identify previously unknown visitors. For example, if the visitor didn’t fill out a form but arrived at the site via LinkedIn, LeadBoxer can trace back to that person’s LinkedIn profile and use the information to populate the visitor’s information within the software.

 

BounceX

Like LeadBoxer, BounceX can identify many website visitors (40-70%) who would otherwise remain anonymous. It then creates personalized marketing experiences – similar to account-based marketing – for these visitors based on their engagement. Screen Shot 2019 08 17 at 7.54.31 AM
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BounceX can automatically engage with visitors who have not yet filled out a form or appear that they’re about to leave the site. In a way, it identifies users who are displaying intent and then begins to nurture them before a sales agent ever steps in. While sophisticated, BounceX is said to have nearly a $4,000/month price tag, making it a serious investment for most businesses. It also doesn’t prioritize showing you accounts who express high intent but instead tries to let the AI nurture users through website personalization.

 

Third-Party Intent Data Vendors

If an account is researching topics around the web that are relevant to your product or service, these solutions will help you find them.

 

Bombora

Bombora can tell you what companies are expressing active intent to purchase your products or services long before someone from that company ever lands on your site. Bombora does this by monitoring 6,000 intent topics across 3,800+ publisher websites. bombora
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Bombora only tracks IP addresses, cookie IDs, and company domains provided by the publishers’ registration data. They can tell you what companies are expressing intent, but they can’t tell you exactly which employee is doing the research or who your sales team should engage with. In short, there’s no context data with this vendor.

 

Aberdeen

Aberdeen bought The Big Willow, and intent data supplier, back in 2018. They offer a lot of the same value that Bombora does but take it a step further by integrating their solutions into Salesforce. aberdeen intent for salesforce 1024x682
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Companies expressing active intent pop up in the Salesforce dashboard so sales teams know exactly which accounts to jump on. You can also see how those accounts will impact the pipeline. You can also choose to integrate Aberdeen Marketscape, a product that shows all the topic keywords researched by each account showing intent. This helps establish more context. If you’re not already using Salesforce, getting started with Aberdeen’s intent data (and then Marketscape) might be a little too complicated and cost-prohibitive.

 

How to Select an Intent Data Vendor

There are several different suppliers of intent data out there. It’s important to work with the one that best fits the needs and size of your company, or else you risk losing time and money. Here are a few considerations to keep at the top of mind when screening vendors.

 

How many sites are in the vendor’s network?

Ask this question if you’re considering third-party data vendors. The network refers to the websites they monitor, which tend to be publisher sites like Forbes. The larger the network, the better, as this gives them a bigger pool of data to draw from.

 

How many topics does the vendor monitor?

Third-party data vendors monitor a finite amount of topics. At the time of this writing, Bombora claims to have nearly 6,000 topics in their system, while Aberdeen claims to have hundreds of thousands of keywords at their disposal.

 

Can the vendor give context?

On its own, a list of names and topics they’re researching isn’t very useful. You need context to know if their company fits your ideal customer profile, as well as what their job title is and if they have any purchasing authority. Third-party data vendors can’t give much context at this time, but some solutions for first-party intent data can.

How to Use Intent Data

Trying to make use of intent data in its raw form is inefficient. Intent data works best when used to calculate a lead score. A lead score is a concise, visual way to describe how promising the lead is and therefore how much it’s worth pursuing them. Some solutions, like LeadBoxer, will not only capture intent data but will automatically input it into a lead score. You can adjust what data points to use for calculating a lead score based on the needs of your company. set lead score 900 Source Here are three of the most important factors to keep in mind when adjusting what data points to use for a lead score.

 

Fit

This is as simple as asking the question: does this lead fit our ideal customer profile? Are they the right size company, in a certain location, etc.? If an account showing active intent doesn’t fit the mold of your ideal customer, then their lead score will go down.

 

Intent

Take into consideration not only the topics researched by that account but the frequency and recency of the research.

 

Engagement

Has this account not only engaged with relevant third-party pages, but with your site or social media profiles? A solid first-party data vendor will be able to track and show you individual actions. Use that information to increase their lead score. track actions The more specific the data points used to calculate a lead score, the more accurate and useful the lead score will be. This will help weed out accounts that aren’t the right fit or are researching topics without having any intent to buy a product or service.

bombora surge report
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While it’s certainly useful to know which accounts have an interest, you’re still limited by not knowing who to reach out to.

 

When Used At the Expense of a Sustainable Sales Pipeline

Relying on intent data is no reason not to have robust marketing strategies that help draw new leads into your sales pipeline. Like most sales tactics, it’s best used in tandem with other processes.

 

Get an Edge Over the Competition With Intent Data

Intent data is a hot technology that more and more businesses are using to gain an edge over their competitors. By seeing what topics leads are researching, you can reach out to them sooner and have a better chance at closing the deal. While it’s not the end-all, be-all way to keep your sales pipeline full, it is a valuable tool to have at hand. Third-party intent data still isn’t as precise as some would hope it to be. Vendors can only provide accounts, not individual contacts, and don’t offer much in the way of context data. Third-party data also decays more quickly than first-party data. Some first-party data is free and already at your fingertips via Google Analytics. A tool like LeadBoxer can keep you apprised of who exactly is visiting your site whether or not they’ve filled out a form. It’s also easy to get context data and use each data point to calculate a lead score, showing you exactly which leads to act upon at that moment. If you haven’t already started taking advantage of the intent data laying untapped on your site, now is a great time to start. Try a free trial of LeadBoxer today.

 

 

When Intent Data Isn’t Enough

Intent data isn’t a magic bullet for identifying leads earlier. There are limitations to this technology that will hopefully improve as time goes on. Be aware of the following when incorporating intent data into your marketing and sales processes.

 

When a Visitor is Registered Under the Wrong IP Address

If an unknown visitor to your site or a third-party site is registered under the wrong IP address, you won’t be able to tell what company they work for. This often happens by accident but nevertheless makes it impossible to identify the correct account.

 

When a Buyer is Conducting Research Out-of-Network

Third-party intent data vendors like Bombora and Aberdeen don’t aggregate data from every corner of the internet. They only draw information from sites within their networks. If a buyer is researching on sites not covered by that network, then you’ll never know.

 

Decay Rate of Third-Party Data

Given the amount of content people consume regularly, you shouldn’t expect sales agents to always be able to reach out to a lead and reference content they read a week or two earlier.

 

Third-Party Data Lists Account But No Contacts

Bombora and Aberdeen only list the account, not the contact information of the individual who was searching. bombora surge report
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While it’s certainly useful to know which accounts have an interest, you’re still limited by not knowing who to reach out to.

 

When Used At the Expense of a Sustainable Sales Pipeline

Relying on intent data is no reason not to have robust marketing strategies that help draw new leads into your sales pipeline. Like most sales tactics, it’s best used in tandem with other processes.

 

Get an Edge Over the Competition With Intent Data

Intent data is a hot technology that more and more businesses are using to gain an edge over their competitors. By seeing what topics leads are researching, you can reach out to them sooner and have a better chance at closing the deal. While it’s not the end-all, be-all way to keep your sales pipeline full, it is a valuable tool to have at hand. Third-party intent data still isn’t as precise as some would hope it to be. Vendors can only provide accounts, not individual contacts, and don’t offer much in the way of context data. Third-party data also decays more quickly than first-party data. Some first-party data is free and already at your fingertips via Google Analytics. A tool like LeadBoxer can keep you apprised of who exactly is visiting your site whether or not they’ve filled out a form. It’s also easy to get context data and use each data point to calculate a lead score, showing you exactly which leads to act upon at that moment. If you haven’t already started taking advantage of the intent data laying untapped on your site, now is a great time to start. Try a free trial of LeadBoxer today.

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We offer Website Lead Identification or Lead Generation through emails & newsletters

10 Buying Signals You Should Look For

10 Buying Signals You Should Look For

Imagine if some magic words or signs indicated how likely a prospective customer is to buy. Your sales and marketing teams would know exactly who to focus their efforts on. As it happens, there are such signs. They’re called buying signals, and taking note of them is key to giving prospects a better buying experience and increasing the efficiency of your sales process.

This guide will review ten of the most common buying signals to look for and how to look for them. It will also go over how to capture, analyze, and act upon those signals. With this information in hand, your team will be well on its way to gaining and retaining plenty of satisfied customers.

What are buying signals?

Buying signals are the actions prospective buyers take that may indicate they’re close to making a purchasing decision. For B2B sales and marketing teams, buying signals are especially important because they can help you hone in on the most promising leads, saving time and closing more deals.

Buying signals can occur at several different steps of the buyer’s journey. Some signals occur when a prospect visits a company’s website. Lead generation software such as LeadBoxer can capture this data and consolidate it into a lead score. A lead score is a way to easily visualize buying signals.

Lead Score

Other buying signals occur during conversations between the prospect and a sales agent. These are usually phrases or behavioral cues that show how interested the prospect is. Recognizing these signals requires training and keen attention to detail.

The following ten signals occur during both digital and physical encounters between a company and prospective clients.

1. The prospect signed up for a free trial

Signing up for a free trial or other complementary offering is a clear indication that a prospect has some interest in the product.

buying signals signup

Lead generation software can capture this action and use it as part of the data that generates a lead score.

Even if the prospect doesn’t immediately take advantage of the trial, that doesn’t necessarily mean they’re no longer interested. It may show that they’re simply unsure how to use it. To mitigate that risk, consider enrolling anyone who signs up for a trial into an automatic email series that provides tutorials or tips.

You can also offer free one-on-one meetings or phone calls with a customer service representative who can walk them through the trial. A more personalized experience can help move some prospects further along on the buyer’s journey.

2. They filled out a form

If someone filled out any form, whether it was to sign up for an e-newsletter or a request for more information, it’s a sign that they want to know more about the company.

form leads

LeadBoxer captures that data and uses it to populate a prospect’s profile. The software will then log future actions the prospect takes on the site and use it to adjust their lead score.

Even if a prospect doesn’t fill out a form, LeadBoxer can track and identify previously unknown website visitors.

3. They’re engaging with your brand on social media

Following your company’s social media profile and engaging with the content you publish strongly suggests that the prospect is interested in your product.

To identify who is engaging with the brand most often, encourage marketing team members to monitor mentions of the brand or associated hashtags.

buying signals twitter

Regular check-ins between the marketing and sales team are important for identifying the prospects who are active on social media. With that information, sales agents can know who might be most worth reaching out to or nurturing.

Another option is to integrate your lead generation software with social media sites like LinkedIn so you can capture a prospect’s actions on the platform. LinkedIn is an especially fruitful platform for identifying and cultivating B2B leads.

4. They’re interested in one product

Interest in a single product or solution shows that prospective clients are clear about what they want. They’ve done their research and are taking steps toward making a purchasing decision.

This signal might appear during a consultation between a sales agent and a prospect, but it could also occur on your brand’s website. Multiple visits to a product page, especially over a short timespan, indicate growing interest.

leadboxer tracking

Calibrate your lead generation software to look for these actions and use the data when calculating a lead score.

5. They’re interested in the price

If a prospect asks about pricing during a sales call, it’s generally a sign that they’re at least thinking about buying.

Some sales agents might misconstrue questions about money as a pricing objection, or that the prospect finds the cost prohibitive. Instead, think of it as they’re trying to understand how this solution fits into their budget. Use their question as an opportunity to talk about why your company is the right fit for them with respect to the price.

buying signals pricing

Another way to know if a prospect is interested in the price is to check if or how often they’ve visited the pricing page. This information should be available within the lead generation software in the log of actions they’ve taken on the site.

6. They’re interested in case studies

Pay attention to prospects who are looking at case studies on your site or are asking about other customers’ success stories. These potential clients are trying to imagine how they fit into your business and if you have a track record of solving problems that are similar to theirs.

buying signals use cases

To keep the conversation moving, sales agents could follow up with other case studies that are similar to the prospect’s experience or ask if they have any questions or concerns about the company’s previous work.

7. They ask for advice from their peers

Sometimes you’ll notice that more than one person from a company is visiting the site. This might be an indication that someone with purchasing authority has asked his or her peers for their input about the product.

This might also be true when someone copies their colleagues during email correspondences with a sales agent. If they’re cluing other people into the conversation, it’s a good sign that they’re discussing amongst themselves how the product fits with their needs.

In any case, if the main contact is seeking the opinions of people they work with, it’s likely that they’re weighing the pros and cons and are close to making a final decision.

8. They ask about terms and conditions

When a prospect starts asking about warranty details or money-back guarantee policies, they’re likely feeling out whether or not they can trust you to deliver excellent customer service.

Look for this signal during meetings or calls with sales agents. If there is a warranty page on your company’s website, check to see if the prospect has visited it. If they have, it’s a prime opportunity for an agent to reach out to them and see if they have any questions about moving forward.

9. They ask about contract specifics

This buying signal will likely happen during an in-person meeting or phone call. Prospects who are asking sales agents about what needs to happen to move on to the next step are almost ready to pull the trigger on the purchase.

For example, they might want to know when the service or use of the product can begin. Show that your company can adjust to their expectations by asking how soon they need it by.

This is also a great time to ask if they have any other questions or considerations about moving forward. Any opportunity you can take to demonstrate outstanding customer service is another reason why the prospect should go with your company.

10. They ask about methods of payment

Sales agents should be attuned to questions about when or how payment can be made. Prospects who ask about this topic are close to making a purchasing decision but need to make sure that payment options align with their company’s needs.

In this case, the more convenient options you can provide, the better. Automatic payments, payment plans, and accepting credit cards are just a few of the possibilities to make customers’ lives a little easier. The more convenience you can provide, the more likely that they’ll keep buying from you.

Pay attention to buying signals and close more deals

Knowing when a prospect is ready to buy doesn’t take a crystal ball or a sixth sense. The clues are all there in the buying signals they give off. Good old fashioned attention to detail as well as a mix of data gathered and interpreted by lead generation software makes it possible to take note of and act upon these signals.

LeadBoxer is a lead generation software that makes much of this process easy and automated. It can also deliver alerts that let you know when it’s time to take action and make a pitch to a prospect. Get started with a free trial today.

Looking for more qualified leads?

We offer Website Lead Identification or Lead Generation through emails & newsletters

The Ultimate Guide to LinkedIn Lead Generation for B2B companies

The Ultimate Guide to LinkedIn Lead Generation for B2B companies

If you were to focus on only one channel for your company’s lead generation, it should be LinkedIn.

The numbers show that the platform isn’t just a good choice for B2B marketers – it’s the best. The conversion rates are higher and the cost per lead is lower compared to other advertising networks. Plus, there are plenty of ways to find leads for free, and a couple of tools that make the process easy.

This guide will dig into the benefits, the paid and free strategies, and the tools that help streamline lead generation on LinkedIn. By the end, you’ll have a method for generating more leads for less on the platform.

Use the links below to navigate to each section:

 

The Benefits of Using LinkedIn for Lead Generation

Why bother with LinkedIn? Why not focus on generating leads with search engine advertising, display networks, or more high-traffic social media platforms like Facebook or Twitter?

Simply put, LinkedIn is where professionals go to level up in business. The average user might log on to stay informed about what’s happening in their industry, look for new employees to add to their team, or seek out tools that can optimize their team’s workflows.

If your business offers a solution to their needs, LinkedIn is the best environment for attracting their attention.

There are a few other reasons why LinkedIn is the best place to generate leads for B2B companies:

It’s made up of professionals with purchasing power

Over 20% of LinkedIn users can make buying decisions for their companies. That’s at least 61 million senior-level influencers and 40 million decision makers that your business could be connecting with. It’s also the most-used social media platform amongst Fortune 500 companies, so there’s a good chance your target audience is already on the site.

Its users are extremely active

LinkedIn has over 500 million total users, and over half of them (260 million, to be exact) actively use the platform every month. Of those 260 million users, 44% log on daily. That means a lot of potential leads to engage with on a regular basis.

It generates the most leads

Those 100+ million decision making users are proven to take action. The site’s own content marketing blog ran the numbers and found that 80% of B2B leads generated through social media come from LinkedIn.

There are plenty of case studies to back up the claim, too. Simplus, a Salesforce partner, says that 70% of their website form fills have come directly from LinkedIn. NetBrain Technologies Inc. doubled their click-through-rate with LinkedIn ads and saw 94% of leads generated accepted by sales.

It can convert more leads for less

There are ways to generate leads on LinkedIn for free, but even if you go with a paid strategy, you could save big compared to running a similar ad campaign on a search engine or another social media platform.

HubSpot aggregated all of their customer’s results with LinkedIn Sponsored Content and found that while the ads have a higher cost-per-click than Google Ads, they also have double the conversion rate.

With a $1,000 ad budget, you could generate 11 conversions for only $90 each on LinkedIn, while the same budget with Google Ads would generate 8 conversions for $125 each.

Its targeting audiences are tailor-made for B2B lead generation

LinkedIn Ads allow marketers to get extremely granular about the audiences they want to target. These are just a few of the many targeting options:

  • Company industry
  • Company size
  • Company name
  • Job title
  • Job function
  • Job seniority

While competitors like Facebook Ads also allow marketers to target users by employer and job title, workplace networking is not the primary purpose of the platform. It’s possible that some users may not be listing their employment info at all, making this a less than ideal channel for reaching target audiences.

It’s the go-to choice for B2B marketers

According to the Sophisticated Marketer’s Guide to LinkedIn, 94% of B2B marketers use LinkedIn to distribute content. This means that either a lot of B2B marketers are wrong, or a lot of people are on to something.

In either case, you’d be remiss to pass up on what 94% of your competitors are already taking advantage of.

 

 

Free Strategies for Finding Leads on LinkedIn

Many of the actions you already do on a daily basis in LinkedIn can help you find leads. You might only need to think a little more strategically in order to get the most out of your time on the platform.

Here are a few examples:

Publish articles

Articles are the best way to demonstrate to ideal clients that you’re an expert in your industry. You can use them to anticipate and answer prospects’ questions, which can instill confidence that you’re the right choice when it comes to solving their problem.

Publishing articles on LinkedIn comes with benefits you can’t get from blogging on your site alone:

  • Your content gets shared with your connections and followers in their news feeds and sometimes in their notifications.
  • Users that aren’t already in your network can follow you from your article, so the next piece you publish will automatically appear in their feed.
  • If your profile is visible, your article is searchable both on and off the platform.

This is a great, free option for establishing your authority without having to convince users to navigate away from the site.

Post daily updates

Posting daily updates to your LinkedIn Page or Showcase Page is a great way to stay top-of-mind with your connections. Your updates will appear on their home feed, so it works as free, organic advertising.

Note that this doesn’t mean you need to publish a unique piece of content every day. Here are a few suggestions for how to keep this step quick and easy:

  • Repurpose content shared to your other social media accounts
  • Link to existing blog posts or resources on your site
  • Direct users to your most recent newsletter
  • Share your take on news from your industry

The name of the game is to make use of the content you already have and updating your page as often as possible.

Join groups

LinkedIn Groups are where people from the same industry can discuss interests, share insights, and ask questions.

Source

They’re great places for networking with potential leads, and you can establish your expertise by answering questions or offering resources that are relevant to the conversation.

However, it’s important not to join a group and then immediately begin pushing your product or service. This comes off as disingenuous and can repel leads instead of attracting them. Build up a relationship with them first before making any sort of offer or pitch.  

Engage with a targeted list of users

Your business should already have a set of criteria for what constitutes your ideal client. Use this criterion to search for users that fit the bill, then create a curated list of leads to begin engaging with.

With LinkedIn, it’s far more common for people to accept requests for connections from people they already know or have had some interaction with.

Before you click the “connect” button, see if you can’t interact with leads in another way. The most obvious choice is to like or comment on an article they’ve written or shared.

Once your connection has been accepted, continue to engage with them on a regular basis. This could include endorsing them for skills or congratulating them when they announce news about their business.

This level of engagement will gradually warm you up to your lead. They’ll remember who you are the next time they see your articles or updates in their feed, and they also may be more likely to answer a personalized message about your product or service once you finally send it their way.

Engage with current clients

Referrals from current clients are a strong way to find new leads. If you already have a solid relationship with your client, asking for a referral might be as simple as firing off a quick email.

 

If you’re not as familiar with them, you can grease the wheels by leaving a recommendation for them on their LinkedIn Page, or endorsing them for skills and expertise. This will keep you top-of-mind and they’ll also be more likely to return the favor.

 

 

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There are a few possible formats, including single image ads, video ads, and carousel image ads.

Use Direct Sponsored Content if you want to share content in the LinkedIn feed to specific audiences without having to publish the content on your LinkedIn Page or Showcase Page. This is especially useful if you want to run slight variations of a campaign geared toward different target audiences.

Sponsored InMail

Sponsored InMail reaches your target audience directly by delivering personalized messages through LinkedIn messenger.

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With Sponsored InMail, you can send personalized invites to webinars or events, promote a product or service, or encourage downloads of white papers, eBooks, and other resources.

Sponsored InMail messages are only delivered when a user is active, and delivery frequency caps ensure that your message gets noticed when it matters most.

VistaVu Solutions is a business management software company for the oilfield and energy industries. They used Sponsored InMail as part of their strategy and were able to achieve a 23.8% conversion rate.

Lead Gen Forms

Lead Gen Forms can be added to your Sponsored Content or Sponsored InMail to help collect leads from within the platform without asking visitors to go off-site. Use them to offer resources in exchange for their information.

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LinkedIn automatically populates the form with the user’s data so they can sign up with the click of a button. This decreases the chance that a user will lose interest and navigate away.

IR, a performance management software company from Australia, used Lead Gen Forms with Sponsored Content to reach their target audience. With this strategy, IR was able to achieve a 2x increase in conversion rates and reduced their cost per lead by 44%.

Dynamic Ads

Dynamic Ads appear in the sidebar on LinkedIn and work in a few different ways.

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There are Follower Ads (pictured here) which encourage the targeted audience to follow your LinkedIn Page or Showcase Page.

Spotlight Ads look similar to Follower Ads but drive users to your site or landing page with a clear call-to-action.

Content Ads allow users to download content, such as a white paper, then stores lead info directly in your LinkedIn Campaign Manager.

Display Ads

Display Ads are images that run in the right column and above the fold. According to the company, users are 3x as likely to engage with content when exposed to both Sponsored Content and Display Ads.

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Even when used on their own, case studies show that Display Ads are an effective form of advertising for B2B companies. Analytics software SAS used Display Ads to drive downloads for their whitepapers. The result was that their cost per lead was 10% the cost of the most expensive competing publisher.

 

Tools that Help with Lead Generation on LinkedIn

From browser extensions to full-on software, there are several tools out there that will help you get more leads out of LinkedIn. Each has very different functions.

Some, like Skrapp.io, will only help you find email addresses, while a tool like LeadBoxer can automatically find leads (and their contact information) that are already interested in your business.

LeadBoxer

It’s one thing to generate leads through LinkedIn. It’s another to actually turn them into customers. LeadBoxer helps you identify visitors to your website, calculate their value as a lead, then retarget them with paid advertising on LinkedIn until they become clients.

For example, say you’ve published several articles on LinkedIn. Those articles then attracted visitors to your website. With the LeadBoxer Lead Pixel installed, you’ll be able to identify those individuals down to the company they work for, their specialties, and even their work email:

LeadBoxer also calculates a leadscore for visitors who engage with your website. This score gives you an idea of how likely that prospect is to convert, so you know whether or not they’re worth pursuing.

You can then use that information to create a highly targeted ad campaign on LinkedIn. Recall that LinkedIn allows you to target people by company name and job title, so theoretically, you could run one campaign aimed at a single individual with a high leadscore.

LinkedIn Sales Navigator

LinkedIn Sales Navigator is LinkedIn’s own solution for prospecting and finding leads. It enhances the platform’s existing features to give you a more premium experience.

The most obvious example is its Advanced Lead Search function. With Advanced Lead Search, you can enter the characteristics of your ideal client in order to find the most relevant prospects.

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Sales Navigator can also make recommendations about who is most likely your best point of contact at a target company. It’ll tell you if something big happens, like a potential lead who has a job change.

While Sales Navigator can give you an extended look at who has visited your LinkedIn profile within the last 90 days, it can’t identify who has visited your site or indicate how interested they are in your company.

Skrapp

Skrapp.io is a Chrome extension that helps you extract email addresses from profiles on LinkedIn. It also integrates with LinkedIn Sales Navigator, so you can use both at once.

 

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Skrapp.io has a few other capabilities that help round it out. There’s a company search feature that allows you to find the email address of anyone working in any organization, regardless of whether or not they’re on LinkedIn. There’s also a cloud dashboard that helps store and segment all your lead emails.

All in all, it’s a nice, lightweight tool for small or single-member businesses on a budget.

Crystal

Say your lead has made it to the next step of the pipeline and it’s time to make a pitch. That’s where Crystal comes in.

With Crystal, you can get a feel for things such as how prospects prefer to communicate and what pitching strategies they respond best to. Crystal extracts data about your lead from LinkedIn and other places around the web in order to offer insights about their personality and suggestions about how to talk to them.

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This provides a much-needed edge the next time the two of you talk. No more “winging it” in calls or meetings.

Crystal also helps you write better emails and faster, so it doubles as a productivity booster.

LeadFuze

LeadFuze works like a souped-up version of LinkedIn Sales Navigator. Like Sales Navigator, it can search LinkedIn for leads in specific roles and industries, but LeadFuze takes it a step further by looking at what a lead’s ad budget is, what software they already use, and whether or not they’re hiring.

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LeadFuze comes with an AI-powered personal assistant that can automatically generate leads for you. Fuzebot, as it’s known, crawls the web looking for new leads that match your established criteria, then automatically updates your records for you.

Fuzebot even verifies email addresses before adding them to your list of leads, that way you’ll never have an email bounced back to you.

Discoverly

Discoverly is a Chrome browser extension that claims to make social networks work better together. In short, it cross-checks various social networks to show you if you have any more mutual connections in common.

Here’s an example of how it might look on LinkedIn:

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Assuming that the person in this example matched your criteria for an ideal lead, you could then leverage your mutual Facebook connections (made visible thanks to Discoverly) to introduce yourself and strike up a conversation.

In short, Discoverly helps you warm up leads before making contact with them.

Dux-Soup

Many of the free LinkedIn lead generation strategies covered in the previous section are time-consuming. Dux-Soup is a Chrome extension that puts those tasks on autopilot so you can go back to focusing on closing deals.

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Basically, Dux-Soup builds relationships on your behalf by sending automated messages, automatically endorsing connections, and even auto-following new profiles.

You can then organize leads by tagging profiles and taking notes on them. This data can also be exported as a CSV file to upload into whatever CRM you’re using.

 

Start Generating More Leads for Less with LinkedIn

If you’re a B2B company, then statistically you’re more likely to find your next lead on LinkedIn. There are several paid and free strategies that will help you find them, but some of these strategies can be tedious and time-consuming. For the best results, you’ll need a tool or two to help you make sense of things.

The best strategy is to publish some content (whether it’s an article or an ad) on the platform that attracts users to your site. You can then use a tool like LeadBoxer to identify those visitors, rank them by likeliness to convert, then retarget them with a highly focused LinkedIn ad.

This strategy takes all the guesswork out of who is a promising prospect, so you can contact them with confidence that they’re ready to hear from you.

Looking for more qualified leads?

We offer Website Lead Identification or Lead Generation through emails & newsletters

B2B Lead Generation 101: Strategies, Best Practices, and Software

B2B Lead Generation 101: Strategies, Best Practices, and Software

You know that a full sales pipeline is imperative for business growth. Without an airtight system for B2B lead generation in place, you’re sure to slow down your already hard-working sales team.

At first, B2B lead generation might seem like a complex process, but don’t let that discourage you. In this article, you’ll learn the three essential components you must have for an effective system of B2B lead generation:

  • Strategy – the digital channels you use to attract your clients
  • Best practices – the details you must include to make sure those channels work well
  • Tools – the software that will ensure your system is optimized and automated

With these components in mind, you’ll be able to craft a system that appeals to your ideal buyers and starts generating leads quickly and with less effort.

What is B2B lead generation?

B2B lead generation is the process of identifying new prospects for your sales team to pursue. It includes three main stages:

  1. Gaining prospects’ attention and guiding them to your site, often through content marketing or traditional advertising
  2. Capturing their information with a lead magnet, form, or by identifying anonymous website visitors on your site
  3. Assessing that information to determine which are the highest quality leads

An optimized lead generation strategy can deliver increased ROI for your marketing budget by filling a sales pipeline on autopilot. It saves your sales team the frustration of cold calling or cold emailing, helping keep productivity and morale high.

The Top Strategies for B2B Lead Generation

There are several different strategies for gaining prospects’ attention. Which of the following or combination of the following you should use will depend upon the online behavior of your ideal buyer.

Social Media

Facebook has several different ad formats, but Facebook Lead Ads are specifically designed for lead generation. They appear in a user’s Facebook feed whether they’re on desktop or mobile:

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If the user is interested in learning more about the product or service, they click the ad and a form appears. Facebook pre-populates the form with their information so there are only a few taps between you and a newly qualified lead.

Secret Entourage, a mentorship service for entrepreneurs, reportedly restructured and streamlined their ad strategy by focusing on Lead Ads. Compared to their original campaign, the new one led to 40% more purchases with 88% fewer ad sets. They were also able to lower their cost per purchase by 10%.

While this case study shows promise, the average click-through rate (CTR) of Facebook ads for B2B companies is 0.78%, while the average CTR across all industries is 0.9%.

A more effective platform for social media ads may be LinkedIn. LinkedIn Sponsored Content are native ads that run in a user’s LinkedIn feed across desktop and mobile:

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Although similar in form and function to Facebook image ads, LinkedIn ads are proven to generate more leads for B2B companies. According to the company’s content marketing blog, 80% of B2B leads generated through social media come from LinkedIn.

It makes sense why. A sizable chunk of LinkedIn users are in the position to make purchasing decisions for their companies. Of its 500 million members, 61 million are senior-level influencers and 40 million are decision makers.

Several case studies back up the claim that LinkedIn is the king of B2B marketing on social media. Simplus, a Salesforce partner, saw 70% of their website form fills come directly from LinkedIn. As a result, they’re shifting most of their ad spend to the platform.

HubSpot took a look at their customer’s results with LinkedIn Sponsored Content and found similarly promising results:

While LinkedIn has a higher cost per click (CPC) than Google Ads, the conversion rate is twice as high. This leads to a lower cost per lead overall.

PPC Ads

Don’t write off Google Ads or other pay-per-click (PPC) ads just yet. These are some of the most popular channels for lead generation, and there are benefits to having them as a part of your lead generation strategy.

Data for 2018 indicates that the average CTR for B2B companies is 2.41% within the search network and 0.46% within the display network.

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The average conversion rate for B2B industries is 3.04% in the search network and 0.8% in the display network.

While both the CTR and conversion rate for B2B ads is lower than most other industry averages, there are countless case studies out there that demonstrate the effectiveness of PPC ads for B2B businesses.

Digital marketing agency SevenAtoms executed a campaign that included Google Ads for Imperva Incapsula, a cyber security SaaS company. The results speak for themselves:

In this case, it definitely paid for Imperva Incapsula to have an experienced agency on their team to get the most out of their PPC ad budget.

If you’re interested in other PPC ad options, consider review directories such as FinancesOnline, G2, or Capterra. These platforms can have lead conversion rates as high as 24%, making them solid alternatives for companies who are more concerned about their budget.

Capterra is a review directory dedicated to software, making it the perfect choice for SaaS companies. In Capterra, companies can pay to be a sponsored post so they rank at the top of a search:

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The “Visit Website” button in this example takes visitors to a landing page tailor-made for that ad. Leads acquired through this channel are clearly searching for a software solution, making them highly qualified.

Blogging

Blogging is a popular method of content marketing for B2B companies, and for good reason. Blogging gives businesses a chance to:

  • Answer prospects’ questions
  • Demonstrate their expertise
  • Show what makes them unique in a sea of competitors
  • Provide excellent service before any money has ever changed hands

 

To a potential customer, all these qualities can help increase their trust in your business. Provided you give them an opportunity to fill out a form for more information somewhere within the blog post or on the page, blogging can be an effective way of collecting leads.

Oren Smith from Precision Marketing Group shared one case study where his team was able to increase leads by +250% for their brand by blogging three times a week.

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They were also able to increase organic traffic by 182%, ensuring that their visibility on search engines would continue to grow.

HubSpot also knows that blogging is a major asset for their business. 90% of their leads each month come from posts on HubSpot that were published months or years ago.

Email

No matter the changing trends in social media or content marketing, email continues to be a valuable form of lead generation and nurturing. For every dollar spent on email marketing, businesses can earn $43.

In order to stand out, it pays to be thoughtful about the quality of emails you’re sending. There’s no sense in flooding a subscriber’s already crowded inbox.

Hammock, a B2B content marketing agency, thought creatively about its newsletter. It came up with the !dea Email, or one “bright idea” in a single email. Each email includes a single landscape image accompanied by about 350 words of copy.

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By focusing on a simple, interesting concept sent every two weeks, Hammock was able to boost their open rates by 48%. They cut through the clutter of subscribers’ inboxes by adhering to the principle of more is less.

The 8 Best Practices for B2B Lead Generation

Now that you know the strategies of lead generation, it’s time to hone in on the details. These best practices will make sure your system for lead generation is airtight.

Tailor Marketing to Different Buyer Personas

Your business should have at least one buyer persona so that you know exactly how to structure your marketing and lead generation efforts. Knowing your ideal buyer will help you know where you should direct your ad spend and what kind of content you should be creating to attract them.

Not all prospects with decision-making or purchasing power will have the same online behaviors. For example, Pew research found that Twitter usage among U.S. adults drops as age increases. On the other hand, 61% of LinkedIn users are in the 30 to 64-year-old age range. You may be able to reach some mid-level decision makers on Twitter, as well as some senior-level influencers on LinkedIn.

Be Mobile-Friendly

If there’s only one best practice to follow, let it be this one.

In 2018, 52.2% of all website traffic worldwide was generated by mobile users. That means there’s a good possibility that over half of the visitors to your site could be viewing it on their phone.

If your site isn’t built to be mobile-friendly, then chances are you’re losing a devastating amount of leads – and sales.

Optimize Your Website

Even if your site has a professional design and is mobile-friendly, you still might be losing visitors before they have a chance to become viable leads. Use Google Analytics to view an overview of behavior flow so you can see exactly where and how much traffic is dropping off.

This will help you hone in on what pages are attracting and retaining visitors, and what pages still need some work. You can then use tools like Hotjar (discussed in a later section) to get even more specific and discover exactly what elements on a page are working well and what needs to be updated.

Use Video Content

There are a few powerful statistics that suggest that video content can drive significant traffic for your website. A white paper from Cisco states that internet video traffic made up 69% of all global consumer internet traffic in 2017.

Meanwhile, a report from HubSpot showed that when given the choice to skim or consume thoroughly, 55% of users will pay close attention to video – more than any other type of content analyzed.

Create Long-Form Blog Content Consistently

Just because video is a powerful content marketing tool doesn’t mean that you should ignore blogging. Long-form content is still king when it comes to generating traffic from search engine results. In fact, posts with at least 2,000 words are more likely to rise to the top of search engines than any other article length.

Keywords alone won’t ensure the top spot on search engines. To increase your ranking, create high-quality articles and guides on a regular basis so that Google knows your site is relevant and engaging. This also increases your brand awareness and credibility with leads.

Capture Leads on Every Site Page

Your blog and video content gives visitors a reason to come to your site, so be sure to give them an opportunity to stay. At least one newsletter sign-up form, comment form, trial sign-up button, or other lead capturing form should be available on each page of your site.

To make capturing leads through forms even more effective, structure your content so that it naturally segues into the sign-up form. Be sure to test and analyze how well each page or post is at capturing leads, then adjust accordingly.

Use Lead Magnets

Lead magnets are offers such as white papers, ebooks, or other free resources that are used to entice visitors into giving you their information. These resources also help you qualify leads, as they can help indicate the lead’s needs and pain points.

To create an irresistible lead magnet, follow these examples and come up with a resource that solves a problem, is specific, easy to digest, and has high actual and perceived value.

Score Captured Leads

Not all leads are created equal. Lead scoring is the process of generating a number, typically between one and 100, that shows just how qualified that lead is. The process can be done manually with a formula, although this is time-consuming and has a lot of variables.

Luckily, there are some options for automating the lead scoring process, as you’ll see in the next section.  

The 8 Best Tools for Optimizing B2B Lead Generation

All these strategies and best practices might seem overwhelming, but there are several tools to help you automate, execute, and optimize your lead generation strategy. Best of all, many of these tools are free or free to get started.

Best Lead Scorer: LeadBoxer

B2B lead generation

LeadBoxer doesn’t just score leads captured through forms or lead magnets on your site. It’s able to identify 50% of site visitors who would otherwise remain anonymous. Not only that, it can populate data such as contact information, the prospect’s industry, and their specialty.

LeadBoxer also tracks visitors’ online behavior while they engage with your brand (website visits, social media engagement, email opens, ad clicks, etc.) It uses this information to automatically calculate a lead score, which tells your sales team who is most likely to convert.a

This saves your team time, increases sales, boosts morale, and ultimately saves you money.

 

Best Landing Page Creator: Instapage

Image source

Price: Professional Plan – $11.25/month, Turbo Plan – $41.25/month

Free trial: Yes + limited free forever plan

What it’s all about:

LimeLeads is a great tool for sales prospecting as it doesn’t cooperate with fake data.

The tool was built by a bunch of B2B marketing veterans that were sick of a lack of credible data being available. Its main goal is getting you prospect lists that are accurate.

The tool integrates with CRMs and will enable sales teams to put together a list of prospects in 30 seconds or less.

 

Salespanel.io

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Thanks to an intuitive interface and a slew of features, Instapage is the perfect tool for building landing pages that integrate seamlessly with your PPC advertising campaign.

You can easily optimize pages for lead generation by using features like heatmaps, A/B testing, mobile-responsive pages, and drop-in pixel tracking for easy remarketing. Best of all, Instapage’s drag-and-drop interface is user-friendly, negating the need for a web designer to get your campaign started.

With Instapage, you can create several landing pages that are individually tailored to target unique buyer personas, all with a few clicks of the mouse.

 

Best Site Optimizer: Hotjar

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While Instapage has several features that help you create optimized landing pages, you need to make sure the rest of your website is working just as hard for your business. A well-optimized website is an essential part of the user experience and can generate more leads, regardless of whether or not they discovered your brand through a landing page.

Hotjar tracks users’ journeys through your site and shows you exactly where they’re dropping off and why. Powerful tools like heatmaps, visitor recordings, form analysis, and feedback polls eliminate all the guesswork about why certain visitor behavior is happening and what can be done to improve their journey.

 

Best Social Media Automation: Buffer

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A robust social media presence helps your business establish credibility and trust. Luckily, you don’t need an overly complex strategy or need to devote a lot of time and manpower to sustaining your social presence.

A tool like Buffer keeps all your posts organized and automated. Use it to schedule posts in advance, then review the analytics to see how well posts are performing.

Buffer also collects conversations from your followers in one inbox, making it easy to respond to questions or comments about your business.

 

Best Content Planner: Google Analytics and Keyword Planner

Creating high-quality blog content that visitors will find extremely useful and interesting is one of the best ways to attract new leads. Free tools like Google Analytics and Keyword Planner can help you pick article topics that are sure to perform well.

Keyword Planner is actually a function of Google Ads, but it can help you pick blog topics, too. Use it to check out average monthly searches and competition for a potential keyword and its variations. You can quickly see if there’s an interested audience, room to rise to the top of the search page, or a keyword variation where your future content might perform better.

With Google Analytics, you can observe user behavior on your site and see what content you’ve previously published is performing the best. With this insight, you can plan follow-up content to build on the success you’ve already had.

 

Best Email Drip: Mailchimp

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One of the best ways to nurture leads and keep your brand top-of-mind is through email campaigns.

Mailchimp makes it easy to visualize, create, and test welcome email sequences designed with conversions in mind. It also collects and analyzes information about how subscribers are interacting with your emails, helping you optimize and create more effective campaigns.

Mailchimp integrates with most of the tools in the average B2B marketing stack. For example, data about your subscribers’ email behavior can automatically sync with lead scoring software like LeadBoxer, giving you even more insights about leads.

 

Best CRM: HubSpot

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A customer relationship management (CRM) tool is necessary for tracking potential prospects and keeping a record of all their details.

HubSpot’s sales software is an extremely powerful tool that starts at $0/month. It’s able to track lead behavior on your website, then send personalized email sequences based on their actions.

HubSpot also tracks where leads are in their buyer journey, helping you visualize your pipeline at a glance. Integrate HubSpot with some of your other tools, such as LeadBoxer, to get an even better idea of who’s ready to convert and who needs a little more nurturing.

 

Best Pitch Assistant: Crystal

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It’s time to turn your leads into clients. Take all the guesswork out of how to pitch to them by using a tool like Crystal.

Crystal analyzes a prospect’s LinkedIn profile, then provides actionable insights about their personality based on what kinds of posts they’re writing and engaging with. It also collects the feedback of people who have previously interacted with that person, increasing the accuracy of the assessment.

Use Crystal to decide the best ways for communicating with a prospect, that way you’re never flying blind when entering a sales meeting.

Grow Your Sales with Strategic B2B Lead Generation

Automatically generating leads is the key to closing more deals and growing your business. There are several different strategies you can take, but the ones you choose will ultimately hinge upon the online behavior of your ideal buyers.

By following the best practices and using some of the tools outlined in this article, you’ll soon have an optimized, automatic system for generating and scoring leads that keeps working even when you’re not.

The next time you log back on, there’ll already be several prospects with high lead scores ready for you to reach out to.

12 Pipedrive Integrations You Need To Be Using

12 Pipedrive Integrations You Need To Be Using

Pipedrive is built to help you close more deals and keep your sales team on track.

But one of the perks of Pipedrive is the number of tools you can integrate to save your team time and enable you to ramp up your marketing and sales efforts.

In this list, we’ve found 12 of the best integrations for Pipedrive and broke them down into four categories:

Let’s dive into how you can save your sales team from data entry and lead gathering using integrations in Pipedrive that will provide them more time to do what they want to be doing—closing deals.

 

Best Integrations for Lead Generation

 

LeadBoxer

LeadBoxer is a sales tool that grabs information from your leads when they start their buying journey. The tool identifies and collects information like a visitor’s company name, when they visited your website, and even what actions they took when they were there.

In other words, LeadBoxer collects your website and email newsletter data and identifies, segments, and scores your leads automatically based on their behavior and profile data.

Once all this valuable data is collected, it is fed directly back into your Pipedrive database, which will automatically update deals, persons, and companies.

Looking for more qualified leads?

We offer Website Lead Identification or Lead Generation through emails & newsletters

Adlots

This integration from Adlots gathers leads using an algorithm. Every time a lead interacts with your website, Facebook page, or submits a form, Adlots will scrape their details for you.

Adlots will store the information from every website visit and also track the lead media source. Leads and deal cards are then automatically created for you based on the data scraped by Adlots.

The tool also gives your lead a quality score. If they’ve visited your site a bunch of times or handed over their contact information, their score will be higher on the tool’s dashboard.

Once your leads have been found, you can then distribute them amongst your sales team and even put them into different pipelines. Adlots allows you to assign values of specific fields in leads, deals, and organization cards so you can match them with the perfect rep on your team to close a deal.

 

SnapADDY

With snapADDY, your sales team can automatically transfer newly found contacts and addresses directly into their Pipedrive dashboard.

The big win with snapADDY is that it’s built to shorten the pre-qualification process for your sales team. All your sales reps need to do is highlight the address data in an email or a web page, and snapADDY will transfer it into your CRM. You can also use it to transfer data from Linkedin and automatically send company data straight to Pipedrive.

No matter what the format of the email address, snapADDY recognizes the data reliably.

The tool can stop sales reps from doubling up on lead information, too. It has a duplicate recognition tool, so your rep will know if a contact already has a spot in your Pipedrive account. If a contact already has an email address in your Pipedrive account but you’ve found another address, snapADDY will add to their contact information.

 

Best integrations for boosting productivity

 

Zapier

If you don’t already use Zapier, chances are you are missing out on a massive opportunity to implement your current tools using the king of integrations!

Zapier is an app that allows you to automates tasks between other apps by following a recipe you create. Simply put, you tell Zapier what you want to happen when A meets B. For example: “When I get a new lead in Leadboxer, add that contact to a Trello card”

By integrating Zapier into Pipedrive, you’re able to connect Pipedrive with more than 500 business apps and create a workflow with unlimited steps. Some sales teams use Zapier to connect marketing platforms to Pipedrive, while others find it useful for taking care of the boring stuff like inputting business cards.

However you use Zapier, one thing is for sure—you’re going to save time.  

 

Dealbot for Slack

Team collaboration tool Slack has built a special integration specifically to work with Pipedrive—Dealbot for Slack.

Using the integration, your team can send and receive instant deal updates. This is ideal for coordinating multiple people to help close deals across your sales teams, or if you just want to keep everybody in the loop about what’s going on with a deal.

You don’t need to do anything. No more meetings or lengthy emails with your sales team. The Dealbot will automatically handle it directly within Slack from the information being passed around in your Pipedrive dashboard.

 

Fireflies

Fireflies is an AI integration that joins in on your sales meetings and takes notes for you. It works by recording the audio from your meeting and translating it into call notes and a complete transcription in your Pipedrive dashboard.

Not only will this save your team a load of time completing manual data entry, Fireflies will also make sure records of every single meeting are kept automatically on file.

It also works for interactions with prospects, too. Once you turn it on during a phone call, the integration will make a full transcription of your conversation with your prospect. This will help you build a more powerful relationship with them, and you won’t ever have to take notes of your phone calls again.

 

SigParser

SigParser crawls your emails and looks for new email signatures.

This integration is super handy because a lot of email signatures also have juicy contact details like phone numbers, addresses, and titles in them too. Whenever SigParser finds a new signature, it scrapes all of the details, feeds them into your Pipedrive account, and creates a new contact for you.

If your sales team sends a lot of outbound emails hunting new leads, this can save them a ton of time. Plus, the data will be valuable as it comes straight from the prospect’s own email signature.

 

Best integrations for lead engagement and email marketing

 

Klenty

This integration from Cliently allows sales teams to manage lead engagement within Pipedrive.

Using Cliently, your sales team can stay on top of their contacts and engage them by sending personalized emails. Not only that, but the integration also gives you the power to send quirky engagement messages through video, physical postcards, handwritten notes, and gifts directly from within Pipedrive.

Sometimes, prospects want something more than just a bulk standard cold email. Cliently can help you bridge that gap with your prospects.

 

Autopilot

Autopilot is a smart integration for your email marketing campaigns because it gives you a birds-eye view of exactly what your campaign will look like. From start to finish.

By using Autopilot’s visual marketing automation, you can build campaigns using a drag-and-drop builder. This allows you to automate repetitive tasks, improve your sales workflow, and win more business by nurturing leads that aren’t ready to buy.

Autopilot’s big advantage is nurturing your leads automatically based on where they’re at in your pipeline. The tool can also schedule tasks based on activities like someone filling in a lead form.

It will also score your leads based on their buying behavior and feed the information straight to your Pipedrive dashboard.

 

Best integrations for accounting and invoicing

 

Paycove

Invoicing tool Paycove can automatically create custom quotes and invoices that sync with your data in Pipedrive.

The integration allows sales teams to move a deal to a selected “trigger” stage in their sales pipeline, and Paycove will automatically generate and email an invoice. Worried that the invoice or quote won’t be 100% accurate? Don’t be. The quotes and invoices in Paycove are always synced with deal, contact, product, and custom fields data in Pipedrive.

Once an invoice is sent, the app will update all your deals automatically, and alert you once a client has paid, too. It’s a perfect way to cut out an element of time-wasting data input from your sales team, so they can spend more time selling.

 

Socket

Socket was built with one goal in mind—making sure you get paid faster.

The cloud-based integration can eliminate mistakes in your quoting process through a simple template system. The tool automates the process of configuring, pricing, and quoting so your reps can send off quotes in seconds without second-guessing the end figure.  

When a quote is created in Socket, the client’s information will be automatically added to your Pipedrive account, and a deal will also be built in the CRM dashboard. The quote will be attached to the deal, so you can follow up with a lead about an opportunity without having to rummage through emails.

 

Use the Right CRM Integrations to Help You Save Time & Increase Results

If you’re using Pipedrive, there’s a good chance you’re using the tool to keep your sales team on track. But if you aren’t taking advantage of Pipeline’s massive list of integrations, you aren’t using the CRM to its full potential.

Pipedrive has teamed up with some of the biggest names in productivity, lead generation, and engagement to automate tasks that will save your team a huge amount of time, and ensure they stay on track.

Don’t be afraid to automate daily tasks—your sales figures along with your bottom line will thank you in the long run.

Looking for more qualified leads?

We offer Website Lead Identification or Lead Generation through emails & newsletters

Leadfeeder vs Lead Forensics vs LeadBoxer

Leadfeeder vs Lead Forensics vs LeadBoxer

Your company has a website up and running, the blog is full of valuable content, and your sign-up forms are ready to go. But without lead identification and generation tools, you don’t actually know who is visiting your site, what they are interested in, or how to push them down your sales funnel.

Lead identification software enables your team to convert visitors into leads, and leads into customers.

LeadBoxer is a powerful lead identification tool — but it is not the only one. It can be time-consuming to look through different lead generation tools to know which solution to invest in. We’re here to make it easier for you.

In this article, we’ll cover three popular options for lead identification software: Leadfeeder, Lead Forensics, and LeadBoxer. We will break down the features, pricing, and unique qualities of all three so you have a clear picture of what these solutions can do for you.

 

LeadBoxer 101: Meet Your Visitors, Capture Leads, and Boost Sales

LeadBoxer is a lead and customer identification tool that automatically identifies your website visitors and their companies. It can measure visitor traffic engagement with your site and emails — whether they are new visitors or logins. LeadBoxer gives you automatic insight on their companies, their company contact information, details on their industry, their LinkedIn profile, and calculates a leadscore. All before they have filled out a form.

All identified leads, including those who have been identified by email or submitted their information on a form, are automatically ranked with a leadscore. With LeadBoxer, you can track all interactions with your online and email touchpoints.

You can see leads’ interactions with pages, email opens and clicks, contact forms, sign-ups, PPC click-throughs, and downloads. When the lead information is ready to be passed on to your other tools, LeadBoxer exports the information to your CRM, sales software, collaboration tools, or task management tools.

LeadBoxer can be set up in a matter of minutes. All you have to do is sign-up for the free trial, receive your Lead Pixel, and insert that Lead Pixel into your site. You will get immediate, real-time results on your leadboard. Once you are signed-in, you will see your leadboard. This leadboard lists all your leads, their leadscore, and all relevant information:

 

If you want to continue after your free trial, all you have to do is sign up for a subscription plan.

LeadBoxer is not the only lead identification software on the market. Leadfeeder and Lead Forensics are two alternatives that marketers and sales reps consider before making their decision. Here is a comparison of the three solutions broken down by features, pricing, and unique sales propositions.

 

Key Features of Lead Identification Software

There are some key features of any lead identification software to keep your eyes out for. Before jumping into each software, it will be good to have an understanding of what the key features are and what they do.

  • Automatic visitor identification: Identify your site visitors by name, company, and links to social profiles
  • Lead Scoring: Rank visitors and/or leads based on activity and other information
  • Email Alerts: Be notified about dream customers or lead updates
  • Page Tracking: Track how long leads are on certain pages, where they came from, where they go to next, what they click on, etc.
  • Integrations: Different softwares integrate with tools you already use like Google Analytics, CRM solutions, Sales Solutions, Email Management Platforms, Collaboration Tools, etc.
  • Compliance: Is up to date with the latest regulations, like the GDPR

 

Features of LeadBoxer, Leadfeeder, and Lead Forensics

 

LeadBoxer Features

LeadBoxer features work together to bring a holistic picture of leads to both your sales and marketing teams. These include:

Automatic visitor information and lead scoring. LeadBoxer ranks visitors and automatically updates rankings when visitors fill out forms.

 

LeadBoxer captures leads and integrates them into the viewing platform.

 

 

Leadboxer tracks their customer journey and data. This solution tracks all their web and email behavior.

 

 

LeadBoxer sends you notifications for when a lead is ready-to-buy.

 

Companies can set custom scheduling based on custom segments to route this information to relevant team members. Team members will be notified when data shows that it is the prime time to talk to the email leads.

Other LeadBoxer features include:

  • Email & Newsletter tracking
  • Full Data Search
  • Auto Form Tracking
  • Campaign Tracking
  • Traffic Dashboard
  • GDPR Compliance
  • Share and Assign Leads
  • Lead Tags or Labels
  • Channel Groupings and Source

LeadBoxer integrates with 25 business solutions that you probably already use. This includes popular CMS, communication, CRM, marketing automation, and other business solutions:

 

Source

 Leadfeeder Features

leadfeeder

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Leadfeeder is a website visitor tracking software platform. It tells you who your visitors are, where they come from, and what they are interested in. Leadfeeder offers alerts when your target companies visit your site. The software breaks their features down into four action areas: identify visitors, see what they look at, get email alerts for when they visit, and send leads to your CRM.

This software integrates with Google Analytics to identify the companies that visit your site and how they engage with your pages. Leadfeeder provides company contact information and shows if your users have LinkedIn connections with any of their company representatives. This solution is also GDPR compliant. Teams have unlimited amount of users on this solution, no matter the plan.

Leadfeeder integrates with twelve other business solutions, including MailChimp, various CRM solutions, Pipedrive, Slack and more.

 

Lead Forensics Features

lead forensic

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Lead Forensics allows companies to see their visitors in real-time. This solution can identify anonymous visitors and provide the company, contact information, demographics, search behavior, and financial data. The goal in using these features is to “convert ready-to-buy prospects, before your competitors even get close.”

This solution features lead scoring, auto-assigning of leads, notifications, labeling dream customers, and a customizable portal. This solution helps sites convert visiting traffic into leads, track them from their first click to sale, and measure digital ROI.  

Lead Forensics integrates with Salesforce, Zoho, Microsoft Dynamics CRM, Workbooks, and Infusionsoft.

 

Comparing Pricing

 

LeadBoxer Pricing

LeadBoxer offers a two-week free trial. After that, pricing is based on monthly or annual subscription plans. The Starter plan starts at $79 per month (billed annually). The Business Plan is $199 per month (billed annually). The Corporate Plan is $399 per month (billed annually).

Leadfeeder Pricing

Leadfeeder offers a free “Lite” plan that only shows 7 days worth of leads. Premium pricing is based on the number of leads you have:

leadfeeder pricing

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Lead Forensics Pricing

Lead Forensics offers a free week-long trial. Based on this trial, Lead Forensics will understand how much traffic your site receives and will determine pricing for a future contract based on your volume of visitors. To learn more, you must contact Lead Forensics directly.

lead forensic pricing

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What Makes LeadBoxer, Leadfeeder, and Lead Forensics Unique?

 

After delving into the research, it can be hard to determine what features differentiate these solutions. Even though there is significant overlap in use cases, each tool is different in some way.

 

LeadBoxer: Bringing Sales and Marketing Together with Data

LeadBoxer stands out from competitors because it acts as a bridge between marketing and sales teams. It stores all visitor, lead, and customer information in one platform, unlike other lead identifying tools. It doesn’t just track online visitors. It also keeps tabs on all email activity of the companies on your newsletter list and knows when leads are signaling that they are ready to buy or are up for contract renewal.

Your sales team will know exactly when to reach out to them and have the details they need to make the right pitch. Not only that, but LeadBoxer informs your sales reps of when to push up-sell opportunities, which other solutions of its type don’t do.

The LeadBoxer team has more than a decade of analytics and software development experience. For this reason, this solution uses its own algorithm to boil all the data down to a simple view for clients. Ask the search tool any data question, and you will find the answers you need.

 

Leadfeeder: Putting GA to Use

Leadfeeder does not have its own algorithm, but uses Google Analytics data. Customers don’t have to install a pixel — they only need access to their Google Analytics account.

Leadfeeder offers a unique tool that filters out leads that aren’t that interesting or valuable for your team. This way you don’t have to sift through visiting bots or visitors who certainly won’t buy your product.

 

Lead Forensics: Dedicated to Customer Success

Lead Forensics offers many of the features that LeadBoxer and Leadfeeder do, but is unique because their solution comes with a customer success manager for each client.

They offer consultation and proactive support to marketing and sales teams on how to use this tool to generate the most ROI.

The Takeaway: Keep Your Goals in Mind

Capturing qualified leads doesn’t happen overnight. Your website, online content, chat bots, social media campaigns, email newsletters and advertising efforts all work together to attract clients.

But once your prospects visit your site, it is up to you use the most powerful tools to identify visitors, capture leads, and track the success of your content. Lead identification and generation software provide a path for visitors to become customers. It’s up to you to determine which software will work best with this goal in mind.

 

Looking for more qualified leads?

We offer Website Lead Identification or Lead Generation through emails & newsletters