What is IPv6 and Why Does it Matter?

What is IPv6 and Why Does it Matter?

Don’t be scared of the technical jargon surrounding Internet Protocol version 6 (IPv6). If lead generation is a major component of your company’s marketing plan, then learning about the latest version of the Internet is a must.

Once you understand what IPv6 is, why it’s important to your business, and how to leverage it, you’ll be able to identify and nurture prospects more effectively and responsibly than you currently do. To learn more, read on or jump ahead to these sections:

What is IPv6?

Internet Protocol version 6 (IPv6) is the latest version of the Internet Protocol (IP), which is the system for identifying and connecting devices across the Internet. In essence, your device’s IP address is a series of numbers that tell the Internet where to send emails, articles or other content you want to access.

The Internet Engineering Task Force (IETF) started developing IPv6 in 1998 in preparation for the inevitable exhaustion of IP addresses provided by Internet Protocol version 4 (IPv4). Under IPv4, IP addresses are only 32 bits. A typical IPv4 address looks like this:

typical IPv4 address

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There are only about 4 billion possible 32-bit IP addresses available, a limit the world has long since hit. To accommodate the growing number of devices connecting to the Internet, IP addresses created by IPv6 are 128 bits. A typical IPv6 address looks like this:

typical IPv6 address

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With IPv6, there are approximately 3.4×1038 addresses available, or 340 undecillion addresses. Simply put, the world will never run out of IP addresses under IPv6.

Pros and Cons of IPv6 for Your Business

Hypothetically, IPv6 addresses can make it easier for marketing and sales teams to track and nurture leads. In reality, there are a few technical factors that complicate matters.

  • Pro: Better At Identifying Individual Devices

IPv6 addresses are potentially capable of acting as an identifier for each connected device on the planet, which would allow marketers to refine their targeting.

With IPv4, addresses typically describe a group of devices that share a network. For example, a laptop, tablet, mobile phone, and connected TV that belong to a family might be assigned a single IPv4 address. If there are multiple people within that household, marketers are limited in how well they can target a particular individual across devices.

With IPv6, the nearly infinite number of addresses theoretically makes it possible to assign a unique address to each device. Marketers could then associate an address with an individual as opposed to a household, thus making it easier to target that person whether they’re on their phone or laptop. Not only could this help increase conversion rates and customer experiences, but it could also make analytics more accurate.

While this sounds great in theory, there are a few considerations.

  • Con: Less Stable Tracking Technique

Not every device currently uses IPv6. In fact, IPv4 and IPv6 will likely be in use simultaneously for many years.

As of January 2021, only about 33% of people around the world who access Google have an IPv6 address. In the U.S., IPv6 adoption is just above 44%.

IPv6 adoption stats in USA

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This can create confusion for marketers. For example, a tablet within a household might have an IPv6 address while other devices connected to the same network might share an IPv4 address. To marketers, this would make it appear as though those devices came from two different households.

  • Con: Privacy Issues

Since IPv6 addresses can describe a unique device, you could make the argument that they can identify an individual better than IPv4 addresses. This would classify IPv6 addresses as personal information under privacy laws like the General Data Protection Regulation (GDPR).

IP addresses were never meant to be a tool for marketers or advertisers, which is why the GDPR regulates how companies can use them. However, as you’ll later see, there are ways to leverage IPv6’s benefits while respecting your customers’ privacy.

How to Take Advantage of IPv6 in Your Business

Don’t let IPv6’s shortcomings prevent you from leveraging this new technology. With the right software and strategies, you can identify individual leads and determine how likely they are to buy from your business.

  • Use an IPv6 Tracker

There are countless tools out there that help you gather data about leads so you can better target and nurture them. For example, you could collect info about prospects through a sign-up form like this one:

sign-up form to collect info about prospects

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The data would then be sent to your lead intelligence software or customer relationship management (CRM) tool for your marketing and sales teams to review. With this knowledge in hand, employees have a better idea of who might be interested in your company’s product or service.

But what if a visitor to your site doesn’t fill out a form? This doesn’t mean they aren’t a good lead for your business. It also doesn’t prevent you from figuring out who are they or how to contact them.

Lead intelligence software like LeadBoxer can track and do reverse lookups on IPv6 addresses. You can see who is visiting your site, what company they work for, and even what their contact info is, all based on their IP address.

track IPv6 addresses with Leadboxer

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Best of all, this capability works right out of the box, so you can start capturing lead data on autopilot.

  • Create Personalized Customer Experiences

Want to make a stellar first impression? Tailor your website so that it’s even more relevant to prospective customers. You can do this by optimizing pages with content that automatically adjusts based on a visitor’s IP address.

This doesn’t require a ton of leg work or crafting personalized pages from scratch. Consider this example from Quicksprout:

Quicksprout personalized pages

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A single element within the copy changes depending upon the visitor’s geographic location. In this case, it’s Corpus Christi. This small detail instantly catches the user’s eye and increases the likelihood that they’ll answer the call to action.

  • Assess “Hot” Prospects

Leadscoring is the process of assigning a prospect a number between one and 100. The number reflects how likely the lead is to buy from your company. The higher the number, the better the prospect. This saves your sales team time by showing them who they should focus their attention on.

Tracking leads via IP addresses can increase the accuracy of a lead score. When you track a particular address, it’s easy to know which pages a prospect has visited or how much time they’ve spent on your site, which is essential for calculating a lead score.

LeadBoxer’s leadscoring tool

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LeadBoxer’s leadscoring tool is completely customizable. You decide which factors are most relevant to your team and how much weight they carry.

  • Update Your Privacy Statement

If you intend to use IP addresses in your lead generation efforts, there are a few legal considerations to keep in mind. In order to be GDPR compliant, companies must include a privacy policy on their website that states:

  • What type of information the site collects
  • Why this data is collected
  • How it’s processed, like where it’s stored and for how long
  • What steps you take to keep the info secure

There should also be clear, easy-to-follow instructions for visitors who want their personal information removed or not collected in the first place.

If you use lead intelligence software like LeadBoxer, you’ll need to add a disclosure about the product. Click here for paragraphs that you can copy and paste into your privacy policy.

For a more in-depth look at how to be GDPR compliant, check out this guide.

  • Mask IP Addresses

If you don’t want to disclose the use of LeadBoxer in your privacy policy, you can always enable IP address masking within the software. This feature keeps IPv4 and IPv6 addresses anonymous in the sense that the software won’t record the addresses onto a disk and store them. However, LeadBoxer can continue to identify companies, geographic locations, and other generic data points and be GDPR compliant.

IP masking with LeadBoxer is easy. Simply go to the datasets overview, click the settings icon, then tick the box labeled Enable Ip Masking.

IP address masking with Leadboxer

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IP masking with LeadBoxer

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Final Thoughts: Start Leveraging IPv6 Now

Of all the technological advancements that affect marketing and sales teams, IPv6 is perhaps the most important one to understand and prepare for. Adoption is ongoing and IPv6 will likely never be surpassed in our lifetime. In other words, resistance is futile.

Fortunately, there are several advantages to using IP addresses in your business. Tracking IPv6 addresses can give you a detailed picture of who is visiting your site and how engaged they are as a prospect. There are also several lead intelligence tools, such as LeadBoxer, that are already equipped with IPv6 address-monitoring capabilities.

There are some downsides to IPv6, such as privacy infringement. LeadBoxer has an answer for that, too. The IP masking feature makes it easy to stay GDPR-compliant, all without sacrificing any of the benefits of address-tracking, like identifying companies or geographic location.

Want to see for yourself? Get in touch with LeadBoxer and start a free trial today.

Customer Engagement Strategies for Millennials

Customer Engagement Strategies for Millennials

Most organizations strive to engage with their customers at a high level. However, engagement with the right audience at the right time can be difficult to achieve. When assessing who to target in your lead generation efforts, it’s important to find the right demographic best suited for your offerings. While an organization may target a wide variety of people, Millennials are currently a common demographic to approach. In order to effectively develop and cultivate leads, it’s best to understand a few key customer engagement strategies for Millennials.

Keep reading or use the following links to “jump” ahead:

Customer Engagement Strategies for Millennials

When comparing millennials to other generations like Generation X, Generation Y, and Generation Z, there are many differences to consider.

Millennials operate very differently when making purchase decisions. For example, a Baby Boomer may call a retailer while a Millennial would rather surf the web before calling. Due to the constant changes in how this demographic operates, it’s vital to stay updated on the following customer engagement strategies to boost engagement and generate leads.

Complete a Marketplace Analysis

To effectively target Millennials, it’s important to understand how this audience behaves. The first step in learning more about this demographic involves completing a marketplace analysis.

  • What is Marketplace Analysis?

A marketplace analysis dives deeper into the behaviors and patterns of a target audience. Additionally, it involves an assessment of the industry, competitors, and other market variables. The process involves the following three elements:

  • Customer Analysis: Understanding more about the needs and wants of the customer in order to provide relevant offerings.
  • Competitors Analysis: Reviewing competitors to see how your organization can improve.
  • Partner Analysis: Understanding how partners or suppliers help to achieve goals.

As the visual below demonstrates, there are several factors used to complete an effective marketplace analysis. The process involves both internal and external elements.

effective marketplace analysis

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By completing a marketplace analysis, organizations can better understand the buyer landscape for Millennials. However, effectual customer engagement strategies for Millennials rely on the ability to appeal to this generation by understanding the typical buyer journey of this audience.

Understand the Modern B2B Buyer Journey

It turns out that more and more Millennials are making key B2B buying decisions. In fact, a 2018 survey showed that 13% of Millennials are decision-makers in B2B purchasing. The same survey showed that 28% of them help to influence purchasing decisions within their organizations.

As these numbers are relatively low, we expect those percentages to continue to grow. We learned in 2015 that Millennials are now considered the largest generation in the workforce, passing Boomers.

So, what’s the best forward-thinking approach to increase engagement with Millennials and create more leads? It involves understanding more about the modern B2B buyer journey.

The Millennial buyer journey looks different compared to other generations. According to HIPB2B, 86% of millennials prefer to not engage with sales until the middle of the buying process. Additionally, 67% of the buyer’s journey is now completed in a digital format.

Those statistics show that Millennials will review your website and content before making a purchase decision. Other generations may make a decision much sooner in the process.

  • Privacy

As Millennials enjoy browsing through a website until they decide to make a purchase decision, they don’t like to be pressured. If they open your emails or download something on your site, experts suggest not calling them right away.

While calling them may sound like the most practical decision for your lead generation efforts, it can make them feel pressured. Millennials prefer to stay behind a screen. It’s best to be patient and focus on a lead-nurturing approach.

cell phone habits graphic

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As the graphic demonstrates, Millennials are far more inclined to text rather than call. As you’re looking to increase customer engagement with this demographic, these findings are important to consider.

  • Sending Nurture Messages

Instead of pressing this generation into a phone call, sending lead nurturing messages is encouraged. Some common types of nurture messages include:

  • An introduction or greeting
  • Information about a product or service
  • Directions
  • Call-to-action
  • Availability hours

While GenXers and Boomers may prefer to speak with a sales agent about a product or service, Millennials prefer doing research on their own before making a call.

Know Where Millennials Go for Information

Another customer engagement strategy for millennials involves finding where they get their information. It’s vital to understand how they operate online and what information they use to make purchase decisions.

Millennials use some of the less traditional B2B sources to find their info. According to MarketingSherpa, 38% of Millennials rely on industry analysis when making decisions about what B2B products/services to purchase or recommend to others. 36% rely on in-person meetings with vendors, while 33% of Millennials gather information from a vendor’s website.

  • Building Trust

Why do you think Millennials rely on an industry analysis when making B2B purchase decisions? For the most part, it involves trust.

Industry-analysis content gives your brand third-party validation that creates trust in the eyes of the buyer. If a Millennial is able to see that you’re a reputable brand in the industry, they are more likely to become a high-quality lead.

Provide a Bargain

As every adult today has lived through some type of great recession or depression, we all understand the value of a dollar. In fact, the majority of generations are still experiencing the impact of the 2008 recession.

That could point to the fact that Millennials are constantly looking for a good deal. According to MediaPost, 48% of Millennials used online coupons in 2016. That was more than both Gen Xers and Baby Boomers.

While Millennials may not be using their own budget when buying something, these B2B buyers are still bargain shoppers.

To cultivate as many leads as possible, it’s encouraged to send out coupons to your entire audience. As everyone enjoys saving money, providing coupons can be a driving force for increasing conversion for your Millennial shoppers.

Properly Segment Content

Another smart tactic is to ensure your content is segmented effectively. Content segmentation involves positioning your website to effectively convert visitors into buyers. Due to how differently Millennials operate online, it’s important to know which content segmentation strategies work best for this demographic.

The process starts by first assessing what you see working for each age group. Through A/B testing and optimization, organizations can determine what types of content these audiences enjoy. Following that step, you’ll then want to target those generational demographics based on your findings.

As the graphic below indicates, four key areas must be understood to properly segment content. Given how different age groups are more responsive to specific types of content, understanding the proper segmentation process can allow you to make smarter, more relevant decisions with your messaging.

market segmentation graphic

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Develop Personalized Mobile Messaging

According to The Future of Customer Engagement and Experience, personalized mobile messaging is what drives conversions. These messages are more relevant when received via text, and these messages receive higher open rates compared to other mobile marketing tactics. Furthermore, mobile messaging boosts customer loyalty.

While mobile messaging is a driving force for millennials, it also provides these benefits for retailers:

  • SMS works on any device and any network
  • Requires no apps to download
  • Relatively inexpensive
  • Easy to implement
  • Safe and secure
  • A simple source of communication
  • Cost-effective

With the abundance of digital services available today, it’s easy for retailers to start mobile engagement strategies to boost lead generation. Areas such as shipping and account alerts are easy places to start. From there, an organization may choose to promote personalized marketing offers or even a loyalty program.

Another part of your personalized mobile engagement strategy could include two-way communications with customer service, personalized shopping assistance, and surveys and polls that operate in real-time.

  • Intelligent Notification Platforms

Organizations may choose to utilize intelligent notification platforms in their mobile messaging strategy. These are used to improve service quality for the customer. Without it, users may receive the wrong messages on the wrong devices.

These platforms help to ensure the following:

  • Messages reach the right user on the right device
  • Messages align with objectives
  • Interactions are private, safe, and secure
  • Messaging is reliable
  • Interactions build customer loyalty
  • Messaging increases engagement

Utilize Data Resources

Understanding more about Millennials involves understanding more about the data at your disposal. Luckily, there are many avenues to find valuable data insights regarding how the Millennial audience behaves online.

Today, it’s even possible to get near-real-time anonymized mobile data aggregated from millions of mobile users from across the world.

To provide the most relevant and timely messaging, you should leverage internal and external data sources and intelligent notification platforms. This can ensure your organization has the most relevant, valuable data to drive your lead cultivation efforts. It can also ensure the right content is delivered to the right audience at the right time.

Boosting customer engagement with Millennials involves utilizing high-quality lead management software. Contact LeadBoxer today to learn more about its sophisticated lead and customer data platform.

Social Selling Index Best Practices

Social Selling Index Best Practices

Does your business do social selling? And no, we’re not talking about social media marketing. Are your salespeople developing meaningful online relationships with prospects?

If you rely on cold-calling and sending spam emails then you’re at a disadvantage. Your customers want to interact with and buy from a person, not a company. Such kind of selling creates beneficial relationships between businesses and customers.

In this article, we explore social selling and how it has revolutionized the B2B market. We also explore the social selling index and what a positive score can mean for lead generation and meeting sales quotas. Read on or jump ahead to the sections listed below:

What is Social Selling?

Social selling is the use of social media to find, engage, and nurture leads. It is different from social media marketing which seeks to increase brand awareness. It sets your business up as a trustworthy industry leader.

Salespeople who do this kind of selling become the source of information and solutions to their prospects’ problems. They rise to the top of their prospects’ minds and are most likely to get the lead’s business.

social selling sales model

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How to Start a Selling Business Through Social Selling

The first step in setting up successful social selling is creating social media profiles. A professional LinkedIn profile, Twitter account, and Facebook business page are all essential foundations. Ideally, each salesperson will have a social media account tied to your business.

The next step includes finding and socially listening to your prospects. Once you find qualified prospects, identify their unique problems to make it easier for you to offer customized solutions. Below are some ways you can use Facebook and Twitter to identify and begin having interactions with prospects:

  • Facebook

With a Facebook Business Page, social selling salespeople can flaunt their expertise and professionalism while showing some of their personality. After creating your business page, connect with current followers, and reach out to other businesses for social selling success.

You can engage followers by publishing open-ended questions and responding to customer posts and comments. Rapport also happens when you like and share customer posts. Publishing an ebook, report, infographic, or white paper on Facebook, based on customer feedback, also promotes engagement.

You can set yourself apart from other salespeople by sharing, liking, and commenting on the posts of other businesses. When you engage with other companies on Facebook, they will likely return the favor through reciprocal engagement. When businesses engage with your brand, your name will be shown to their followers. This expands your prospect pool. You can also check how to make a brand persona.

LeadBoxer Facebook Page Example

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  • Twitter

Twitter Lists are a great way to find and organize sales prospects. These lists help you keep track of which leads get what content. Sharing targeted information with prospects will move them along the sales funnel quicker.

Here are some examples of lists salespeople should create and update regularly:

  • Existing customers
  • Leads
  • Competitors
  • Twitter lists

Social Selling Best Practices

Social selling relationships that are cultivated correctly will be more successful. Due to your sales team’s diligent and consistent efforts, your business will be positioned as the best solution in the minds of current and potential customers. As a perceived industry leader, these best practices will increase your sales conversion rates:

  • Be Human

Robots are impersonal and don’t engage prospects. While there are automated liking and commenting tools to save you time, they don’t build rapport with leads. Automation robots can actually damage your brand’s reputation and customer relationships.

Show up instead! Prospects will more likely trust, interact with, and make purchasing decisions when feeling they have made an authentic connection with a real person. Do this through friendly professionalism.

You can share your personable approach to sales through your professional social media profiles. Optimizing your profiles through titles, job functions, and industry keywords can enhance your visibility to prospects. Posting helpful articles, partnering with other industry leaders, and participating in industry online groups illustrate your friendliness and value.

LeadBoxer LinkedIn Profile Example

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  • Do Social Listening

A glance at your prospects’ social media profiles alerts you to what they like, need, and want. With this information, you’ll be poised to deliver targeted, relevant content to them. When you offer a solution to their specific problem, a relationship forms.

Social listening also provides salespeople valuable information concerning mutual contacts. And what people are saying about the company. Request a brief introduction from established customers to these shared connections so you can network. Observe problem areas people are commenting on about your company or industry and respond with solutions.

  • Provide Valuable, Helpful Content

The goal of social selling is to build relationships with leads. This isn’t done through sales pitches and presentations. Instead of praising your product or service, produce valuable, helpful content.

Prospects are more willing to interact and do business with a salesperson who is seen as an industry expert. Write informative posts and add knowledgeable insight to others’ posts via comments. Sharing posts from other industry leaders illustrate to your sales leads that you have a genuine interest in enabling them to resolve their own issues.

Relationships take time. So, salespeople engaged in social selling should not seek to make a sale from their first interaction. Your product or service should only be referenced if it adds value to your conversation with a lead. You can check our article on the best TED talks for sales.

  • Build Lasting Relationships

Building relationships with prospects to nurture them into customers is a common goal. However, the relationship after conversion needs to continue to produce repeat customers. Customer retention is more cost-effective and profitable than constantly acquiring new ones.

Lasting relationships involve give and take. Salespeople should do more than provide valuable content and contributions. They also need to acknowledge and appreciate the contributions and comments of the prospects they’re cultivating a relationship with.

Social Selling on LinkedIn and the Social Selling Index

LinkedIn is a social networking site built around forming professional connections. It is where professionals can showcase their expertise. Sales reps in the social selling business have a LinkedIn profile and are actively engaged in LinkedIn groups.

LinkedIn helps establish brand credibility and connects salespeople to valuable leads. For those in B2B sales, LinkedIn is the place where one can connect with those making purchasing decisions. Here are some ways you can maximize your social selling on LinkedIn:

how to maximize social selling on linkedin

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  • Boost Your Authority

When creating your profile, be sure to emphasize relevant experience, accomplishments, awards, and memberships. Highlighting how you’ve helped past customers makes your profile customer-focused. Additionally, ask your contacts for recommendations and to endorse your skills.

With an optimized profile, you’ll be visible to prospects and be viewed as an authority and a valuable resource. Most importantly a resource that is offering the solutions leads are looking for. You’ll secure prospects, building relationships with them, and converting them into customers.

  • Expand Your Network

LinkedIn is an example of online business networking and a good place for account expansion. The more connections you make, the greater your network becomes. The larger your network, the more opportunities you’ll have to meet promising leads. Or people who’ll introduce you to prospects.

Here is a great example of a Guardian Life financial advisor whose leads took off with LinkedIn. With one client, he obtained 35 referrals. Since then, his social selling business has more than doubled.

  • Participate in LinkedIn Groups

LinkedIn has many professional networking groups that offer opportunities to meet other professionals and prospects. Here, one can share and post relevant, informative content and comment on other’s posts. When you’re active in a group, it conveys that you’re knowledgeable in your industry.

  • Social Selling Index

Salespeople with a high social selling index do better at attracting and converting prospects. LinkedIn is a great place to boost one’s index score. LinkedIn social selling index correlates to more leads and met sales quotas.

This index is a score that takes into account the following variables:

  • The quality of relationships
  • The salesperson’s personal brand
  • The amount of relevant content and engagement they produce
  • How well ideal prospects are targeted and nurtured

reps sell more with social selling

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Tips on Using Social Selling to Optimize Sales

Businesses that employ multiple salespeople to make big-ticket deals, such as in the B2B industry, benefit from social selling. Prospects and customers are more likely to engage when interacting with a human rather than a heavily automated business. Successful social selling salespeople are able to effectively blend their professional and personal lives.

The use of social media and digital marketing channels offers a great way to do that. Salespeople can be professional by stating their employer, skills, connections, certifications, memberships, and so on. They can also show prospects a glimpse of their personal side including their hobbies, interests, and personal goals.

Gone are the days of cold-calling and email spamming. Engaging with leads via social media channels has proven far more successful in building relationships between businesses and customers. Here are some suggestions on how social selling can be used for sales:

  • Require each salesperson to create a personal business profile on social media
  • Educate your salespeople on the basics of social media marketing best practices
  • Establish regular collaboration between sales and marketing
  • Align sales and marketing lead funnels

Salespeople and sales lead generating platforms like LeadBoxer use social selling to build relationships with prospects to get more leads and make more conversions. Social selling salespeople will greatly benefit from LeadBoxer’s seamless lead scoring and data gathering. Begin your social selling success today with a LeadBoxer free trial.

The Ultimate Guide to Creating A Top Lead Strategy in 2021

The Ultimate Guide to Creating A Top Lead Strategy in 2021

The most effective lead strategy methods are constantly changing, and for your company to succeed, you must evolve with them. If you aren’t reassessing your business plan and lead strategy tactics at least once a year, you’re missing out on opportunities to find new prospects.

We’ve compiled a list detailing the top lead strategy approaches for 2021, coupled with impressive statistics that will make you want to get started using them today.

Read on or jump ahead to a section:

Email Marketing Strategy

Because consumers check their email  20 times per day on average, the logical place to start thinking about lead strategy is email marketing. This type of marketing is a great way to update customers about new features or products you have available, and more importantly, nurture potential new customers into purchasing your product for the first time.

The first step in developing an email marketing strategy is to implement a tracking pixel into your email campaigns. The tracking pixel will provide better statistics to measure email engagement and give real-time data. Use software that will integrate with website data for the most accurate view of users’ behaviors.

email marketing strategy

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  • Lead Nurturing Campaigns

With only 25% of leads ending up being legitimate and converting into actual sales, a lead nurturing campaign based on software with cutting edge data analytic tools or sales AI tools is imperative for trimming the other 75% of leads that have no realistic chance of ending in positive sales outcomes. You can create lead nurturing campaigns with marketing automation workflows you set up, and then relevant information is automatically sent to the prospect based on what they viewed on your website.

leadboxer API and integration

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  • Newsletter

If you don’t already send out a newsletter, you need to start. Newsletters are a great way to inform your current customers of your complete service or product offerings in order to cross-sell them on other services they need.

  • Email Marketing Help

Check out LeadBoxer’s complete email tracking guide for B2B sales teams to learn more about the benefits of a good email marketing campaign, or review the best email tracking apps that work with Gmail and Outlook to seamlessly track your email campaigns.

Conferences And Events

In the US, 75% of marketers generate their leads through event marketing. At events, you get to meet with people who are more likely to be interested in the services or products you provide since events all have a common theme or industry they serve. Also, conferences are a great place to show people your company’s brand and let them know what you stand for. Although in this new reality we all should think more about the future of sales.

Meet New People Through Networking

Networking—it’s been around longer than the internet, and it’s still important to include in your lead strategy. Networking is one of the best ways to build a great foundation to get to know other people who may potentially be interested in your services.

When you start going to trade shows, you can expect to see 5% to 20% of your new customer base being acquired at these events. When networking, you need to remember you’re not meeting these people with the intent of selling to them.

You’re simply making new business connections. Even if you’re able to help them, or you can sell them something they need, it shouldn’t be your top priority when attending networking events.

Cold Calling The Right Prospects

You might hear people say cold calling is dead, but the fact of the matter is, in 2020 cold calling was still relevant. When you combine this tactic with the right tools, it can be extremely effective.

Use a lead intelligence tool that can identify website visitors and provide you with their information. This way, you’re only calling people who are interested in your services.

lead strategy with leadboxer

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Video Campaigns

90% of people say a video helps them in making their buying decisions, and 64% say seeing a video makes them more likely to purchase: Creating video content is a must.

  • Webinars

You can start creating video content by hosting live and recorded webinars. Create a content calendar where you can schedule out topics as well as dates and times when the webinar will go live. Then, send people emails asking them to sign up for the webinar, and promote it on your social media channels.

  • Facebook/Instagram/LinkedIn Live

Another way to get started with video content is by going live on social media platforms. You can do this from your smartphone, and you’ll notice you reach a larger audience compared to the response you receive from a standard image or video posts.

going live on social media platforms

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Social Media Advertising

3.5 billion people are on some social media platform, making it an expansive marketplace to start reaching new people who fit your target demographic(s).

  • Facebook

Facebook is great if you’re looking for a less formal way to reach your potential customers. 32% of Facebook users regularly engage with different brands on the platform, so you can expect people to engage with your page.

Post interesting content and images that will grab people’s attention and you can quickly build a large audience, even without advertising on Facebook. You can also read about the Facebook F8 preview. If you do decide you want to use Facebook advertising, you can do so without spending a lot of money. The average cost per click on a Facebook ad is $1.72.

  • LinkedIn

LinkedIn is one of the best places for B2B companies to generate leads and is a must-have in your lead strategy. 89% of B2B marketers admit to using the platform for their lead generation. LinkedIn is also a powerful platform for international businesses, with 70% of its users located outside the US.

One of the best tools LinkedIn offers to aid in your lead strategy is their lead generation forms. These are specific ads that run on LinkedIn and are geared towards getting people to fill out their information so you can contact them about their product or service.

These lead generation forms work so well because people are actively engaging with you by volunteering their information, with the understanding that you’re going to reach out to them. That individual is no longer a cold lead; that person has now been converted to a warm lead ready to receive your pitch.

linkedin lead generation forms

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  • Instagram

For companies that have an actual product and not a service, Instagram is a great place to showcase it. The platform only allows posts with images or videos, making it the perfect venue for grabbing attention with eye-catching photos. 90% of Instagram users follow one or more businesses, so posting on this platform can yield great results.

Public Relations Strategy

Most companies only look at public relations (PR) strategies after something bad has happened. But that’s like looking at buying car insurance after you have had an accident. With the majority of people having a cell phone and the ability to share videos online, your company could find itself facing a PR disaster overnight.

Consider hiring a PR manager if you don’t already have one. And work with them to start doing community outreach and implement positive campaigns before a crisis occurs. Be sure to fully inform employees about your company’s values and its guiding mission to prevent anyone from doing something that could be detrimental to your business. PR may not give you immediate leads, but its ability to aid you in cultivating your company brand is well worth the investment of time and resources.

Create A Content Marketing Plan

Blogging generates 3 times as many potential customers compared to outbound marketing, and it also costs 62% less than traditional marketing campaigns, making it a powerful lead strategy. However, it’s not enough to just create content and post it to your site; you need to have a plan that includes the following tactics:

  • Search Engine Optimization Plan

It would be nonproductive to create content, only to find you’re not showing up in search results. Or that people simply aren’t interested in the content you’re providing. This is why you need to create a search engine optimization (SEO) plan. This way you can understand the types of information your customers are searching for and develop your content accordingly.

  • A Link Building Strategy

A backlink is an incoming link from one website to yours and is an important factor Google weighs when deciding where your website should rank. To gain more backlinks, you need to look for opportunities to guest post on blogs within your industry. For example, if you’re a web app designer, check out these 11 blogging platforms that specialize in web development and volunteer to write guest posts.

Keep Your Website Updated

A good content marketing plan can easily go wrong if you have a bad or outdated website. Google recommends websites aim for a loading time that’s less than 2 seconds. If you create a great article or guide that you know your target customer would love to read, but it takes too long for the page to load, odds are most people will not have the patience to wait and see it.

Therefore, keeping your website updated is an essential component of your lead generation plan and be sure to know all you need about inbound vs outbound marketing.

Start Generating Leads Today

Now that you know the top lead strategies for 2021, it’s time to get started. Check out this informative post on B2B lead generation strategies for additional information.

If you’re ready to get serious about your lead strategy, schedule a free demo with LeadBoxer today.

Lead Capture Pages 101: Importance, Strategies, and Software

Lead Capture Pages 101: Importance, Strategies, and Software

If you spend more of your time scouring the internet for leads than actually closing deals, consider adding lead capture pages to your marketing strategy. With lead capture pages, you can automatically populate your CRM with fresh, highly qualified prospects, letting you spend more time connecting with people and less time combing through lead databases.

Best of all, lead capture pages can be implemented quickly. With the right software and strategies, you can get a lead capture page up, running, and working for your business in no time. Before you know it, you’ll find new leads for your business without lifting a finger.

What is a Lead Capture Page?

A lead capture page is an essential component of an inbound marketing strategy. Visitors usually land on the page after searching for business solutions or learning about your company through social media, blog posts, or search engines.

nutshell inbound marketing strategy

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A lead capture page attracts potential customers by offering a free resource, such as a white paper, report, or trial of a product. In exchange, the prospect fills out a short form with their contact information. This supplies your sales team with a continual source of leads. Read more about SaaS free trial.

The info collected from a lead capture page is then uploaded to your CRM, becoming the foundation of any contact record in your sales pipeline. Once you’ve identified a lead, lead intelligence software can uncover additional details about a prospect, analyze how engaged they are, and offer insights into how to best communicate with that person.

How Lead Capture Pages Help Sales Teams

Between calling clients and closing deals, your salespeople are busy enough. Lead capture pages give them the freedom to focus on these high-touch tasks and understand their prospects better.

Find qualified leads on autopilot

An efficient lead capture page reduces the time your salespeople would otherwise spend trawling LinkedIn or contact databases for leads. It also automatically begins the qualification process, as leads who express interest in your offerings are likely to be more receptive than cold leads to communications from your sales team.

Gain insight into prospects

Manual lead generation can’t compare to the level of contact enrichment that lead capture pages help provide. Many programs that build and run lead capture pages can take the data submitted and use it as a launchpad to uncover tons of other details about leads. This gives your sales reps a greater understanding of who they’re selling to.

Score and prioritize leads

If members of your sales team often wonder which leads they should prioritize over others, a lead capture page can help. When used in tandem with lead scoring software, you can analyze the online behavior of leads captured from a web form and more accurately predict which ones are likely to buy. That way, sales reps know exactly who to focus their energy on and who they can pass on.

15 Lead Capture Page Software Options

Many tools and sales artificial intelligence tools too with lead capture page functions come packed with additional features that help you get more from your leads. These software options usually fall under one of three categories:

  • Lead capture page software with lead intelligence and nurturing
  • CRMs with lead capture page builders
  • Landing page builders

Lead Capture Page Software with Lead Intelligence and Nurturing

1. LeadBoxer

lead capture pages software

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Out of the box, LeadBoxer can start identifying leads from forms, as well as IP addresses, email, and other touchpoints.

Pros:

  • Tracks leads’ online activity, including what web pages they visit on your website, how long they spend there, and what emails they click through
  • Creates a lead score to help your sales team prioritize prospects
  • Can identify website visitors who don’t complete a form

Cons:

  • Doesn’t include a CRM

Cost: LeadBoxer starts at $195 per month.

2. Leady

marketing strategies from leady

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Leady identifies and scores new leads based on their level of engagement. It includes features that help flesh out contact records, giving sales reps greater insight into who they’re selling to.

Pros:

  • Creates detailed profiles about people visiting your site so you can better segment leads for your sales team
  • Reveals where leads came from so you can zero in on the marketing strategies that work best
  • Tracks a lead’s activity with your website and email marketing, as well as all communications with your sales team

Cons:

  • Only downloads data once per day, so you can’t start nurturing new leads immediately
  • Basic plan only identifies 300 unique site visitors per month

Cost: Leady starts at $39 per month.

3. Autopilot

marketing automation software autopilot

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Autopilot is marketing automation software that can help you build lead capture pages, then nurture new leads on, well, autopilot.

Pros:

  • The interface allows you to visualize exactly how the customer journey will unfold
  • Can automate repetitive tasks like educating new subscribers, assigning leads to members of your sales team, and following up on new leads
  • Easy to build multiple drip campaigns tailored to lead segments

Cons:

  • Doesn’t come equipped with a CRM, so you’ll need to integrate it with a separate program
  • Integrates with a limited number of tools

Cost: Autopilot starts at $49 per month.

4. Act-On

web form builder act-on

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Act-On integrates with your CRM to help you attract, convert, nurture, and score leads with ease. Its web form builder tracks conversion rates and the source of form visits so you know which of your marketing efforts are working best.

Pros:

  • Automatically starts sending drip campaigns to leads
  • Comes with features that help score leads based on their website activity, so sales reps know their level of engagement
  • Easier to use than direct competitors like Marketo

Cons:

  • Incredibly feature-rich and on the pricier side, so it’s not feasible for many small and medium-sized businesses

Cost: Act-On starts at $900 per month.

5. Karta

marketing and sales solution from karta

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Karta was designed as the most complete marketing and sales solution on the market. It touches almost every aspect of the customer journey, from letting you build lead capture pages to scoring and prioritizing leads for your sales team.

Pros:

  • Includes lead tagging and scoring features
  • Doesn’t require integrations to manage all aspects of your business
  • Can create segmented campaigns that respond to specific behaviors, so you can start nurturing new leads automatically

Cons:

  • With so many features, Karta can sometimes feel clunky or unwieldy
  • Karta is newer to the market, so some kinks are still being ironed out

Cost: Karta starts at $99 per month.

CRMs with Lead Capture Page Builders

6. HubSpot

hubspot marketing platform

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HubSpot offers an all-in-one CRM and marketing platform that can build lead capture pages, organize leads, and prioritize them based on engagement.

Pros:

  • Comes with tools to build lead capture pages or embeddable forms with 1,000 form fields and a dozen different form types
  • Automatically uploads leads into the CRM and begins nurturing them with email campaigns
  • Gauges lead engagement, then prioritizes them in the CRM so salespeople know who to focus on

Cons:

  • While HubSpot CRM is free, you’ll likely need to invest in the sales and marketing bundle to get all the lead capture features you want

Cost: HubSpot Marketing Hub and Sales Hub start at $50 per month, while a bundle starts at $112.50 per month.

7. Pipedrive

marketing automations from pipedrive

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Pipedrive is a popular CRM known for working well right out of the box. With its web form builder, you can start capturing leads within minutes.

Pros:

  • New contacts in your CRM are automatically created from form submissions
  • Tracks all calls, emails, and contact activity for each lead
  • Pipedrive is so easy to use, you can train new users on it in just one day

Cons:

  • Doesn’t come equipped with predictive lead scoring, so you’ll need to integrate an additional tool if you want this feature
  • Limited marketing automation features compared to a CRM like HubSpot

Cost: Pipedrive starts at $12.50 per user per month.

8. Zoho CRM

lead generation from zoho

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Zoho CRM, one of the top-rated CRMs available, comes packed with features like web forms for lead generation. The tool can meet your customers at every stage of their lifecycle, from marketing to customer support.

Pros:

  • Drag and drop web form builder makes it easy to launch lead capture pages in minutes
  • Multiple levels of billing is great for businesses that plan to scale up
  • The interface is so user-friendly, many customers claim not to need training before getting started

Cons:

  • Customers report that importing and exporting leads sometimes leads to corrupted files
  • Emails generated by Zoho CRM can sometimes get sent to leads’ spam or blocked entirely

Cost: Zoho CRM starts at $12 per user per month.

9. Agile CRM

lead capture form tool agile

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Like Zoho CRM, Agile CRM lets you manage marketing, sales, and customer service all in one platform, but with a slightly cheaper price tag.

Pros:

  • Lead capture forms automatically sync data with the CRM, which can then segment leads based on behavior and characteristics
  • Can help you find unknown email addresses for leads using only a lead’s name and their company’s website address
  • Allows you to purchase additional features without upgrading to the next subscription level

Cons:

  • Users find some of the marketing automation features buggy
  • Customer support can be inconsistent

Cost: Agile CRM starts at $8.99 per user per month.

10. Keap

marketing and sales processes from keap

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Keap is the solution for teams who want all of the marketing and sales processes within the same platform. From the moment you capture leads to the time they make a payment, Keap does it all.

Pros:

  • Automatically segments leads based on form answers, then nurtures them with emails and content based on certain behaviors and triggers
  • A great e-commerce business solution
  • Full range of marketing automation capabilities is notably strong

Cons:

  • Doesn’t work well at blocking spam form submissions
  • New users need significant training before they can expect to use the program efficiently

Cost: Keap starts at $79 per month.

Landing Page Builders

11. Instapage

landing page builder from instapage

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Instapage started as a dynamic landing page builder but has since transformed into an advertising conversion cloud. With Instapage, you have all the tools you need to optimize your advertising funnel and turn more leads into customers.

Pros:

  • Create an entire advertising funnel to attract visitors to your web forms, then convert them into leads
  • Automates the process of creating multiple landing pages that match the messaging of your social media or search engine ads
  • Drag and drop landing page builder creates stunning lead capture pages with no coding required

Cons:

  • Doesn’t integrate with email marketing platforms like ConvertKit, so you’ll need to find a workaround if you want to start automatically nurturing new leads from form submissions

Cost: Instapage starts at $149 per month.

12. Unbounce

lead capturing opportunities from unbounce

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Unbounce offers many of the same features as Instapage but at almost half the price. Small businesses that want to build unique lead capture pages to match all their ads will love Unbounce’s functionality and affordability.

Pros:

  • Drag and drop builder lets you collaborate with team members and make edits in real-time
  • Lets you create pop-ups and sticky bars for even more lead capturing opportunities
  • Uses A/B testing to automatically optimize pages for the best conversions

Cons:

  • The builder isn’t as intuitive as some of its competitors, so new users should expect a slight learning curve
  • Certain landing page features require additional coding

Cost: Unbounce starts at $79 per month.

13. Leadpages

lead generation tool leadpage

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Leadpages is a landing page builder and lead generation tool geared toward small business. It’s extremely easy to use and has almost no learning curve.

Pros:

  • Comes packed with templates so you can start capturing leads even faster
  • Has a feature that tells you exactly what you need to tweak on your landing page in order to increase your conversions
  • If you only want to build a few basic lead capture pages, Leadpages is the most affordable option

Cons:

  • Doesn’t integrate smoothly with software like Stripe, so if you want to add fields like coupon codes to your pages, you’ll have to find a workaround
  • The price of the fully functional version can be prohibitive for small businesses

Cost: Leadpages starts at $25 per month.

14. Landingi

landingi landing page creator

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Landingi is an affordable alternative to some of the bigger landing page builders in the industry but is just as easy to use.

Pros:

  • Customer service is receptive to user feedback and often implements suggestions into future upgrades
  • Includes a feature that tells you where site visitors came from, so you know which marketing efforts are leading to the most conversions.

Cons:

  • Not good for making several similar landing pages with tweaks only to certain blocks or modules
  • Less feature-rich than some of its competitors

Cost: Landingi starts at $29 per month.

15. Mailchimp

mailchimp all-in-one marketing platform

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Mailchimp has long since upgraded from an email marketing tool to an all-in-one marketing platform, offering features like a landing page builder, conversion rate tracking, and even free domains.

Pros:

  • Easy to integrate with almost any tool
  • Start building and hosting landing pages for freet
  • Its paid version is the most affordable of its competitors, making it ideal for small or new businesses

Cons:

  • A landing page builder isn’t nearly as dynamic as others on this list
  • Limited segmentation ability
  • No plugin with Spotify

Cost: Mailchimp’s paid plans start at $9.99 per month.

Tips for Creating an Optimized Lead Capture Page

Not all lead capture pages are created equal. To maximize your conversions, there are certain best practices you should keep in mind when designing a form.

Limit the fields in the lead form

Having too many fields, especially ones that feel irrelevant or invasive, can lead many visitors to navigate away before they finish completing the form. The quicker a visitor can enter their info, the more likely they are to convert.

For example, visitors who want to sign up for a free trial of LeadBoxer only have to enter their email address to get started.

lead form from leadboxer

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Even if they need to enter additional info before they can start using the program if feels less forced than a form that demands several lines of data upfront.

Compare that to this form, which requires visitors to fill out seven fields before they can access a report.

how to loose valuable conversions

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Chances are, this company is losing out on valuable conversions because visitors aren’t ready to divulge that level of information.

Match the fields in the lead form to the offer

It doesn’t matter if it’s helpful for you to know a lead’s company or job title. If that info doesn’t relate to the gated resource you’re offering, it might reduce your conversion rate.

Check out this registration for a free webinar from Kinsta, a managed WordPress hosting provider, which only requires that attendees submit their name and email.

registration form from kinsta

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This is presumably so attendees can receive the link and a calendar reminder for the webinar. If Kinsta were to ask for less relevant information, such as company name or job title, visitors might be put off and leave the page before completing their registration.

Choose the right positioning for the lead form

There are three places you can position the lead capture form: above the fold, at the bottom of a page, or in a pop-up. Each has different benefits.

If the form is above the fold, that means you can see the form at the top of the page without having to scroll. This type of form is quick to grab a visitor’s attention and works best when used as a post-click landing page for a search engine or social media ad.

right positioning for the lead form

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Sometimes the form is positioned next to an image of the product. This serves as a visual reminder of what the visitor will receive in exchange for their info.

Another option is to position the form at the bottom of the page.

lead capture form from hubspot

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Visitors who read through all the info about your product or resource before submitting their info demonstrate a high level of engagement, which helps your sales team prioritize them.

Finally, you can put your lead capture form in a pop-up, as Instapage does for visitors who want to download a free guide.

pop-up capture form from instapage

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This method keeps visitors focused on the form, so they’re less likely to be distracted by other links or elements on the page before submitting their info.

Include your privacy policy

The info collected through lead capture pages is sensitive enough to qualify as personal data under the General Data Protection Regulation (GDPR). The GDPR, which regulates the personal data of all European Union residents, requires that you disclose how and why the data is collected, as well as how you handle the data and dispose of it.

In addition to including this disclosure in your existing privacy policy, you should also link to your privacy policy on the lead capture page. HubSpot, like many B2B companies, positions this link at the bottom of the form so that visitors are sure to see it before they submit their info.

privacy policy on display ob hubspot

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Aside from being a legal necessity, having your privacy policy on display shows your brand’s professionalism and commitment to the customer’s best interests.

Generate Leads on Autopilot for Your Sales Team

Your B2B marketing strategy is incomplete without a lead capture page. A lead capture page is the simplest way to find and qualify prospects for your sales team, who can then redirect their energy on nurturing leads and closing deals. In the long run, this relatively inexpensive strategy can end up generating significant revenue for your company.

However, even if you follow all the tips and best practices for creating an optimized lead capture page, the page only works as well as the software you pair it with. With the right software, you’ll never have another high-quality lead slip through the cracks because of pipeline mismanagement. Your best bet is to use a lead intelligence tool that can take the info you collect from lead capture pages and turn into actionable data that helps you prioritize leads and convert them into customers with ease.

The 12 Best Lead Nurturing Software Options for Your Business

The 12 Best Lead Nurturing Software Options for Your Business

Engaging with a sales rep may be the core of a B2B or high-ticket item buyer’s journey, but lead nurturing is what moves the process along. Without a personalized marketing experience filled with carefully timed emails and retargeted ads to keep you top of mind, many of your leads could stall out or fall through the cracks.

Lead nurturing software automates much of this process, letting your sales reps stay focused on high-touch connections. With lead nurturing software, you can deliver tailor-made emails, texts, and other content in response to any number of lead behaviors, all at scale.

Whether you’re a small business with a limited budget or enterprise-level operation, there’s a lead nurturing solution and demand generation marketing strategy that’s the right fit for you. We’ve compared the pros, cons, and costs of the 12 best lead nurturing software options to help get you started:

What is Lead Nurturing Software?

Lead nurturing software cultivates a relationship with your lead even when your sales reps are off the clock. It usually works closely with customer relationship management (CRM) tool to deliver personalized content to prospects after they exhibit certain behaviors, like downloading an ebook or clicking on a link in an email.

Features you’ll likely find in lead nurturing software include:

  • Email Automation – Automatically send emails to leads depending on where they are in the sales process, then move them in the pipeline based on how they respond to the email.
  • Lead Scoring – Assign leads a number value describing how engaged they are with the process so sales reps know who to focus their attention on.
  • Campaign Management – Create campaigns across different platforms to engage with leads wherever they are.
  • Personalization – Switch up the messaging, tone, or details of content based on a lead’s characteristics and preferences.
  • Lead Segmentation – Group leads according to their characteristics or behavior in order to deliver them the right content.

The 12 Best Lead Nurturing Software Options

Whether you want just one feature or all of them, chances are there’s a lead nurturing solution to suit your needs.

1. LeadBoxer

lead nurturing software option

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LeadBoxer primarily nurtures leads through its lead scoring technology. The software assigns each prospect a number expressing how likely they are to buy based upon their previous behavior and interaction with your brand. With this level of intel, sales reps know exactly who to direct their attention to so they can better engage with top prospects.

Pros:

  • Includes lead segmentation for easy grouping and filtering
  • Website and email tracking gives you insight into who to retarget and what content to serve them with
  • Can identify and track anonymous leads

Cons:

  • Doesn’t include email automation or drip campaigns
  • Doesn’t include campaign management

Cost: LeadBoxer starts at $195 per month and includes everything you need to track and score leads.

2. Nutshell

email campaigns

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Nutshell is first and foremost a CRM that manages your sales pipeline. However, it comes packed with tons of lead nurturing features like personalized email campaigns and automated messages for each stage of the sales process, making Nutshell a good fit for small businesses that need an all-in-one tool.

Pros:

  • Combines pipeline management with basic lead nurturing
  • Lean and intuitive interface
  • Includes reporting function that analyzes how well your lead nurturing activities are working

Cons:

  • Not as many automated marketing features as HubSpot or SharpSpring
  • Starter plans don’t include all email automation features

Cost: Nutshell’s plans start at $19 per user per month.

3. HubSpot

marketing automation feature

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When working together, HubSpot’s Marketing and Sales Hubs are a lead nurturing powerhouse. The marketing automation features allow you to create emails, content, offers, and outreach that are personalized for specific lead behavior. On the sales side of things, reps can schedule a series of tailor-made emails that land in a prospect’s inbox at exactly the right time.

Pros:

  • Includes tools to help create blog content, landing pages, and emails so every step of a lead’s journey is optimized
  • Know exactly how much you’re spending on each lead with ad ROI tracking
  • Tracks lead email activity to show you who is engaged and who isn’t

Cons:

  • If you want the full range of features, prepare to splurge on a bundle
  • Doesn’t identify anonymous website visitors with the same depth as LeadBoxer

Cost: HubSpot Marketing Hub and Sales Hub start at $50 per month, while a bundle starts at $112.50 per month.

4. SharpSpring

visual marketing automation builder

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If you’re looking for a tool that can do it all and then some, SharpSpring might be right up your alley. In addition to its many features, SharpSpring nurtures leads by sending carefully timed emails at every step of the sales process to keep your brand on a lead’s radar. However, it’s features like the visual marketing automation builder and VisitorID that really set SharpSpring apart.

Pros:

  • A CRM combined with marketing automation
  • Personalized emails that send in response to lead behavior
  • Create marketing automation workflows with a visual builder

Cons:

  • Might be too bulky for smaller businesses
  • The introductory cost is nearly five times more expensive than HubSpot’s comparable product

Cost: The smallest plan for small businesses starts at $550 per month.

5. Keap

successful marketing processes

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Keap starts working for you from the moment a lead fills out an info form. The program instantly segments leads into different groups and sends them carefully timed messages based on triggers like downloading an ebook or viewing a demo. All these features fit snuggly inside Keap’s CRM, so you can keep all your sales and marketing processes in one place.

Pros:

  • Combines lead capturing, nurturing, pipeline management, invoicing, and payment all in one platform
  • Plenty of features while still easy to use
  • Stellar support team

Cons:

  • Some Keap customers complain of emails going to spam
  • Has a tendency not to save work if the program freezes or logs out unexpectedly

Cost:     Keap starts at $79 per month.

6. Autopilot

personalized email journeys

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If you struggle to visualize exactly how a customer journey should unfold, Autopilot is the answer. Users rave about how easy it is to build multiple drip campaigns with a series of triggers for different lead segments. The program doesn’t come equipped with its own CRM, but offers several integrations so you can connect it with the tool of your choice.

Pros:

  • The visual builder makes creating personalized email journeys a breeze
  • Comes packed with templates to make your messaging shine
  • Easy to use and great customer service

Cons:

  • Integration with Salesforce and other CRMs can be clunky and not work as expected
  • Can be slow to load in your browser

Cost: Autopilot’s basic plan starts at $49 per month.

7. Act-On

marketing and sales tools

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Act-On is a lead nurturing solution that caters to larger enterprises. It integrates with almost any CRM on the market to help companies automate their email marketing, track website visitors and their activity, then score and prioritize leads so sales reps know who to prioritize. Best of all, it offers an easier to use interface than Marketo but with just as many features.

Pros:

  • Comes equipped with automated campaign templates that are easily customizable to suit your buyer journeys
  • Includes lead scoring and list segmentation options to help you target leads at various levels of engagement
  • Can create different lead scoring rules for different audience segments

Cons:

  • Lacks lead attribution functionality, so you can’t be sure how people arrived at your business
  • Act-On is so feature-rich that the learning curve may be too steep unless your team has someone committed to using the program full-time
  • Cost is likely prohibitive for many small and medium-sized businesses

Cost: Act-On starts at $900 per month.

8. Karta

lead behavior

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Karta is perhaps the closest you can get to an all-in-one marketing and sales solution. From building landing pages to lead tagging and scoring, the software includes so many features that it practically negates the need to integrate it with any other tools. With Karta you can also create automated emails based on certain lead behaviors, so lead nurturing happens even while you sleep.

Pros:

  • Create behavior-based automated emails for your leads
  • No more fumbling with integrations and potential points of failure to get all your business tasks completed
  • If you want to start a business from scratch, Karta has all the features and tools you need

Cons:

  • It takes a long time to learn how to use the program effectively
  • Documentation and video tutorials are still in their infancy

Cost: Karta starts at $99 per month.

9. Marketo Engage

successful email campaigns

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If you want to reach leads wherever they are – literally wherever – Marketo has you covered. Marketo manages ad experiences as well as email campaigns so that leads are targeted with the right content at the right time across any possible platform. Marketo can even deliver experiences through mobile push messages or after lead behavior on social media platforms.

Pros:

  • Create and schedule email campaigns based on lead behavior like web visits, social shares, or checking in for an in-person event
  • Assigns a lead score based on unlimited dimensions and characteristics so sales reps know who to contact and when
  • Engage leads through personalized ads and even mobile push messages

Cons:

  • Cost of entry can be prohibitively expensive for some
  • The interface feels dated and lacks the email design functions of many competitors

Cost: Marketo starts at around $1000 per month.

10. Pipedrive

automated email capabilities

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Pipedrive is the highest-rated lead nurturing software on Capterra, but it’s also one that is lightest on features. Its main function is a standard-issue CRM with some automated email capabilities built in, but this is par for the course with many CRMs in its class. If you want some basic lead nurturing nested directly into a familiar CRM, Pipedrive might be the right fit for you.

Pros:

  • Good if you want a CRM with lightweight lead nurturing features, like automated emails at each stage of the sales process
  • Gives a probability for how likely a lead will be won so reps know which accounts to prioritize

Cons:

  • Lack of LinkedIn integration can be a serious downside for B2B companies
  • No way to design unique campaigns based on lead behavior

Cost: With email automation features, Pipedrive starts at $25 per user per month.

11. EngageBay

pipeline management

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EngageBay’s all-in-one suite offers the best in marketing automation, pipeline management, and customer support. The holistic customer profiles let sales reps know what the appropriate follow-up activities are and whether or not now is the right time to sell or to offer more service.

Pros:

  • Create automated messages to nurture leads across SMS, social media, email, and the web
  • Equipped with lead scoring and prediction
  • Customer segmentation allows you to deliver personalized journeys

Cons:

  • Email templates aren’t as easy to use or dynamic as competitors
  • Design limitations when creating sign-up forms to attract leads

Cost: Start using EngageBay for free or get a basic contract for $9 per user per month.

12. SalesExec

customer support

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SalesExec is Clickpoint Software’s solution to lead nurturing for companies that rely on a high volume of calls to reach their ideal customers. It also comes equipped with the email automation features that are standard in most lead nurturing solutions.

Pros:

  • Offers SMS nurturing and call routing to make sure a lead always reaches the right rep
  • The interface is easy enough for a first-time CRM user to use
  • Customer support is prompt and highly attentive

Cons:

  • Limited integrations
  • Limited reporting functionality

Cost: SalesExec starts at $46 per user per month.

Nurture Your Leads On Autopilot

These days, it’s hard not to find a marketing tool or CRM that comes equipped with at least some lead nurturing features. Whether you want to deliver personalized email campaigns that delight, track your social selling index, or segment leads for easier prioritization, it’s never been easier to find a software solution that delivers it all within your budget.

If you want to keep your sales reps focused on the most promising prospects, take a look at LeadBoxer. LeadBoxer helps you nurture the most engaged leads with its automated lead scoring technology. Set dozens of dimensions to grade leads, from company size to website activity, so sales reps know exactly which prospects are ready to be turned into customers. Try it for free today.