25+ Best Email Tracking Apps for Gmail & Outlook (2020)

25+ Best Email Tracking Apps for Gmail & Outlook (2020)

Email tracking has become a popular feature on a variety of platforms, and for very good reasons. Tracking emails can help sales reps stay close to their most interested leads, automate follow-up messages, and close more deals faster. But of the hundreds of tools out there, how do you know which one is best for you?

We’ve compiled this list of 25+ email tracking apps and multi-functional tools with email tracking abilities, many of which work with Gmail, Outlook, and your CRM of choice. These include:

By the end, you should know which is the best email tracking app for your team’s needs and be well on your way to speeding up your sales cycle.

Email Tracking Apps with Lead Scoring

A lead score tells you how likely a lead is to buy based on their behavior across a company’s website, social media, and emails. A lead scoring app tracks leads’ email opens and clicks to help inform what their lead score should be.

1. LeadBoxer

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Description: LeadBoxer is a lead generation platform that allows you to see who visits your website, reads your emails, and what company they work for. It lists that person’s contact information, identifies anonymous website visitors, and gives leads a score to gauge how engaged they are with your company.

Best Used For: Sales reps who want to spend time focusing on their most promising leads to help them make more sales.

Compatible Platforms: LeadBoxer works with Gmail and Outlook.

Pricing: LeadBoxer starts at $79 per month.

2. Freshsales

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Description: Freshsales is a CRM that shows users exactly what actions a lead has taken across platforms, then uses that information to create a lead score. Freshsales has a strong focus on email tracking and leverages the data to prioritize leads and give sales reps relevant talking points to guide their next call or meeting.

Best Used For: Companies that are looking for a powerful but compact CRM with email tracking capabilities built-in.

Compatible Platforms: Freshsales can sync with your email client of choice so that all of your emails are synced within the CRM and your inbox.

Pricing: Freshsales starts at $12 per user per month for small teams.

Email Tracking Extensions for Gmail

If you’re looking for a simple and straightforward tool that works with your Gmail to identify what emails have been opened, these are the apps for you.

3. Boomerang

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Description: Boomerang is an email tracking app that can also schedule messages to be sent at a later time. It also returns messages to your inbox at a later date that you set. This allows you to get back to an email when you’re ready for it and clean up your inbox in the process.

Best Used For: Whether you’re in sales or HR, everyone will love Boomerang’s follow-up reminders to help them stay in touch with people who haven’t yet replied to their emails.

Compatible Platforms: Boomerang works with Gmail/G Suite.

Pricing: Track up to ten emails per month for free. Plans with unlimited tracking but limited additional features start at $5 per month. Unlock all of Boomerang’s features for $50 per month.

4. Gmelius

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Description: Gmelius installs via an extension and tracks email activity such as opens and clicks. Gmelius also includes functionality for scheduling emails, calendar scheduling, creating to-do lists, saving email templates, and more.

Best Used For: Teams who want to work together without leaving their inboxes.

Compatible Platforms: Gmelius works with Gmail only. It can be used with Chrome, Opera, and Safari internet browsers.

Pricing: Gmelius’ email tracking can be used for free. Other features are limited in the free plan. Paid plans range from $9 per user per month to $49 per user per month.

5. Mailtrack

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Description: Mailtrack adds a series of checkmarks next to an email in your inbox. When someone has opened your email, the checkmark next to the corresponding email will turn green. This makes it easy to look through your inbox and see who has opened your emails at a glance. A popup notification also lets you know when your email has been opened.

Best Used For: Users who want to track emails at a glance with the help of visuals.

Compatible Platforms: Mailtrack works with Gmail via a browser extension for Chrome.

Pricing: The app is free to use for an unlimited number of emails. However, an email signature that says “Sent with Mailtrack” will be added to all of your emails. Paid plans range from $5 per month to $10 per month.

6. MailTracker

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Description: Mailtracker is another simple app that provides email tracking only. The tool provides information on when your email is opened, how many times, and where the email was opened. The app is part of Hunter.io’s offering of products (Hunter.io is a popular tool for finding a person’s email address).

Best Used For: Users who want a lightweight and unobtrusive email tracking tool in their Gmail inbox.

Compatible Platforms: Mailtracker works with Gmail only and installs via a Google Chrome extension. Other internet browsers are not supported.

Pricing: Mailtracker is free to use.

7. Mixmax

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Description: Mixmax offers email tracking, saved templates, calendar scheduling, in-email polls, and automated email follow-ups. A notification will appear in your inbox or Slack (if you use it) when someone has opened your email.

Best Used For: Teams who work in Slack and want to receive notifications without jumping between platforms.

Compatible Platforms: Mixmax email tracking only works with Gmail. The tool integrates with Salesforce, Slack, and a few other platforms.

Pricing: Mixmax allows you to track 100 emails per month for free. However, an email signature will be added to any email you send. Paid plans, which include premium features and remove the email signature, range from $9 per user per month to $49 per user per month.

8. Vocus

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Description: Vocus includes features for email tracking, email reminders, email scheduling, and automated email follow-ups. It sets itself apart from competitors by specifying who engaged with an email when there are multiple recipients. It can also help you find the contact details of someone within a target organization.

Best Used For: Teams who need help finding a lead’s contact info without having to leave their Gmail inboxes.

Compatible Platforms: The tool works with Gmail only and installs via a Chrome extension.

Pricing: Vocus is available only via a paid plan. However, a 30-day free trial is available to demo the tool. Paid plans range from $5 per month to $20 per month.

9. MailTag

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Description: MailTag.io will let you know exactly when recipients open your emails with real-time desktop alerts. It also tracks the performance of your open rates, click rates, and more. MailTag allows you to schedule follow-up sequences or schedule personalized messages to send later.

Best Used For: Teams who want a lightweight email tracking tool with some automation capabilities.

Compatible Platforms: MailTag works with Gmail only.

Pricing: You can try MailTag for free, but paid plans start at $10 per user per month.

10. Checker Plus for Gmail

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Description: Checker Plus for Gmail is simply a Google Chrome extension that enables you to track emails. Information such as who and when someone has opened your email is displayed as a popup notification. Features like email scheduling and email reminders are not available.

Best Used For: Users who want to add some functionality to their Gmail inbox without committing to a bloated or expensive app.

Compatible Platforms: The extension only works with Gmail.

Pricing: This extension is free to use.

Sales CRMs with Email Tracking Capabilities

If you’re in the market for a fully fledged CRM, consider getting one that includes email tracking as a feature.

11. Hubspot Sales

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Description: Hubspot Sales is a sales CRM offered by Hubspot. The email tracking extension shows who has opened your emails and who hasn’t. A notification will also popup when the recipient has opened your email.

Best Used For: Teams who need an all-in-one sales CRM that can also track email opens.

Compatible Platforms: With Hubspot Sales, you can track emails straight from your Gmail or Outlook inbox. Setup with Gmail will require you to allow Hubspot to integrate with your inbox. This is done by installing an extension to Google Chrome.

Pricing: Hubspot Sales is free to track up to 200 email opens. Paid plans start at $50 per month for one user.

12. Accelo

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Description: Accelo is one part sales CRM and one part team task manager. It offers the ability to schedule and track emails for your leads, then assign related tasks and projects to team members based upon their future workloads.

Best Used For: With its team inbox, Accelo is a solid choice for sales teams that work closely together to make more deals.

Compatible Platforms: Accelo integrates with G Suite, Office 365, Salesforce, and several other leading platforms.

Pricing: Accelo for sales starts at $39 per user per month.

13. PhoneBurner

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Description: PhoneBurner is a power dialer that helps streamline the post-call workflow so that sales reps can spend more time on the phone and less on manual data entry or email follow-ups. Based on the call result, PhoneBurner can suggest personalized emails to send with one click.

Best Used For: Phone-focused sales reps that are looking for a tool that brings their calls and emails closer together.

Compatible Platforms: PhoneBurner is a CRM that can work with Gmail, Outlook, and a few other email servers.

Pricing: Unlimited dialing with PhoneBurner starts at $149 per user per month.

14. Streak

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Description: Streak is a CRM that works in tandem with your Gmail inbox. The tool includes email tracking, scheduling emails, and email reminders. Team members can share emails, notes, and call logs to help tackle leads together.

Best Used For: Teams who want a lightweight CRM that meshes beautifully with their Gmail inboxes.

Compatible Platforms: Streak is a Chrome extension for Gmail only.

Pricing: Streak is free for personal use but has limited features. Paid plans start at $49 per user per month.

Sales Communication Automation Platforms with Email Tracking Capabilities

Perhaps the best way to handle your sales pipeline efficiently is with a platform that can automate much of your sales communication. Email tracking is an essential part of knowing when to trigger certain actions, such as a follow-up call.

15. SalesHandy

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Description: SalesHandy includes functionality for tracking emails, saving templates, scheduling emails, and creating automated email follow-ups. It’s free to use to track an unlimited number of emails. However, other features are not available in the free plan.

Best Used For: Users who are looking for a simple, free tool to track their emails without any frills.

Compatible Platforms: SalesHandy works with both Gmail and Outlook.

Pricing: Paid plans range from $7 per user per month to $40 per user month.

16. Autoklose

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Description: Autoklose draws from a huge database of B2B leads to help prospectors connect with the right person every time. Schedule email sequences, track opens and clicks, and fine-tune the process at any time to continually boost engagement with leads. Reps can also choose to check in on leads who have ignored emails and try to re-engage with them.

Best Used For: Autoklose works well with any size for any sized companies, but solopreneurs may especially like its functionality for the price.

Compatible Platforms: Autoklose supports Gmail/G Suite and Outlook/Office 365.

Pricing: Autoklose starts at $50 per user per month.

17. Yesware

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Description: On top of email tracking, Yesware includes email scheduling, saved templates, calendar scheduling, and automated follow-ups. It syncs with Salesforce to make sure that all of your data is saved across platforms.

Best Used For: Sales reps who want email automation assistance that lives right in their inbox.

Compatible Platforms: Yesware works with both Gmail and Outlook.

Pricing: The tool is only available via a paid plan. However, a free trial is available. Paid plans range from $12 per user per month to $55 per user per month.

18. SalesLoft

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Description: SalesLoft specializes in automating email cadences that nurture leads. Use email tracking to see how individual leads are engaging with the process, then use at-a-glance email analytics to find ways to improve the open and click rates of your automated messages. The email tracking feature also helps informs sales reps about the best time to reach out by phone.

Best Used For: Salespeople who want to automate their emails, improve their messaging, and make their phone and digital outreach work better together.

Compatible Platforms: SalesLoft works with Gmail, Outlook, or your CRM.

Pricing: Contact SalesLoft to learn about current pricing.

19. Outreach

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Description: Outreach is the platform for automating sales touchpoints and personalizing emails at scale so sales reps have more time to book meetings and close deals. Email tracking allows you to categorize and prioritize prospects according to who opened and responded to a message, giving you a better understanding of the sales cycle.

Best Used For: Sales teams that want to quickly know who is most engaged with their emails so they can schedule more meetings with the right prospects.

Compatible Platforms: Outreach works with Gmail, Outlook, or your CRM.

Pricing: Contact Outreach to learn about current pricing.

20. Cirrus Insight

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Description: Cirrus Insights lets sales reps schedule drip campaigns, track email and attachment opens, set follow-up reminders, and schedule more meetings with the most engaged and promising leads. With Cirrus Insights, you can even update or take back attachments after you’ve sent them, which means no more embarrassing follow-up emails with the correct document.

Best Used For: Salesforce clients that are looking for a simple but highly useful add-on to their Gmail or Outlook inbox.

Compatible Platforms: Cirrus Insights works with both Gmail and Outlook. It also integrates with Salesforce and a few other CRMs so you don’t have to jump between platforms.

Pricing: Cirrus Insights starts at $27 per user per month for both Gmail and Outlook.

21. Reply

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Description: Reply automates email outreach so that sales reps can focus on calls, meetings, and closing. It uses AI to track emails, then sorts leads by their level of interest. The program can even suggest email copy that is most likely to convert. There are optional plugins that make it easy to find contact information for new leads.

Best Used For: Single-person businesses might forgo a bulky CRM and instead rely on Reply as their main prospecting platform.

Compatible Platforms: Reply can be installed for Gmail and Outlook/Exchange accounts.

Pricing: Reply starts at $70 per month for an individual user and $200 per month for a team of three users.

22. InsideSales.com Predictive Playbooks

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Description: InsideSales.com Predictive Playbooks uses AI to create outreach cadences based on the previous behaviors of individual leads. Playbooks can suggest better email addresses or phone numbers for contacting leads than what sales reps already have on file. Email tracking allows reps to always be connected to their leads and follow-up at the right time.

Best Used For: Sales reps that want to let AI do all the heavy lifting and drastically increase the efficiency of their outreach.

Compatible Platforms: Predictive Playbooks can integrate with your email client and CRM of choice.

Pricing: Get in touch with InsideSales.com to learn about the pricing of Predictive Playbooks.

23. PersistIQ

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Description: PersistIQ has a lot of the features you’ve come to expect from a sales engagement tool, including email templates, multiple touchpoint scheduling, and open and click tracking. What sets PersistIQ apart is its clean, intuitive design that teams can use intuitively and adopt immediately.

Best Used For: Sales teams that are looking to augment their existing CRM or Gmail inboxes with personalized sales emails at scale.

Compatible Platforms: PersistIQ integrates with many CRMs. It also has a plugin so you can access its templates within Gmail, then log emails to Salesforce.

Pricing: PersistIQ starts at $40 per user per month.

24. SmartCloud Connect

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Description: SmartCloud Connect is a tool that appears as a sidebar within your Gmail or Outlook account. The sidebar can pull data about a lead from Salesforce, show email open and click tracking, and supply message templates from Salesforce. With SmartCloud, it’s easy to log emails to Salesforce and set reminders that keep you on task.

Best Used For: Sales teams that want a tool that can maximize productivity within their inbox and reduce the amount of time they spend switching over to Salesforce.

Compatible Platforms: SmartCloud integrates with Outlook, Gmail, and Salesforce to keep everything synced across platforms.

Pricing: SmartCloud starts at $15 per user per month.

Email Tracking Apps with Unique Features and Use Cases

Looking for something with specific functionality? These email tracking apps work well for internal communications,

25. Bananatag

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Description: Bananatag is an email design and tracking app specifically for internal communications. With Bananatag, you can create beautiful company memos and newsletters within your email client, get feedback from employees, and measure open and click rates.

Best Used For: Managers who want to make sure that employees are opening and engaging with important company messages.

Compatible Platforms: Bananatag works with both Gmail and Outlook.

Pricing: Get in touch with Bananatag to learn more about their custom pricing.

26. Contact Monkey

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Description: Contact Monkey is an app that can work for internal communications or sales. The app features email tracking, email scheduling, and saved email templates.

Best Used For: Teams who want a sidebar within their inbox to help compose, schedule, and track emails.

Compatible Platforms: Contact Monkey works with both Gmail and Outlook.

Pricing: Contact Monkey is available via a paid plan only. However, a free trial is available. Paid plans for sales range from $10 per user per month to $25 per user per month. Get in touch with Contact Monkey to learn the price of their internal communications product.

27. Nimble

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Description: Nimble is true to its name and organizes events, tasks, your pipeline, and email tracking into one clean, easy-to-understand dashboard. Sales reps can quickly see where they stand and make smart decisions about their next action. Reps can also get more detailed views of their leads, including their history of activity and the upcoming activities scheduled for them.

Best Used For: Sales teams looking for an intuitive dashboard should look to Nimble. Office 365 users in particular will love Nimble’s CRM solution.

Compatible Platforms: Nimble is designed to work Office 365 and G Suite.

Pricing: Nimble starts at $19 per user per month.

28. Groove

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Description: Groove frees up hours of employee productivity by syncing Salesforce, Gmail, and Google Calendar data. It also offers email open and click tracking, as well as the option to schedule a message to send later. Plan automated email sequences and let Groove take care of the rest.

Best Used For: Groove works best for teams that are already using Salesforce and want to have their emails, calendars, and CRM data automatically synced.

Compatible Platforms: Groove works with Salesforce and Gmail.

Pricing: Get in touch with Groove to discuss the best pricing for your business.

29. ClearSlide

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Description: ClearSlide is a content creation and management platform teams can use to help engage their leads. With ClearSlide, not only do sales reps get alerts about email opens and clicks, but they also get detailed reports about how leads are engaging with their content. Users can see what parts of their content are working and what needs to be improved to maximize engagement.

Best Used For: Teams that need help making email content, then analyzing it to see what needs to be tweaked.

Compatible Platforms: ClearSlide integrates with Salesforce or Microsoft Dynamics CRM.

Pricing: ClearSlide starts at $35 per user per month.

30. Tellwise

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Description: Tellwise has a ton of features that make it a natural addition to your inbox. The tool alerts you when a lead is reading your content, then gives you the option to immediately engage with them via a chatbox. Know when leads read a proposal and shared it with a colleague. Tellwise even offers one-click calling to help you get prospects on the phone faster.

Best Used For: Sales teams that want a lightweight but effective tool to supplement their Gmail or Outlook inboxes.

Compatible Platforms: You can use Tellwise from within Gmail, Outlook, or Salesforce.

Pricing: Get in touch with Tellwise to learn about current pricing.

Use Email Tracking to Speed Up Your Sales Cycle

For a complete look at how to get started with email tracking, how it can benefit you or your business, and best practices for success, we recommend you take a look at our email tracking guide.

If you want to up your game and track your lead’s entire customer journey (including email activity, website activity, and more), take a look at LeadBoxer and request your free trial today.

25+ Account-Based Marketing Tactics & Software Solutions

25+ Account-Based Marketing Tactics & Software Solutions

Not seeing the sort of close rates you want? If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead. Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs.

In this article, you’ll learn 20 of the best ABM techniques, from how to choose which accounts to focus on, to mapping out their personalized marketing experience. You’ll also discover 7 ABM software solutions; since there are more moving parts in an ABM strategy versus a one-size-fits-all marketing strategy, you’ll need the right tools to keep everything running smoothly.

What is Account-Based Marketing?

Account-based marketing (ABM) is a strategy of making marketing decisions based on the characteristics of target accounts and prospects. It involves creating a highly specific list of potential accounts, then creating personalized marketing experiences to engage those prospects.

This strategy requires that a business’s sales and marketing teams work more closely together. Sales reps in charge of those accounts can give crucial insight to their marketing peers, who can then develop custom content, targeted ads, and other unique methods of engaging with prospects.

Depending on the needs and resources of an organization, ABM can take either a one-to-one approach or a segmented approach, where a few or many accounts with common traits are targeted with similar content.

Account-Based Marketing Tactics & Techniques

Since ABM is a more holistic marketing strategy, plan to incorporate at least a few of these techniques into your final marketing plan.

1. Market to current customers

Before filling your target account list with companies you don’t yet work with, take a look at your list of current customers. Upselling to current customers is proven to have greater ROI than converting new customers; SaaS companies on average spend just $0.28 to earn a dollar of revenue from an existing customer, whereas they’ll spend $1.18 on a new customer.

To market to these existing customers, make content that will help them get more out of your product. Blog posts are just the beginning. Consider offering free training sessions or reports that analyze how effectively they’re using your product.

Another way to market to this group is to target them with ads for discounts or special offers on additional products that are relevant to them.

2. Define target accounts with look-alike modeling

You should also look at your current customers to see who is the most valuable, in other words, which existing accounts have the highest ROI or send the most referrals your way. Highlight what attributes these customers have in common, then use them to build a look-alike model to help you identify the best prospective accounts.

Once you have your look-alike model defined, search for companies with similar characteristics in places like LinkedIn. A data vendor like D&B Hoovers can also help you zero in on accounts that fit your look-alike model.

3. Identify accounts using intent data

These days, the average B2B buyer is 67% of the way through the buying journey before seeking out a salesperson. That’s a long time to wait before engaging with a prospect. Intent data can tell you who is researching topics that are relevant to your product before those accounts ever land on your website, helping you target them sooner.

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Vendors like Bombora and Aberdeen can identify companies who are expressing intent but haven’t yet interacted with your site. However, they can’t give you details about the individuals doing the research. A solution like LeadBoxer can provide the contact information of individuals who are engaging with your site but haven’t yet reached out to your sales team.

4. Build a list of role-based contacts

While building a list of target accounts, you’ll also want to build a list of contacts within those companies. Researching people based on their job title can be tricky, especially if they’re part of a small company and tend to wear many hats. Instead, focus on what roles people have within a company.

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This isn’t easy to do manually, but some vendors exist that can help compile lists for you, including ReachForce. ReachForce can enrich your contact data and validate it for you, so your CRM will never be clogged with defunct contacts.

5. Map an account’s decision-making structure

It’s imperative to know exactly who is responsible for making purchasing decisions, as well as how they work with or answer to other people within the organization. Says Scott Albro, founder and CEO of TOPO, a research and advisory firm:

“Detailed account profiles that focus on organizational structure can be effective tools….but the holy grail is understanding how things like power structures, personalities, and coalitions impact purchasing decisions.”

6. Engage with target accounts on social media

Once you have your list of target accounts, it’s time to engage with them. One of the most immediate (and free) ways you can do that is by following them on social media, then interacting with them. Here are a few tips for keeping engagement authentic and effective:

  • Comment on their content only when you have something of value to say
  • Reshare their content to your feed when it makes sense for your audience
  • Join groups they’re in and establish your expertise by answering questions or offering free resources

For more ways to generate leads through a channel like LinkedIn, check out this guide.

7. Pay attention to current events

What’s going on at a company can play a big role in the kind of messaging you incorporate into their marketing. Follow their Twitter or LinkedIn and keep an eye open for any press releases, announcements, or other news that they’re putting out.

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You can also set up a Google Alert, which will scan the web for certain content and inform you of any relevant article. If something significant changes with the company, you’ll be able to pivot your marketing strategy or rework the messaging.

8. Segment and personalize email campaigns

Evidence abounds to support the idea that one-size-fits-all email marketing is going the way of the dinosaur. According to Experian, personalized subject lines are to thank for a 26% increase in open rates, while DMA claims that marketers who use segmentation have seen a whopping 760% increase in revenue.

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If you’re not already taking advantage of this tactic, here are some tips to get started:

  • Segment email lists by job role and where prospects are in the buyer’s journey
  • Adjust messaging of emails to reflect segments
  • Personalize the subject line and content with dynamic tags, such as the ones above used in HubSpot’s platform

9. Create custom content for individual prospects

Though you might groan at the thought of creating even more content, this is a strategy that’s proven to get people’s attention. A survey from CEB shows that prospects who received content personalized to their specific needs were 40% more likely to buy from that supplier.

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Custom content also doesn’t have to be time-consuming. Take the video above. Kyle Jepsen, a HubSpot Academy Sales Professor, received this personalized video from Cole, a representative at Vidyard.

Cole doesn’t stick to a script but instead mentions Jepsen’s colleagues and the interactions he’s had with them. Not only is this guaranteed to grab someone’s attention, but it comes across as a more natural and genuine attempt at forging a connection. It also took Cole only a few seconds to make and is on-brand with Vidyard, a video making and hosting solution.

10. Mention target accounts in content

One way to get on an account’s radar is to feature them in your published content. By giving them free publicity, you’re benefiting the prospect as well as opening the door for further contact.

Featuring target accounts in content is just one of nine different ABM tactics employed by Thomson Reuters Legal Professionals, a company that  offers legal management solutions. Including the tactic in their holistic approach contributed to their astonishing 95% win rate.

11. Target individuals with custom ads

The ability to target particular demographics through PPC ads has never been more sophisticated. However, you can get even more specific by uploading a list of email addresses or phone numbers of individuals you want to target, then serving them a custom ad.

With Facebook, this works if the person has their Facebook account registered to that email address or phone number. This isn’t always going to be the case, especially if they’re meticulous about keeping their work life separate from their social life.

Google Ads offers a similar targeting option in the form of Customer Match.

12. Create custom ads for retargeting

Retargeting is placing an ad in front of someone who has already interacted with your website. This is crucial for nurturing leads over time and keeping your business top of mind.

Creating a custom retargeting ad is a good first step, but even better is having an ad that’s tailored to an account’s previous behavior on your site.

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Demandbase is one ABM solution that has made exciting innovations in ad retargeting. By placing carefully targeted and personalized ads on a network of properties, Demandbase can cut past the clutter and get clicks only from your key accounts.

13. Create personalized landing pages for ads

If you’re going to be investing the time, effort, and money into creating personalized PPC ads, then you’ll want the messaging of your landing page to match the messaging in the ad. This means building personalized landing pages tailored to different audiences.

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Luckily, there are plenty of solutions to make this a painless process. Instapage is a drag-and-drop style landing page builder that simplifies the personalization process. They also have a product called AdMap, which makes it easy to visualize the flow of ads to landing pages, then connect them.

14. Send a personalized gift

A sure way to grab someone’s attention is through a physical gift. This doesn’t mean you should send a box of branded thermoses or pens that will get shoved to the back of an office cupboard. The key is to send something fun, unique, and charming.

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Influitive, makers of advocacy and engagement software, experimented with three types of personalized gifts for their ABM campaign. The most notable were pinatas shipped directly to companies. The pinatas contained positive online reviews of the account, social proof about Influitive, and candy (of course). The pinatas received a 36% response rate and a 3.4% sales-qualified opportunity rate, making it their most successful gift-giving tactic.

15. Build one-on-one, c-level relationships

Some accounts will require multiple relationships across different levels of the organization. This ensures that all the decision-makers or people with influence over the buying process are on the same page.

Rather than have one sales agent connect with multiple contacts at the same company, pair employees from different hierarchy levels and divisions with their counterpart at the account. For example, pair a CMO at your organization with a CMO at the prospective company. The CMO should lead with an email or direct mail about the reasons for connecting, then follow up with a phone call and an invitation for a meeting.

16. Send direct mail to executives

Executives have plenty on their plate. They’re not known for promptly answering unsolicited emails or spending a lot of time engaging with other businesses on social media, and rightfully so. Initiating a meaningful connection may take old fashioned direct mail and a little creativity.

Matt Heinz of Heinz Marketing relayed an anecdote about using this tactic to Craig Rosenberg at TOPO:

“We sent two-day packages to executives in advance of a big conference. The package was an empty iPad box. We wrote in the direct mail to come by our booth to pick up the iPad. Most executives came by just to compliment us. It worked.” (Source)

17. Look for an “in” elsewhere in the account

It’s not just your sales reps, marketing managers, or c-level executives that you should be tapping for connections. Reach out to the rest of your organization to see if there are employees in other, seemingly unrelated departments that might have a relationship with a contact at the target account.

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Still struggling to find a way in? The TeamLink function through LinkedIn Sales Navigator is a handy tool for unearthing unthought-of connections between organizations.

18. Offer a free, in-person evaluation

Despite the rise of digital communication, meeting in-person is still critical for business success. One study claims that face-to-face meetings are what it takes to convert 40% of prospects to customers.

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One way to tweak meetings to fit your ABM strategy is to offer free, in-person evaluations of a target account’s current situation. For example, if you’re an advertising agency, offer a session where you compare the account’s current advertising efforts to their competitors’.

Even if you have to travel to the prospect to hold the meeting, take heart: for every dollar spent on travel, businesses on average reap $12.50 in revenue.

19. Plan ahead for conferences

Conferences are jam-packed with opportunities to meet contacts face-to-face, and that level of familiarity is sometimes what’s needed to push an account over the finish line. Here are some tips to plan ahead and make the most of those few days:

  • Research sponsors and cross-check it with your list of target accounts
  • Monitor accounts’ social media activity for mentions about conference attendance
  • Reach out to known contacts and invite them to your booth
  • Set aside personalized gifts or swag for contacts that swing by

20. Host a local event for prospects

Whether you’re organizing a thought leadership session or something as simple as a mix and mingle during happy hour, in-person events are prime places to invite contacts from target accounts. This gets you valuable facetime while also offering the prospect a free resource or experience.

Inviting accounts to events is another one of the ABM tactics that Thomson Reuters used in their journey to achieving a 95% win rate.

Software Solutions for Account-Based Marketing

ABM can be more complex than traditional marketing strategies, but the right tools can help you find the data you need and use it to create customized marketing experiences from start to finish.

LeadBoxer

LeadBoxer is a lead generation solution that can assist your ABM strategy by identifying anonymous or partially identified visitors on your site and automatically populating the rest of their contact information.

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This helps you flesh out your list of target accounts. It also allows you to find and engage with qualified prospects on social media, send them custom content, target them with custom ads, send direct mail or gifts, or invite them to in-person events.

LeadBoxer also gives your prospects a leadscore, which tells you which accounts are most qualified and worth pursuing.

Marketo

Marketo is one of the heavy hitters of the ABM industry. Its products can help you identify ideal target accounts, discover contacts, and engage with accounts across channels with personalized content.

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While certainly a powerful product, Marketo’s solutions come in the hundreds of dollars per month to the thousands of dollars range, making it a serious (or unrealistic) investment for small businesses.

Terminus

Terminus is an ABM solution used by customers like Thomson Reuters, the case study from the previous section who used tactics such as inviting contacts to in-person events and creating content that featured accounts’ expertise.

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Terminus comes with features such as the account breakdown above, which shows how engaged accounts are and how much you’ve spent nurturing each one.

Aberdeen

Aberdeen is a vendor of intent data, so it can help you identify accounts that are expressing interest in topics relevant to your product. This can help you add target accounts to your list that you might not have thought of otherwise.

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Aberdeen integrates with Salesforce, so team members can immediately see which target accounts are expressing intent. Use this as a cue to start targeting those accounts with custom ads and content as soon as they’re ready for it.

ReachForce

Never worry about old or inaccurate contact data again. ReachForce can help you flesh out a list of contacts within an account, show you who is responsible for what, and continually validates and cleans old data.

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If you’re trying to keep track of and engage with multiple contacts within one account, ReachForce is an invaluable source of information and automation.

LinkedIn Sales Navigator

LinkedIn Sales Navigator is the platform’s solution for helping businesses find, understand, and engage with accounts on the social media channel.

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Not only does Sales Navigator come with advanced search options for finding leads, but it also integrates with your CRM and can notify you of significant shifts within a company, such as job changes.

Instapage

Instapage takes the stress out of making personalized landing pages. Its big draw is a drag-and-drop landing page builder built for collaboration. If you’re a small business cranking out your own personalized advertising and web content, this tool is worth looking into.

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Instapage also has ad mapping solutions, so you’ll never lose track of which ads match which landing pages. Plus, Instapage’s affordable pricing tiers makes personalization accessible to any size business.

Take Advantage of Account-Based Marketing and Grow Your Business

Given the level of research and personalization of content involved, it’s understandable to feel overwhelmed by the idea of ABM. Supplementing your existing inbound marketing strategy with ABM is a process that can take years, but the payoff is well worth it. The first step is to gather together your teams and begin discussing which tactics and tools best suit your company’s needs.

LeadBoxer can help you zero in on the right target accounts, find their contact information, and show you what content they engage with most so you can create better marketing experiences. Start your free trial today.

30 Mailchimp Integrations for Marketing & Sales Teams

30 Mailchimp Integrations for Marketing & Sales Teams

Integrating different platforms within your sales and marketing stack not only saves you time and headaches, but it also helps you close more deals and make more sales. These 30 Mailchimp integrations for marketing and sales teams leverage the power of email at every step of the buyer’s journey, turning business growth into an all but automatic process. Mailchimp has integrations that work at almost every step of the sales pipeline and marketing process, including:

By integrating Mailchimp with your preferred sales and marketing tools, you’ll be able to run otherwise tedious processes on autopilot, gain valuable insights about prospects and customers, and make more informed decisions about your business.

Integrations for Capturing Leads

The first step to increasing sales is to capture more leads. With these Mailchimp integrations, finding and recording potential customers can happen in your sleep.

Typeform

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Typeform is a tool for creating surveys, quizzes, and forms, making it easy to keep in touch with current customers or learn more about potential ones. Don’t worry about aesthetics. With Typeform, it’s easy to build content that’s beautiful and on-brand. With the Mailchimp integration, you can map any field in a Typeform survey to a field in a Mailchimp list. Not only does this negate the need to export and import data to build email lists, but it can create tags and flesh out data for more effective list segmentation.

OptinMonster

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OptinMonster offers pop-ups, floating bars, and more that helps convert visitors into email list subscribers. The designer lets you create website elements that feel on-brand and make it possible to add discounts, value offers, and countdown clocks that spur visitors to action. The program also shows you stats on which forms or pop-ups are performing best. The Mailchimp integration instantly adds captured email addresses to lists. You can create unique lists based on what form or popup visitors subscribed from. OptinMonster offers multiple account support, a big plus if you’re managing several different businesses or brands.

Unbounce

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Unbounce helps businesses craft landing pages that are primed to capture more leads with no coding required. With Unbounce you can also create pop-ups and floating bars to attract more subscribers. There are even templates to help get you started if you don’t have a designer on staff. The Mailchimp integration streamlines the process, funneling email addresses from the point of capture on an Unbounce page straight to your email list on Mailchimp. Say goodbye to the days of manually exporting and importing lists of email addresses between platforms.

Instapage

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Instapage is similar to Unbounce in that it builds landing pages with a drag and drop interface. Instapage takes it to the next level by specializing in advertising personalization and post-click optimization. With Instapage, you can easily duplicate and alter landing pages to match the messaging of the ads you link them to. The Mailchimp integration then saves all leads captured on those pages to the email list of your choice. There are several different options for saving those contacts, such as adding them to groups. You can also create new email lists from within Instapage.

Facebook

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Whether your business has a Facebook page with scores of followers or you’re just starting out, it’s important to try and get as many of those followers as possible on your email list. With email, your content will make its way straight to subscribers’ inboxes instead of having to fight its way past Facebook’s news feed algorithm. Mailchimp can add an email list sign-up bar to your page, turning those followers into email list subscribers. Even if you don’t yet have a big audience, it’s worthwhile to set up the form to capture traffic as your business gains attention.

WordPress

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Businesses that host their site on WordPress may want to make use of the Mailchimp integration. This integration adds a simple sign-up form to any post or page, giving site visitors plenty of opportunities to subscribe to your email list. Any sites operating on Jetpack version 7.1 or higher already have the Mailchimp integration installed, so adding a sign-up form is as easy as clicking a button. The option will appear as a drag and drop block that you can place anywhere you want on a post or a page.

Integrations for Nurturing Leads

Now that you’ve grown your email list, it’s time to nurture prospects into happy customers. These integrations make it easy and automatic to send the right email at the right time.

Pipedrive

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Pipedrive is a lightweight and agile CRM solution for sales teams. It’s rated one of the easiest sales tools to use on G2. It’s functional right out of the box and doesn’t require days of training before you start using it. The Mailchimp integration makes closing deals even easier by allowing you to send the right email to the right lead at the right time. It works by getting granular about the criteria for creating a list of prospects within Pipedrive, then exporting those contacts to a Mailchimp list with a single click of a button.

BigCommerce

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BigCommerce, a popular platform for e-commerce and point of sale businesses, already collects customer data when someone places an order. The Mailchimp integration makes use of that data with marketing automation solutions that follows up with customers after a purchase, collects feedback, and re-engages with potential customers who abandoned their cart.

Fresh Relevance

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Fresh Relevance makes marketing automation a breeze for e-commerce companies. It generates personalized and contextually relevant email marketing for potential and current customers, helping to increase conversion rates and revenue per visitor. The tool integrates with Mailchimp to send triggered messages after cart or browser abandonment and can also create detailed reports in real-time.

Outgrow

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Outgrow lets you build calculators, quizzes, and other interactive content to help you better engage with customers. In addition to gathering data about content users, Outgrow’s products can generate referrals and help segment leads. The Outgrow-Mailchimp integration works by importing all the data gathered by Outgrow into your Mailchimp lists. You can also design different list segments, allowing you to send more precisely targeted emails.

Smile.io

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Smile.io is the secret weapon for turning customers into loyal fans. It works by creating loyalty programs around points, VIP tiers, or referrals, incentivizing customers to keep engaging with the brand in return for perks. The Mailchimp integration simplifies the process of creating personalized emails for rewards program members and building segmented lists. With Smile.io and Mailchimp, you can let customers know when they’re close to earning a reward, send referral links, let program members know when they’ve earned points and more.

Hippo Video

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Hippo Video leverages the power of video to increase email opens and engagement among your email list. By the company’s estimates, video emails have open rates upwards of 19%, while personalized email content has open rates of at least 29%. With Hippo Video and Mailchimp working together, you can quickly create personalized videos by using text or image merge fields. You can then tweak the video thumbnail, giving you greater control over how you hook and engage with customers. Any leads captured through Hippo Video are automatically synced with your Mailchimp lists.

Integrations for Qualifying Leads

Lead scoring is the key to qualifying prospects and knowing where sales teams should focus their energy. These integrations with Mailchimp ensure that all leads’ email activity is captured and quantified.

LeadBoxer

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LeadBoxer is vital for businesses who want to increase the efficiency of their sales process. Using a lead scoring system, the tool tells sales reps exactly which leads are most worth pursuing and which to pass on for now. LeadBoxer does this by tracking a lead’s activity and engagement across websites, social media, and emails. It can even identify visitors who otherwise would have remained anonymous. The Mailchimp integration tracks when a lead opens an email, clicks through a link, and how much time they spend reading an email–all data points that you can use to adjust a prospect’s lead score.

Autopilot

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With Autopilot, understanding and designing every facet of your sales and marketing process has never been simpler. Autopilot lets you visualize and map customer journeys with a drag and drop style interface. Autopilot comes with additional lead scoring integrations that can take data from places like Salesforce, Hubspot, or Typeform and change a prospect’s lead score. It also integrates with Mailchimp, so actions prospects take with your email further influence their lead score.

SalesWings App

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SalesWings tracks visitor activity such as videos watched on YouTube, reviews read on Capterra, or (you guessed it) Mailchimp emails clicked and read. It then uses that data to calculate a lead score for that prospect. The Mailchimp integration can curate a list of email subscribers who click through to your website after receiving an email campaign. SalesWings then identifies the top 5 to 15% of prospects as the hottest leads to invest your time and energy in reaching out to.

Leadfeeder

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Leadfeeder leverages the power of Google Analytics to help you identify who exactly is visiting your website. It scores leads based on their activity and places them at the top of your list, so you know exactly who you should reach out to at that moment. Integrating Leadfeeder with Mailchimp lifts the veil on even more of your website visitors. The integration lets you see what email list subscribers are doing on your website, giving you extra insight into who is visiting your site and why. You can also check out what email campaigns they’re visiting from.

Lead Forensics

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Lead Forensics gives companies insight into anonymous website visitors in real-time. The program provides contact information, demographic details, activity history, and more. It can also generate a lead score and help you prioritize who to focus on. Lead Forensics doesn’t yet offer a proprietary integration between them and Mailchimp. In the meantime, a tool like Blendr.io can create an integration that shares some information between the two platforms, such as contact details. For more information about the differences between LeadBoxer, Leadfeeder, and Lead Forensics, check out this comprehensive guide.

Velocify

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Velocify is intended to help sales teams make sense of large volumes of prospects and increases sales efficiency by automatically scheduling contact reminders. It scores leads based on their attributes, such as company, job title, and location, but it’s not built to track visitors’ activity on a website. Like Lead Forensics, Velocify doesn’t yet have an official integration with Mailchimp. Tray.io can create a working integration for you, but it’s unclear how much this can contribute to the accuracy of lead scores generated by Velocify.

CRM Integrations

Stop wasting time syncing contacts across multiple platforms. These CRM and Mailchimp integrations keep contact lists up to date no matter what program you’re in.

Nutshell

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Nutshell is a CRM and sales pipeline management tool. GetApp named it as one of the best Mailchimp integrations, citing the software’s “timely communication and follow-up with prospects” as a key feature. This integration automatically subscribes and unsubscribes prospects based upon where they are in the sales process, reducing every sales rep’s worst nightmare of entering contact information across multiple platforms.

Salesforce

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Salesforce, one of the most popular and robust CRMs available, works with Mailchimp in a couple of ways. The most notable is that the integration automatically syncs contacts between the two platforms. Mailchimp can also send information about a subscriber’s activity back to the contact’s page within Salesforce, updating the Notes and Attachments pages of that contact. It’s an extremely useful tool for sales reps who want to know how engaged prospects are with emails.

HubSpot

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If you use Hubspot as your CRM platform, then you’re hopefully already taking advantage of the Mailchimp integration. The integration automatically imports contacts from Hubspot into Mailchimp so that you can instantly engage with prospects. The real selling point is Hubspot’s Intelligent Error Handling, which promises to identify and resolve any sync errors with minimum fuss. Instead of scratching your head wondering why your apps aren’t working together, you can get back to connecting with contacts.

Insightly

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Insightly is a CRM that promises total control of the customer experience, from how you market and sell to them to even the projects you deliver. It’s no surprise to see it integrated with Mailchimp, where it goes above and beyond to help you get the most out of both platforms. With the Insightly-Mailchimp integration, you of course get the basic function of syncing contacts across both platforms. The real draw is the informational display about each subscriber, including their activity and a lead rating out of five stars.

CapsuleCRM

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Capsule is the ultimate in user-friendly CRM tools. Businesses can install and start using Capsule intuitively, so there’s no painful learning curve like there is with more intricate programs. As such, the Mailchimp integration is similarly straightforward. After integrating with Mailchimp, you’ll be able to subscribe and unsubscribe contacts from email lists from directly within Capsule. No more switching back and forth between platform doing duplicate data entry. It’s a dream come true for small teams already stretched thin on time.

Zoho CRM

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Zoho CRM is a robust tool that can automate many facets of your business while still being intuitive enough to use out of the box. Over 150,000 businesses around the world use Zoho, so it’s only natural that it integrates with Mailchimp. The Mailchimp integration does the standard duty of syncing contacts between both platforms. However, you can also sync it so that all campaigns created within Mailchimp get saved with Zoho’s campaign modules.

Analytics Integrations

To make data-driven decisions about marketing or sales processes, you need access to website, social media, and email analytics. These integrations with Mailchimp ensure that you’re covering all your bases.

Google Analytics

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Google Analytics is perhaps the analytics platform that most businesses are familiar with using. It offers data on almost every facet of your website’s activity, down to even being able to identify the company that visitors are coming from. Its integration with Mailchimp brings that same level of thoroughness to tracking stats for your email marketing. The integration can pass data both ways, sending Google data to your campaign reports and vice versa. This helps give you a more complete picture of conversions, as Google will be able to follow visitors from email clicks to final purchase. If you create campaign pages hosted on Mailchimp, Google can track the metrics for those as well.

Power BI

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Power BI is Microsoft’s answer to the need for analytics and insights. It’s much more sophisticated and customizable than something like Google Analytics, as it’s able to help enterprises like Heathrow Airport run more smoothly. Still, no job is too small for Power BI. It integrates with Mailchimp to bring that same enterprise-level of detail to analyzing your email marketing. With the Mailchimp integration, Power BI hones in on the most engaged subscribers, which campaigns get opened the most, and other trends that can help you get more out of your email efforts.

Dasheroo

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Dasheroo lets you compile all of your business KPIs and metrics into one dashboard. No more switching back and forth between Google Analytics and the sales reporting tab of your CRM to find trends or problems with marketing. Dasheroo integrates with dozens of platforms and Mailchimp is no exception. With the integration, you can see overall list health, campaign details, engagement, bounces and unsubscribes, and more all within the Dasheroo platform.

Geckoboard

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Geckoboard is a close competitor to Dasheroo, letting you create customizable dashboards that teams can see in real-time. Geckoboard is specifically meant to be projected on TVs around the office. This keeps business health at top of mind so everyone is clear on what needs to be done to move forward. The Mailchimp integration can take key email campaign metrics and incorporate them onto the TV dashboard. Whatever data is most important to you and your team, you can select from Mailchimp and project onto the TV for a constant reminder of how your performance is stacking up.

Klipfolio

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Klipfolio is another real-time performance dashboard for business. Trusted by brands like IKEA and GrubHub, Klipfolio allows you to compile dashboards from apps, spreadsheets, databases, and more. There are over 100 different services available for connection. The Mailchimp integration does everything you’d expect from a product like Klipfolio. It can pull the standard metrics from Mailchimp and import it into Klipfolio’s dashboard, giving your team access to data at a glance. However, with Klipfolio you can also create custom queries to specify unique data sets and time periods to pull from Mailchimp.

AgencyAnalytics

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Marketing or advertising agencies may be interested in integrations to help streamline their client reporting process. AgencyAnalytics helps agencies create analytics reports for clients about SEO, PPC ads, social media, email, reviews, and more. The software integrates with Mailchimp to automatically generate white-label reports about a client’s email performance. Instead of wasting hours each period creating reports about Mailchimp campaigns from scratch, AgencyAnalytics does it for you and sends them to clients with a click of a button.

Automate Your Sales and Marketing Process With the Right Mailchimp Integration

From capturing leads to measuring email marketing performance, there are Mailchimp integrations that can help automate almost every step of your marketing, sales, and analytics process. The only question is, which of these integrations will you take advantage of? For sales teams that are trying to get a more complete picture of who their leads are and which ones they can best help, an airtight lead qualification tool is key. Lead qualification sorts through the hundreds or thousands of people who visit your site after clicking through a Mailchimp email and tells you which ones are most poised to buy. LeadBoxer integrates with Mailchimp in seconds to accomplish this very thing. Request a free trial today.

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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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.

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:

 

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 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.

 

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