Tracking the online behavior of customers and prospects is becoming increasingly important. This helps to understand who’s visiting a website, why they’re there, and how the organization can contact them. While understanding website behavior is vital, tracking emails is also essential. That is where an email tracking plugin comes into play. These tools can attach to a user’s email provider and track who opens a message, when they do so, and much more. LeadBoxer is happy to introduce their new, sophisticated Outlook email tracking plugin. Before giving it a try, it is important to understand how it works and the benefits it provides for organizations.
Keep reading, or use the following links to “jump” ahead:
The picture above is an example of how the tracking details appear in an Outlook account. The user can clearly see what email was opened, the time it was seen, and how many people viewed it.
This advanced tool can easily be downloaded to an Outlook account, giving instant access for improving lead generation efforts. That is not all; this sophisticated plugin also provides the following:
Aside from tracking who opens emails and when the LeadBoxer Outlook plugin also tracks link behavior. The tool understands what links are clicked on, allowing a business to learn more about its customers or prospects.
When an email link is clicked, users of the plugin are able to see which exact link was chosen. This may help to paint a clearer picture of the customer’s needs.
Auto-On or Off Capabilities
Users may wish to employ the Outlook email tracking plugin only at certain times. Luckily, this advanced tool allows teams to do this with ease.
Users can simply switch the plugin on or off, giving them complete control. Users can also schedule the add-in feature to automatically turn on or off at set times. This customization is very convenient and can make an organization much more efficient.
Automatic Lead Scoring
While the Outlook plugin brings many benefits, it also effectively integrates with Leadboxer’s other valuable tools. When a customer or prospect opens an email, LeadBoxer will determine if that user is a qualified lead. If they are, LeadBoxer will give them a lead score.
This Outlook email tracking add-in helps sales teams understand more about their customers and where they are in the sales funnel. It can help organizations learn more about the user’s interests, making it possible to strategically target prospects for further engagement.
Those who integrate this plugin also have the ability to see the website behavior of their email users. When someone clicks on an email link, it will take them to the organization’s website. This advanced tool then tracks everything the user does on the site, providing many valuable insights.
What is even more beneficial is that LeadBoxer will remember the website and email behavior over long periods of time.
For example, let’s say someone clicks on an email link and looks at a few site pages. Years later, they go to that same website for more browsing. LeadBoxer will remember every detail of the online behavior from both instances.
The lead generation platform will then use those valuable insights to determine qualified leads and understand more about customers. If a user ever returns back to the same website, LeadBoxer will track every move. This can provide extremely valuable analytics to help power lead generation efforts.
A tracking pixel usually comes in the form of a 1 pixel-by-1 pixel transparent image. This is then placed in the header, body, or footer of an email. When an email that contains the image is opened, the tracking pixel will load.
After the email has been seen, a message is sent to the server that indicates the action taken by the recipient. This is exactly how the process works for the LeadBoxer Outlook add-in. When the plugin is integrated, these tracking pixels are placed in every single email sent to customers.
While estimates show there are currently 3.9 billion daily email users worldwide, having an effective email marketing strategy is imperative. As technology has advanced greatly over the years, email tracking services are becoming more popular.
Here are a few benefits of utilizing an email tracking solution:
Email tracking provides users with many insights regarding their customers and prospects. These can be used to boost outreach efforts and cater to the specific needs of the user. Learning which emails are opened, what’s clicked on, and how the user maneuvers around a site can provide tons of useful insights.
One example of this involves a customer that opens up an email multiple times in one day. In this case, the organization may reach out to this user to see if they need any assistance. Chances are, they may be highly interested in buying a product or learning more.
Some email users get annoyed if a business continues to send them emails, even if they have never opened up a single one. Email tracking allows organizations to better understand how successful their emails really are.
If a recipient did not open up the first, chances are they will not view the follow-up emails. When email tracking is used, businesses can make smarter decisions about who should be on their email list. These details can also help businesses determine if changes should be made in their email development process.
The LeadBoxer Outlook plugin allows teams to work smarter than they ever have before. Instead of blindly sending emails to potential customers, this tool helps specify the best prospects to target.
A team within an organization may spend countless resources trying to reach potential customers. When they are unsuccessful, it can be difficult to understand the best course of action moving forward.
When email tracking software is integrated within a team, it provides more clarity on the success or failure of the group’s email strategy. If there is room for improvement, changes can be made to gain better results.
How Email Tracking Impacts Lead Generation
Lead generation is a hot topic for businesses around the globe. However, many businesses struggle to have the right strategy in place. That’s when leads drop and profits shrink.
Email tracking is geared towards powering lead generation efforts. It does this by providing valuable data for organizations to make faster and smarter decisions.
The LeadBoxer Outlook plugin offers a wide variety of details once a customer or prospect opens up an email.
With all of this data at the fingertips of the user, targeting customers or prospects becomes that much easier. Businesses can use these detailed metrics to build ads, adjust marketing campaigns, and execute lead generation strategies.
While some email tracking solutions limit the number of emails that can be tracked, that is not the case with LeadBoxer. Its Outlook plugin enables users to utilize this feature on each and every email they send. This means ample opportunities to gain more leads.
LeadBoxer’s email tracking Outlook solution provides users with an unlimited number of accounts. Whether an organization has two employees or two hundred, each and every person can utilize this plugin. This feature can also help drive more leads.
While LeadBoxer offers an exceptional email tracking plugin, they also provide many other incredible tools to help organizations succeed. Schedule a demo with LeadBoxer today to find the high-quality leads that drive business growth.
“We guarantee 100% privacy. Your information will not be shared.” All businesses pursuing leads through emails try to reassure their clients of the security of their email services. However, customer data security is not only different from data privacy. It’s also more complex as it involves the collection and processing of data along with its protection from unauthorized sources.
Read on to learn about data collection and customer data security, why they are necessary, and how LeadBoxer is helping you keep your customers’ data secure or “jump ahead” to the following subtopics:
Lead generation is an integral part of the sales process, and identifying quality leads is important. LeadBoxer has been using data-driven lead qualification for a number of years.
By collecting and analyzing tracking data from websites and emails, platforms such as LeadBoxer help you generate, identify, and follow up on promising leads by providing you with an individual lead score. This method of quantifying makes it much easier for you to evaluate the quality of leads.
Modern email marketing is automated with the help of tools that can be integrated with major platforms such as Gmail and Outlook. Tools such as a tracking pixel may be used to uncover data on who has opened your emails, or clicked on a link, or started drafting a reply.
Data may also be collected via other means, such as social media profiles, particularly LinkedIn. Intent data, including topic data and context data, is a useful up-and-coming indicator of a potential lead. Leads generally respond favorably to the first ones to approach them in a timely manner. That’s why LeadBoxer’s data collection and analysis tools are built for speed.
While data is not infallible, it highlights major trends and subsets in your potential leads. It also showcases which parts of your service are being more frequently used, which calls to action (CTAs) are working well, and which marketing strategies are most productive. In the modern, data-driven world, lead generation is more reliant on data collection than ever before.
With highly detailed data being collected on an unprecedented scale, customer data security is more important now than ever before.
What is Customer Data Security and Why is it Necessary?
Customer data security is the process of securing data against all forms of unauthorized access and corruption. This is done using a variety of techniques, including encryption, secure cloud storage, designated channels for data transfer, and more. In the case of email security, databases containing email tracking and other information are secured to prevent data breaches.
When a client hears the word “tracking”’ or approves of their data being collected and used by a business, they worry that their sensitive information might fall into the wrong hands. That’s because data can be misused in many ways.
If email data is made public, phishing and spamming agencies will begin harassing clients. Potentially even widening the data breach. Multiple online accounts can be compromised, intellectual property can be stolen or misappropriated. Or worse, data can be sold to the darker sides of society.
In order to prevent a data breach—which would lead to these scenarios—data security is necessary.
When talking about the importance of customer data security, trust is another aspect to consider. The entire sales process is based on building brand awareness and trust. A breach of security would cause a breach of trust, greatly hampering your brand image. In a study conducted by IBM in 2018, 78% of respondents in the US said a company’s ability to keep their data private was “extremely important.” You can also read about brand persona more.
Lastly, leaked data may be used by competitors in order to steal your clients, reversing all your hard work. Needless to say, data security is critical to the success of a data-reliant lead generation system.
Where Do Businesses Go Wrong?
Not Keeping Track of Access Permissions
Instances of multiple access permissions can cause confusion within an organization. In cases where employee turnover is high, former employees may still have access to data. All databases should be strictly monitored to reconfirm who has access. Access redundancy should be eliminated.
Not Being Aware of Internal Threats
In many cases, internal stakeholders may “betray” the company by initiating a data leak. It is important for an organization to assess and monitor those potential threats to customer data security. It is also important to educate all internal stakeholders about safe operating procedures, ensuring the security of emails, and the importance of keeping company and client data secure.
Not Knowing How to Respond to a Data Breach
Many organizations do not have the knowledge or experience to effectively react to a data breach. This aggravates the issue: it leaves data compromised for a longer period of time. And encourages data thieves to expose much more data than would normally be possible, painting the organization in a poor light.
In the event of a data breach:
Identify the source and the extent of the breach. When you have a proper security log, this task and improving security for the future will become easier.
Alert your breach task force so they begin work on containing the breach.
Test to ensure that the temporary fix is completely secure, and implement the fix on any similarly vulnerable systems.
Inform all concerned authorities and affected customers of the breach. Make sure you have complied with all applicable laws in this regard.
Work to recover customer trust and reduce the economic impact of the breach.
Not Accounting for Physical Factors
Software is not the only risk factor for data security. Companies should make sure that all hardware is protected against risks such as side-channel and Trojan attacks. They should further ensure that hardware is protected against environmental and physical hazards, to prevent data loss and corruption.
Not Caring or Knowing Enough About Customer Data Security
Hackers and others with malicious intent often pick out “easy” targets for attacks. When an organization doesn’t put in proper safeguards to protect customer data security, there may be backdoors into your network. Remove them as soon as possible.
Organizations should routinely scan all systems for malware that may create such weaknesses, and remove them. They should also routinely check for improper configurations and corrupted files that may create weaknesses in your network. It is also important to educate employees so that user errors are kept to a minimum.
Organizations with poor data security make themselves more vulnerable to multiple/consecutive attacks. Because hackers are more aware of the weaknesses in the system, and how to exploit them.
What are Good Personal Data Security Practices?
Maintaining Strong Passwords
Weak passwords are hackable, providing those with malicious intent an entry into the system. A strong password should include lowercase and uppercase letters, at least one numeral, and at least one permissible special character. Take care not to repeat passwords (often). If you have a poor memory or too many passwords, use a password manager.
Educate Yourself (and Others)
Make sure to know the best customer data security practices, to use them. And to help others in your professional network, particularly colleagues, with the process. It will help you and your organization.
Integrate good data practices into your daily life! Use a virtual private network (VPN) when possible. Don’t share secure data without checking for HTTPS or a security certificate. Don’t share sensitive information over public networks. And don’t leave yourself logged in to online accounts.
How LeadBoxer is Keeping Client Data Secure
LeadBoxer understands the potential risks of a data breach, and endeavors to keep your clients’ data secure. In accordance with this ideal, LeadBoxer’s lead generation process is fully GDPR compliant. GDPR, or General Data Protection Regulation, is a regulation agreed upon by the European Parliament, the Council of the European Union, and the European Commission. It applies to all companies who market to—and therefore collect the data of—citizens of the European Union, irrespective of where the company is based.
The regulation is stringent, ensuring that companies are transparent in their data privacy policies, and do their best to maintain data security. According to a 2018 survey by DMA, 62% of UK respondents felt more comfortable sharing their data once these laws were in place. General public response to the regulation is positive, and LeadBoxer’s compliance reflects a commitment to data and email security.
LeadBoxer provides a digitally secure, automated solution for data-based lead generation. Security of emails ensures that you are getting genuine clients and that your clients are protected. Alongside providing a secure system for your sales team, LeadBoxer is committed to maintaining customer data security and email security for you and your prospects.
As a sales team manager, you want to see your reps improve their close rates. This means more growth for the company and a more enjoyable work experience for your employees. The secret to making it a reality? Equipping your department with tools driven by artificial intelligence (AI).
This guide takes a deep dive into what sales AI is, how it aids your team’s success and 10 of the best software options for the job. Read on or jump ahead to these sections:
Your sales team deals with an immense amount of data, from prospects’ contact info, to what pages leads are visiting, to the number of emails they’ve received and opened. This is an essential part of sales enablement, or the process of supplying your team with info, tools, and training that help them close more deals.
This goldmine of data empowers your sales team by helping them identify, nurture, and convert more potential customers into clients. However, it’s impossible to make sense of it all without a little help.
That’s where artificial intelligence (AI) comes in. AI collects and processes mountains of data into actionable insights. This reduces the time reps spend on repetitive tasks or making unreliable judgments about prospects. It also increases close rates and the company’s profits.
3 Ways AI Improves Sales Enablement
If more leads for less effort is a priority for your business, you can’t afford to skip on AI-driven sales enablement. According to a study from Harvard Business Review, sales AI can increase leads by more than 50%, contribute to cost reductions of 40-60%, and reduce call times by 60-70%.
How exactly does it do this? There are three areas along your sales pipeline where AI can step in and optimize tasks.
It Identifies Ideal Leads
Gone are the days of having to search databases for possible leads, manually creating profiles in customer relations management (CRM) software, and deciding who to call or email first. AI turns what was once an imprecise, time-consuming task into an automated, data-driven process.
An AI-empowered sales tool can gather intelligence about the individuals and accounts actively engaging with your brand’s site or social media. It syncs and enriches their contact info and other details to your CRM platform, then analyzes each lead to determine which ones are most worth pursuing. This indication is often called a lead score, which is based on how closely an account matches your ideal customer profile and whether their behavior suggests an interest in your product.
It Automatically Nurtures Leads With Tailored Content
Your sales reps don’t have to guess which email or white paper leads are most interested in receiving. There are AI-backed software options that listen for signals from your prospects, such as clicking on a link, then emails them content relevant to that behavior.
It Tells You What Action Will Most Likely Convert a Lead
AI can do almost everything except hop on a call or step into a meeting with prospects. AI can, however, coach your sales team on how to close more deals. Some tools review the lead and offer insights on their communication styles and preferences. Other software options analyze the behaviors of sales reps, then provide feedback on what they can do to improve their close rate.
10 Top Tools for Sales AI
Here are the best software options to help you find the most qualified prospects, nurture them, and close the deal.
The first step to increasing your sales is knowing exactly to who you should devote your time and energy. LeadBoxer finds that info on autopilot. The platform aggregates tons of identifying and behavioral data about prospects and then calculates a lead score illustrating how likely they are to buy. With this insight, reps don’t waste any time trying to woo the wrong people.
LeadBoxer’s clear, intuitive interface makes it easy to get started right out of the box. Within minutes, you can see exactly which companies are visiting your website, how long they stick around, and what pages they’re checking out.
If you’re looking for a tried-and-true CRM with lead scoring capabilities, check out HubSpot Sales. This lightweight tool tracks visitors to your website and creates a comprehensive profile on each one. You’ll be able to see who’s interested in your product with little to no effort.
HubSpot Sales has several flexible and affordable pricing options. Small business owners will love starting for free, getting used to the product, and growing their company before ever whipping out a credit card.
Everstring hangs its hat on intent data or an indicator that someone is interested in the solution provided by your company. For example, if an individual is actively researching project management tools, Everstring will let you know. The platform is great for finding and reaching out to leads that might not have heard about your product yet.
A common complaint is Everstring can be a little tough to learn. Fortunately, the company provides training to get you up to speed.
Like Everstring, ZoomInfo supplies you with intent data about prospects, so you can know exactly who’s in the market for your products. ZoomInfo also automatically enriches contact info within your CRM, negating all the time reps would otherwise spend on confirming up-to-date email addresses or phone numbers.
Lead nurturing software keeps your prospects engaged with content that’s perfect for them, freeing up more time for sales reps.
SharpSpring is a tool that benefits your marketing and sales departments. It combines CRM with marketing automation, like sending personalized emails after a lead completes a particular action. The visual builder, like the one pictured above, allows your marketing department to create, see, and optimize journeys that turn more prospects into buyers with less lift from your sales team.
At $550 per month for a small business, SharpSpring is a bit on the pricier side. Fortunately, there are month-to-month plans and no long-term contracts are required.
Did your prospect book an appointment or download an ebook? Keap automatically follows-up with a personalized email sequence. In addition to lead nurturing features, the platform comes equipped with a CRM, lead capturing tools, invoicing, and payment processing. Plus, with plans starting at only $79 per month, it’s an affordable all-in-one option for many small businesses.
Marketo has long been an industry heavyweight and for good reason. The platform can provide personalized experiences for leads both on and offline. Whether someone is checking in for a live event or visiting your site, Marketo Engage follows up with email campaigns tailored to their behavior. It also targets them with custom ads and even pop-up messages sent to their phone.
The downside? At a starting price of $1,000 per month, Marketo is almost exclusively a large enterprise solution.
When it comes to making the sale, nothing beats a personal touch from a rep. Even for the sales in the future. These platforms increase the odds that they say the right thing at the right time.
Gong gives you data-driven insight into what’s happening with the market, your leads, and your sales team. Most alluring are the people intelligence features, which analyze reps’ calls and offer suggestions about how they can close more deals based on the behavior of the department’s highest-performing members.
If you think AI can’t replace an in-person sales coach, think again. With Gong, some customers report increasing close rates by 30% and deal sizes by 33%.
Crystal gives you a peek inside what makes your prospects tick. Do they prefer a little chit chat before diving into business? Are they more of a straight shooter? With Crystal, there’s no need to guess. Reps can adapt their calls and emails to perfectly fit every lead’s personality, ensuring the best conversation possible.
Sugar Sell, a product of SugarCRM, comes equipped with a sneaky, powerful feature called Sugar Hint. Simply input a name and email into the software and then sit back as it gathers data from social media, news, and business sources.
Sugar analyzes this info before offering insights like when to contact the lead and what message to give them. The platform claims to increase your team’s productivity by over 30%.
Turbocharge Your Sales Team’s Success With AI
Knowing exactly what your prospects are thinking can massively accelerate your pipeline. Thanks to sales AI, you don’t need a psychic or crystal ball to do it.
Looking to implement your first AI-empowered sales tool? Consider one that finds leads and ranks them according to their likelihood to buy. A steady supply of top-notch prospects is the first step to increasing profits.
LeadBoxer can help. The platform analyzes who’s visiting your site, then assigns them a lead score. Get started today with a free trial.
If you spend more of your time scouring the internet for leads than actually closing deals, consider adding lead capture pages to your marketing strategy. With lead capture pages, you can automatically populate your CRM with fresh, highly qualified prospects, letting you spend more time connecting with people and less time combing through lead databases.
Best of all, lead capture pages can be implemented quickly. With the right software and strategies, you can get a lead capture page up, running, and working for your business in no time. Before you know it, you’ll find new leads for your business without lifting a finger.
A lead capture page is an essential component of an inbound marketing strategy. Visitors usually land on the page after searching for business solutions or learning about your company through social media, blog posts, or search engines.
A lead capture page attracts potential customers by offering a free resource, such as a white paper, report, or trial of a product. In exchange, the prospect fills out a short form with their contact information. This supplies your sales team with a continual source of leads. Read more about SaaS free trial.
The info collected from a lead capture page is then uploaded to your CRM, becoming the foundation of any contact record in your sales pipeline. Once you’ve identified a lead, lead intelligence software can uncover additional details about a prospect, analyze how engaged they are, and offer insights into how to best communicate with that person.
How Lead Capture Pages Help Sales Teams
Between calling clients and closing deals, your salespeople are busy enough. Lead capture pages give them the freedom to focus on these high-touch tasks and understand their prospects better.
Find qualified leads on autopilot
An efficient lead capture page reduces the time your salespeople would otherwise spend trawling LinkedIn or contact databases for leads. It also automatically begins the qualification process, as leads who express interest in your offerings are likely to be more receptive than cold leads to communications from your sales team.
Gain insight into prospects
Manual lead generation can’t compare to the level of contact enrichment that lead capture pages help provide. Many programs that build and run lead capture pages can take the data submitted and use it as a launchpad to uncover tons of other details about leads. This gives your sales reps a greater understanding of who they’re selling to.
Score and prioritize leads
If members of your sales team often wonder which leads they should prioritize over others, a lead capture page can help. When used in tandem with lead scoring software, you can analyze the online behavior of leads captured from a web form and more accurately predict which ones are likely to buy. That way, sales reps know exactly who to focus their energy on and who they can pass on.
15 Lead Capture Page Software Options
Many tools and sales artificial intelligence tools too with lead capture page functions come packed with additional features that help you get more from your leads. These software options usually fall under one of three categories:
Lead capture page software with lead intelligence and nurturing
CRMs with lead capture page builders
Landing page builders
Lead Capture Page Software with Lead Intelligence and Nurturing
Act-On integrates with your CRM to help you attract, convert, nurture, and score leads with ease. Its web form builder tracks conversion rates and the source of form visits so you know which of your marketing efforts are working best.
Automatically starts sending drip campaigns to leads
Comes with features that help score leads based on their website activity, so sales reps know their level of engagement
Easier to use than direct competitors like Marketo
Incredibly feature-rich and on the pricier side, so it’s not feasible for many small and medium-sized businesses
Karta was designed as the most complete marketing and sales solution on the market. It touches almost every aspect of the customer journey, from letting you build lead capture pages to scoring and prioritizing leads for your sales team.
Includes lead tagging and scoring features
Doesn’t require integrations to manage all aspects of your business
Zoho CRM, one of the top-rated CRMs available, comes packed with features like web forms for lead generation. The tool can meet your customers at every stage of their lifecycle, from marketing to customer support.
Drag and drop web form builder makes it easy to launch lead capture pages in minutes
Multiple levels of billing is great for businesses that plan to scale up
The interface is so user-friendly, many customers claim not to need training before getting started
Customers report that importing and exporting leads sometimes leads to corrupted files
Emails generated by Zoho CRM can sometimes get sent to leads’ spam or blocked entirely
Instapage started as a dynamic landing page builder but has since transformed into an advertising conversion cloud. With Instapage, you have all the tools you need to optimize your advertising funnel and turn more leads into customers.
Create an entire advertising funnel to attract visitors to your web forms, then convert them into leads
Automates the process of creating multiple landing pages that match the messaging of your social media or search engine ads
Drag and drop landing page builder creates stunning lead capture pages with no coding required
Doesn’t integrate with email marketing platforms like ConvertKit, so you’ll need to find a workaround if you want to start automatically nurturing new leads from form submissions
Unbounce offers many of the same features as Instapage but at almost half the price. Small businesses that want to build unique lead capture pages to match all their ads will love Unbounce’s functionality and affordability.
Drag and drop builder lets you collaborate with team members and make edits in real-time
Lets you create pop-ups and sticky bars for even more lead capturing opportunities
Uses A/B testing to automatically optimize pages for the best conversions
The builder isn’t as intuitive as some of its competitors, so new users should expect a slight learning curve
Certain landing page features require additional coding
Mailchimp has long since upgraded from an email marketing tool to an all-in-one marketing platform, offering features like a landing page builder, conversion rate tracking, and even free domains.
Easy to integrate with almost any tool
Start building and hosting landing pages for freet
Its paid version is the most affordable of its competitors, making it ideal for small or new businesses
A landing page builder isn’t nearly as dynamic as others on this list
Limited segmentation ability
No plugin with Spotify
Cost: Mailchimp’s paid plans start at $9.99 per month.
Tips for Creating an Optimized Lead Capture Page
Not all lead capture pages are created equal. To maximize your conversions, there are certain best practices you should keep in mind when designing a form.
Limit the fields in the lead form
Having too many fields, especially ones that feel irrelevant or invasive, can lead many visitors to navigate away before they finish completing the form. The quicker a visitor can enter their info, the more likely they are to convert.
For example, visitors who want to sign up for a free trial of LeadBoxer only have to enter their email address to get started.
This is presumably so attendees can receive the link and a calendar reminder for the webinar. If Kinsta were to ask for less relevant information, such as company name or job title, visitors might be put off and leave the page before completing their registration.
Choose the right positioning for the lead form
There are three places you can position the lead capture form: above the fold, at the bottom of a page, or in a pop-up. Each has different benefits.
If the form is above the fold, that means you can see the form at the top of the page without having to scroll. This type of form is quick to grab a visitor’s attention and works best when used as a post-click landing page for a search engine or social media ad.
This method keeps visitors focused on the form, so they’re less likely to be distracted by other links or elements on the page before submitting their info.
The info collected through lead capture pages is sensitive enough to qualify as personal data under the General Data Protection Regulation (GDPR). The GDPR, which regulates the personal data of all European Union residents, requires that you disclose how and why the data is collected, as well as how you handle the data and dispose of it.
Generate Leads on Autopilot for Your Sales Team
Your B2B marketing strategy is incomplete without a lead capture page. A lead capture page is the simplest way to find and qualify prospects for your sales team, who can then redirect their energy on nurturing leads and closing deals. In the long run, this relatively inexpensive strategy can end up generating significant revenue for your company.
However, even if you follow all the tips and best practices for creating an optimized lead capture page, the page only works as well as the software you pair it with. With the right software, you’ll never have another high-quality lead slip through the cracks because of pipeline mismanagement. Your best bet is to use a lead intelligence tool that can take the info you collect from lead capture pages and turn into actionable data that helps you prioritize leads and convert them into customers with ease.
It’s no secret that to make sales, you need to know your individual prospects inside and out, from the size of their company to their most recent source of funding. However, gathering this data is time-consuming. Most sales reps are extremely busy communicating with their leads and working to close deals.
Meanwhile, sales intelligence tools automatically find and interpret this data so your reps don’t have to. With the right sales intelligence tools, your reps can focus more on delivering a better sales experience to prospective customers and less on data entry.
This guide offers an introduction to sales intelligence and a comparison of some of the most popular tools available. That is to say, with the right suite of tools, your team will be able to close more deals faster and with less data entry.
Sales intelligence involves gathering and analyzing information about prospective customers. As a result, sales reps can keep their pipelines filled with high-quality leads that are likely to close.
While a sales rep could do this manually by collecting data from social media, news outlets, lead capture pages, and company websites, in reality, the process is too time-consuming for this approach to be feasible.
That’s where sales intelligence tools come in. These tools automate the collection and interpretation of data, helping reps to:
Find potential new customers
Populate prospect records with details such as contact info, company size, and revenue
Qualify and rank leads according to their likelihood to buy
Update lead records so their data is always accurate
Gather relevant info from public sources like social media or news outlets
The Importance of Sales Intelligence
The main selling point for sales intelligence is its ability to streamline your workflow, therefore saving your team time and energy.
Moreover, without sales intelligence, reps can end up wasting time:
Searching for leads and accurate contact info
Pursuing leads with no real interest in buying
Passing up on prospects that actually want to hear from them
In short, with sales intelligence and sales AI, not only do reps know who they should contact, in addition, they’re already familiar with that company’s unique financial situation, any recent staffing changes, and other details that influence their pain points. As a result, reps can then refine their pitch to be sure they’re addressing each prospect’s most pressing needs.
UpLead is similar to Adapt or ZoomInfo. For instance, you can find verified contact info for leads, therefore enriching the records in your CRM.
Their database of 46 million contacts in 200+ countries makes it easy to get in touch with key players at target accounts
You can search for contacts and companies using over 50 different criteria. For example, location, management level, and revenue
Verifies email addresses in real-time, so you’re always getting the most accurate information right when you need it
Revenue levels are broad. However, you can filter for revenue in a range of $1m-$10m, but not $1m-$5m
Smaller database size than its competitors
Pricing: UpLead offers a free version or a basic plan that starts at $99 per month.
Accelerate Your Sales Process With Sales Intelligence Tools
To build a strong relationship with your prospects, most importantly you need the most up-to-date information about their company and its needs. Sales intelligence tools and customer data software automate the collection and interpretation of this data, letting sales reps focus on moments of actual connection.
However, not all sales intelligence tools are created equal. Some excel at finding accurate contact information, while others stand out in their ability to gather intent data and relevant news from media outlets.
None of this data is helpful if you don’t know which leads are most worth focusing your efforts on. In the end, sales intelligence tools with lead scoring or prioritization features and demand generation marketing strategies are perhaps best able to accelerate your pipeline and close more deals.
LeadBoxer does exactly that. With website visitor identification, record enrichment, online behavior tracking, and lead scoring, LeadBoxer can find and prioritize prospects on autopilot, putting sales reps closer than ever to the actual sale. Get started with a free trial today.
What if there was a way to know not only which leads were most likely to convert into customers, but also what you needed to do to guarantee the sale? The answer is lead enrichment. It’s about as close as you can get to know how to turn specific prospects into customers, without having a crystal ball.
What is lead enrichment and how do you incorporate it into your sales process and CDP software? This guide will cover all of that and more. By the end, you’ll know how to uncover lead details on autopilot so you can close more deals with ease.
To get started, keep reading or ”jump ahead” to these sections:
Lead enrichment is data that gives your sales team enhanced insight into a prospective customer. With this data, sales reps can better understand how qualified prospects are and how best to interact with them so they can close the deal.
Lead enrichment is often presented in a profile that gives sales reps an overview of the prospect.
Identifying info about individuals, such as job title, email address, and social media profiles
Firmographic info, like a company’s industry, location, and size
Lead behavior, like how often a lead visits your company’s website or engages with your email marketing
Lead personality info, which can give you guidance on how to engage with an individual
Basic Steps in Gathering Lead Enrichment Data
Lead enrichment is closely tied to lead generation and demand generation marketing. When you generate a new lead, you should also have systems in place that gather additional data to help you qualify and understand that lead in detail.
There are a few ways to generate and enrich new leads.
1. Capture with a form
With this method, prospective customers learn about your company through email, social media, or blog posts. Prospects then give some of their personal information in exchange for a special offer, such as a white paper, demo, or free trial of your product. Read more about how long should a SaaS free trial be.
Once submitted, this info is sent to the sales team’s customer relationship management (CRM) software, where it’s turned into a lead profile that’s already populated with several data points about the individual and the company he or she represents.
2. Search social media
Another way to find and learn more about leads is through social media. LinkedIn is oft-touted as an excellent source of B2B leads. There are several free and paid strategies for finding leads and enriching your data.
The most basic way to find and enrich leads with LinkedIn is to first create a list of companies that fit the profile of your ideal client. Then, search LinkedIn for those companies. Their profiles often include many relevant data points, such as company size and location. You can also zero in on the employees that most likely have the authority to buy your product.
After finding all this info, you’ll need to manually input the data into the lead’s profile within your CRM.
How to Automate Lead Enrichment
There are several tools available that automatically gather lead enrichment data and sync it with your CRM or other software. Determining which one is best for your business depends on the kind of data you want. Here are just a few to get you started.
LeadBoxer makes it possible to identify and enrich leads without capturing their data through a form. With LeadBoxer, you can identify visitors to your website who would otherwise remain anonymous, and then populate their profile with contact info.
LeadBoxer also records leads’ online behavior, such as how much time they spent on a certain webpage or what resources they’ve downloaded. This gives your team insight into what topics or pain points are most relevant to individual prospects.
To give your team even more of an edge, LeadBoxer scores leads so sales reps know exactly who is most likely to close. Your team will spend more time pursuing the most promising prospects and none of it chasing dead ends.
VisitorTrack is similar to LeadBoxer in that it can identify and track website visitors that would otherwise remain anonymous.
VisitorTrack further enriches leads with intent data. Intent data tells you whether or not a lead is in the market to buy a product like the one you offer. It works by tracking and analyzing certain context clues, like what kind of topics a lead has been searching for around the web.
Crystal is an app that tells you how to communicate with and pitch to a prospect. It works by gathering data about a prospect from their LinkedIn profile and around the web and then crafting clear dos and don’ts that are unique to that person.
If you want to walk into any conversation with a lead feeling confident about your communication style, Crystal is worth checking out.
CRMs and Lead Enrichment
It’s usually possible to integrate a separate lead enrichment software with your main CRM so that both tools automatically work together. However, if you prefer having an all-in-one system, consider using a CRM that comes equipped with needed features. These are just a few of the most popular choices.
HubSpot Sales is a CRM that lets you track and accelerate everyone in your sales pipeline. There are also several helpful features that uncover new leads and enrich the ones you have.
HubSpot can show you who is visiting your site, how often they visit, and what pages they’re most interested in. It also logs which emails they open and what links they click on. Predictive lead scoring then prioritizes the prospects that are most likely to become customers so sales reps can focus on the most high-quality leads.
Sugar Sell is a sales CRM solution from SugarCRM. The platform includes a feature called Sugar Hint, which automates lead enrichment.
Sugar Hint gathers data from social media, news, and business sources, and then automatically offers insight and intelligence within the platform. Sugar Hint can also give you actionable intel so you know to act when prospects are most engaged, open to upsell or cross-sell opportunities, or at risk of churning.
Freshsales is a CRM offered by Freshdesk. The platform comes with AI-based lead scoring and automatic profile enrichment.
With Freshsales, you no longer have to spend hours combing through LinkedIn for info or doing manual data entry. To enrich lead profiles, Freshsales digs into leads’ social media accounts and publicly-listed info, then saves the data for you.
Benefits of Automated Lead Enrichment
Automated lead enrichment increases the efficiency of your sales process in a few ways:
It reduces the time sales reps spend manually mining lead data on social media platforms or around the web
Lead scoring tells reps which leads to focus their time and energy on converting
Insights guide reps on when and how to interact with leads so they’re more likely to make the sale
All of these factors work together to increase your team’s productivity, and ultimately, your revenue.
Automated lead enrichment can also help improve your lead generation efforts. Without automated it, you may find yourself relying on lengthy lead generation forms like the Salesforce example shown earlier in this article. However, the longer the form, the more likely that some prospects will lose interest and leave the page before completing it.
If you’re using the right lead enrichment tool, you can shorten or in some cases forgo the form. LeadBoxer, for example, only requires an email before you can start a free trial.
Prospective customers can start using the product for less effort, and since they only have to submit their email, they’re less likely to become distracted or navigate away before submitting their info.
By attracting more leads and enriching their data later, you can further optimize your lead-to-conversion rate.
Start Using Lead Enrichment Today
There’s no doubt about it: lead enrichment can massively improve the efficiency of your sales process. If you want to close more deals faster and increase your revenue with less effort, it surely can help.
However, manual lead enrichment can be a time-consuming and inefficient process. The key to getting the most out of it is to use a tool that automatically mines as much data as possible, then gives you actionable insight into each prospect. The same goes for sales intelligence tools.
LeadBoxer can help. With LeadBoxer, you can identify anonymous website visitors or enrich profiles of existing leads with contact info, company details, and their online behavior. LeadBoxer then creates a score that tells you whether or not a lead is worth pursuing. Take it for a spin and try LeadBoxer for free today.