Whether you sell to consumers or to businesses, if you're not using lead generation software, you could be wasting a lot of time. As businesses continue to get access to more customer data, the whole process of marketing and lead generation gets more tedious than before. According to a report by Marketing Charts, 17% of marketers spend 15+ hours a week on lead generation. That is a whole lot of time to be solely occupied by the lead generation process. Just think of all the things you can accomplish and work you can do within this time frame. Despite wasting so much time on lead generation, 63% of companies still think that lead generation is one of their top marketing challenges . In the old days, B2B salespeople generated leads by making cold calls or sending sales letters; B2C companies generated leads by advertising on TV, on the radio and in print publications. Today, however, lead generation has moved to the web, since most searches for products and services begin online. That's where lead generation software comes in.
Organizations can leverage on the low hanging fruits of the automated lead generation software. Lotus Analytics offers lead generation software tools that make a good addition to your business’s marketing and sales strategy. Let’s discuss why automated lead generation software is becoming an integral part of marketing
• Lead Generation Software Ensures More Leads In Lesser Time:
Generally, sales professionals have to go through the tedious chore of acquiring referrals, recommendations, visit seminars and trade shows, and more to generate leads. Then there’s a whole process of cold calling, which is so dreadful that sometimes it ends up being a painful experience for both the parties. On average a salesperson makes 8 dials per hour and prospects for 6.25 hours to set 1 appointment. Think of the all-time that you wasted which could be used for something more productive. And this is where lead generation software enter. These software tools generate leads automatically by processing a lot of important data and prospect’s actions. The beauty of lead generation software lies in their ability to accurately discern the actions and take into account how you are interacting with your customers. This helps you to focus on productive leads already generated by the software and meanwhile, the lead generation software will automatically nurture more leads.
• Lead generation software keep your data updated:
The most common problem inflicting the marketers is the overabundance of outdated and irrelevant data. First, the sales professionals spend ages in gathering data about their prospects, and after a few days only, it turns out that a lot has been changed because as the time goes on so much information may become irrelevant. Therefore, managing data is important
According to a research report:
75 businesses will change addresses
75 phone numbers change
30 company gets acquired or merged
30 new businesses are formed
20 CEOs leave their job
These constantly changing business atmosphere nullifies a huge amount of your data. And this is where lead generation software makes their presence known. Lead generation software can be integrated with your CRM and help you spend less time researching and mining your data, resulting in accurate data as well as saving up more time that can be spent on building more connections with decision makers.
• Lead generation software automatically nurtures the leads:
Unfortunately, many sales professionals inject maximum energy in generating leads while overlooking the importance of nurturing those leads. According to a report, 73% of all B2B leads are not sales-ready. If nothing else, this data at least articulate that sales professionals need to engage with those leads in a way or the other to move them down the sales funnel. This stat also indicates that the leads went cold somewhere after talking with you, before actually entering the buying funnel. These are the leads that sales professionals fail to re-engage with. So, a large majority of B2B leads are not ready for Sales. This is where lead generation software come into play. These automated lead generation software very efficiently track and score those leads that have the potential to later get converted into customers. With these software tools, it becomes easier to nurture unqualified and distinguish between casual leads and qualified leads.
• Lead generation software helps you in lead scoring:
Lead scoring is one of the most important assets of lead generation software. The whole process of going through all the information about the leads and then juxtapose it with your own customer profile to give each lead a score based upon their value can be very tiring. However, notwithstanding the difficulties and efforts, every effective sales professional strives hard to distinguish qualified leads and prospects from casual leads that are less likely to generate a sale. A lead generation software can make this arduous task a whole lot easier as they have the ability to score leads and keep track of all the information regarding the leads. The automated lead generation software not only helps to score leads but also automate the sales process, ensuring that leads are not ignored or forgotten. Plus, these software tools automates lead nurturing activities such as email campaigns and follow-ups resulting in an optimized sales cycle. Due to the automated process, sales reps can now focus more on well-qualified leads.
• Track Lead Source:
Lead generation software facilitates easy tracking of the leads along with the sources where leads came from. It is important to identify which marketing campaigns are working and which strategies need to be revamped. Therefore, lead source tracking is an essential feature in lead generation software. Lead generation software keeps your leads up-to-date in your integrated CRM software. And it’s a given that when information about the lead source is readily available, your sales and marketing teams can better tailor the message to meet the customer’s needs.
• Help You With Your Email Marketing Campaign:
Going through with your complete email marketing campaign is not easy by any means. It requires a lot of on your part, not to say a huge amount of your time. In fact, over 68% of companies spend a week (or more) on the production of just one email. So, assuming you produce around five emails at a time, just think of the time and energy you will be injecting into it. Even after you create the email, your email marketing is far from done. You still have a lot to do. For instance, you have to keep on sharing your newsletters, follow-up emails, and sales pitches. This is where automated lead generation software tools come into play. For one, they help you acquire your leads and their email address and other contact details. Moreover, they also provide in-built email templates and help you carry out your without intruding your precious time.
• Automate Your Content Promoting Schedule:
Hope you already know that writing a couple of blog posts isn’t enough. Nor sharing them on all social media channels. This won’t ever be enough. You have got to do a lot more to promote your content and make it reach the masses. You have to post them on your social media channels with attractive captions, statuses, and far-reaching hashtags. But coming up with varied posts is tedious, to say the least. This is why you should leverage automated lead generation software tools to help you promote all your content automatically and acquire more and more leads in return. Many of the automated lead generation software tools help you manage your content promotion schedule without any heavy lifting on your part.
• Help you monitor your CRM:
These lead generation software tools not only help you acquire leads, but they also optimize your data and declutter everything by managing your CRM. You can also build many custom processes without ever going through the hassle of learning to code. You can also link your customer relationship management (CRM) software with your social media platforms so as to streamline your social media marketing contacts and strategies. Most importantly, you can use these tools to analyze your online mentions. For instance, if someone provided some negative feedback about your brand, you can immediately follow-up with them and resolve their problem. Apart from this, these automated tools will you with your lead-flow process, customer reminders, streamlining the sales funnel and more.
• Target a larger audience using these lead generation software tools:
So, for now, you have a limited target audience. After all, it’s almost impossible to target a huge audience base manually. The lead generation software tools completely do away with this problem. With these automated and robust tools, you will never have to curb your expectations. The automated tools help you identify the verticals that align with your brand and then acquire their details quickly. After that, they help you follow-up with your leads and prospects, which will effectively send your marketing message across. Before anything, these tools help you identify your target audience to a huge scale. A lot of you may not realize, but not finding your target audience is a huge problem. In fact, 42% of startups fail because they are unable to find their target market. That’s where these lead generation software tools shine the most. Initially, they help you identify a huge market base for your brand, and then successfully help you to capture them.
Lotus Engage is state of the art lead generation software tool that requires minimum input while enabling maximum output. It allows you to optimize your sales process, automate lead generation and prioritize hot leads. In other words, you can focus on taking important and valuable actions (that you have full control over) instead of stressing out over outcomes (that you have no control over). You can keep track of all the data you need at your fingertips. Most importantly, you can focus your sales team’s skills and talents where they’re most impactful, with less pressure and better results. All this while moving fast and thereby simplifying your sales process.