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How to optimize Lead Generation through Technology?
What are the best lead generation tools?
Lead generation is a complex activity that takes a lot of time, even at the best of times. So what can you do to save time and streamline the process?
Fortunately, there are several tools on the market that are designed to help you achieve this thanks to the emergence of SaaS products. For more information, check out our selection of tools or contact us for advice on the subject if you want a lot more details.
What is lead generation software?
Lead generation software is designed to make the experience as pleasant as possible.
Lead generation software is designed to automate the process as much as possible - from capturing leads (often from forms and landing pages created within the tool itself), to segmenting them based on predefined parameters, including the web pages they view, the content they download, and any other indicator that indicates their position in the sales funnel.
Almost any lead generation software can interface directly with a CRM, automatically adding new lead details without the need to enter them manually. Most can also integrate with social media accounts, ensuring optimal alignment across platforms.
Using lead generation software across your business can also contribute to improve communication, both within sales and marketing teams and across the company. If everyone has access to the same customer information and it's easily accessible at all times, this will help better align teams with overall business goals.
The automated nature of the software ensures that no time is wasted at any stage of the sales process. Coupled with increased communication and easy access to information, the sales cycle can be shortened, especially when combined with software that helps nurture prospects.
You will find more information in the articles dedicated to Growth Hacking but also at the Sales Enablement.
What types of tools are you going to need?
The list is not exhaustive because making a complete list of tools that will allow you to generate leads can become huge, which is why we created a selection in the GROWTH Toolbox that you can refer to.
Lead generation is a difficult process to complete, whether it's bringing potential customers to your website, then converting them into leads, or turning them into customers over time.
For this magic to work, you need to bring together the right set of lead generation tools.
The good news is that today, you are spoilt for choice. Lead generation tools come in all shapes and sizes, all of which meet your lead generation needs.
But where do you start? Which ones are right for you and how can you use them together to ensure an uninterrupted flow of quality leads that will explode your revenue and fuel your growth?
We've put together a comprehensive list of available tool categories to highlight each tool's options.
Conversion forms
Quickly create fun forms for your website. These tools generally have drag&drop editors to create forms of your choice and a choice. When someone fills out your form, you receive an email containing their response or launching specific processes thanks to the power of automation.
Popups
Whether you like them or not, popups are an indispensable tool for lead generation. Capture the email addresses of your prospects with a lead magnet offer when they leave your website, when they scroll your page to, or after a certain delay. It's easy and effective.
Landing Pages
Landing pages have their own URL so you can send traffic directly to them. They are very practical for offers and marketing campaigns because once the software is installed, you can create several pages without having to modify your website.
Visitor identification
Software offers the possibility of identifying companies that visit your website from their IP address, a very interesting function when you want to track visitors who return regularly and who visit some of your pages. Combined with an email marketing solution, it is possible to send them emails directly when they visit specific pages on your website (Registration, Prices, Services, etc.)
Email marketing
The return on investment in email marketing is particularly high, with a return of 44 euros for every euro spent. Additionally, on average, automated emails have a 70.5% higher open rate and a 152% higher click rate than traditional marketing emails.
That's why email marketing should be an integral part of your lead generation process.
Automation of Sales and Marketing actions
Sales and Marketing automation software combines new lead collection functions with email marketing automation and lead management functions.
These systems have traditionally been intended for businesses in order to increase lead generation and promote their development. Because they cover lead capture, follow-up, and email marketing, they can assess people based on a broad range of activities and provide information about lead maturity level and personality.
CRM
An important part of lead generation is managing your leads over time to track your interactions with them and make them evolve towards customer status.
Chat & Messaging
Chat and messaging have become a major tool in lead generation and management.
It is an immediate and, for many, preferred way to get quick answers to specific questions that your prospects ask while they are on your website.
Prospecting
Many of the tools we've looked at so far are inbound in nature, seeking to convert website visitors into leads and exploit them.
For many businesses, much of their sales lead generation is outbound in nature. It's about targeting organizations that could be good customers.
Social Networks & Communities
Being active and actively contributing on social media and communities can help create a sense of caring, demonstrate expertise, and attract prospects to your website.
Publicity
Lead generation advertising places a strong emphasis on identifying and making your ideal prospects visible.
The good news is that social media, in particular, can offer amazing targeting opportunities to ensure you're talking to the right audience.
Many ad networks also have retargeting capabilities that allow you to create campaigns that target people who have already visited your website, allowing you to create campaigns designed specifically to re-engage prospects.
Calendar and appointment booking
Make the process of setting up online or in-person meetings as easy and frictionless as possible by using online calendars. In addition, it is possible to automate numerous actions such as filling in your CRM automatically, sending emails, creating reminders, tasks, etc.
These all-in-one automation systems are designed to generate leads, convert them into customers without having to combine several tools and services, but also to save you from having to manage the connection between numerous applications.
The benefits of using lead generation software
There are numerous variants of lead generation software, and each tool offers numerous benefits because of what it can do for you, operating in different forms.
It attracts more visitors.
They use tactics like paid search and SEO best practices to get your content out to the right people.
It can help reduce your team's workload.
There are many factors that can slow down work processes, such as updating a prospect's contact details or any other manual task (entering information into the CRM, sending emails, looking for new prospects, extracting Linkedin, etc.)
Good lead generation software allows you to free up time-consuming and ROI-free time for your sales forces and offer them more time to sell.
It improves the quality of leads
A challenge faced by businesses around the world, lead generation software can help you attract qualified leads by allowing you to target your ideal customers—that is, leads that are further along in their buying journey and more ready to make a sale.
It ensures more effective lead management.
Some software alerts you when you get new leads, automates emails, and sends you reminders when it's time to contact a lead directly, all of these tasks are important to help you follow up on leads, but the timing should be right. Lead generation software helps you keep track of each prospect's schedule, to reduce the risk of forgetting and making mistakes.
This speeds up the sales process.
In the world we know, time is money. Automating all the steps required to win a business with lead generation software speeds up the sales process.
How to select the best lead generation tools for your business
Take the time to review your budget, team size, goals, and other factors when looking for which software to use. Many of these tools are available as free trials, so start testing them out.
Also, be sure to get feedback from your team. To limit your options and make the right decision about the tool you choose. Follow these easy steps:
- Set your budget and identify your lead generation goals.
- From this list, come up with a list of five tools you can afford that include features that will help you reach your goals.
- Target time-consuming tasks with no added value that could be automated to free up prolific time for your teams.
- Establish a ranking criterion to measure important aspects of each software, including ease of use, required integrations, reporting accuracy, and more.
- List the limits of the software in relation to the levels of paid plans (example: 1 hour per month, 3000 emails per month, etc.)
- List the number of licenses you will need per month for your team
- Designate team members who will use your lead generation tools to test each of the options, and ask them to use your scoring criteria.
- After the trial period, meet again and review each user's rating and feedback.
- Vote as a team and make your final decision.
- When you equip your team with the right lead generation tools, you're setting them up for success. The software that best fits your business will help you achieve sustainable global results and better adoption.
To go a little further, here are the rest of the articles on Lead Generation:
