Lead Generation Software

Products in this category help automate the task of capturing, organizing and distributing lead data among the members of a sales team. These products usually come with a CRM database that stores lead data in an organized way, making it easier for sales managers to assign the right leads to the right salesperson. Lead generation software typically features the ability to create and set up lead capture forms on websites. Some products even allow for creating custom forms, contests and surveys. You can also use these products to segment lead data on the basis of demographics and referral sources. Other features to consider include the ability to capture leads from multiple channels, including social media, email and blogs; and the ability to identify quality leads.  Read the full software guide...

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What is Lead Generation Software?

Lead generation software is a solution that automates the capture and distribution process of lead data from various online channels. It has the ability to route the collected leads to sales and marketing teams so they nurture and convert leads into customers or clients.

This type of software helps automate the task of capturing, organizing and distributing lead data among sales teams. These products usually come with a CRM database that stores lead data in an organized way, making it easier for sales managers to assign leads to the right team member.

Lead generation software helps collect basic information about leads through sales funnels and web forms. Some platforms collect further information, including referral sources, affiliate links and behavioral information. For example, you can find out what web pages a prospect viewed or downloaded on your website.

Lead generation platforms often feature the ability to create customized web forms, surveys and content to capture data on potential leads. Some products provide a variety of customizable call-to-action templates that you can add to your website, blog or landing pages. Products that allow you to use pop-ups, slide-ins and hello bars are also available.

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Lead Generation

How To Choose Lead Generation Software

Businesses in many different industries will find value in using lead generation software, from software developers to SEO firms and graphic designers. All these companies require a solution to assist with marketing automation, lead capture, nurture and management.

There are two main types of buyers, B2B and B2C. Depending on which type your company falls under will decide the features and capabilities you should consider when choosing a product.

Business-to-business or B2B buyers

Business-to-business or B2B buyers are the type of buyers that essentially sell their products and/or services to other businesses. These companies cater to businesses rather than individual consumers. B2B purchasing decisions are generally made by more than one person, with decision-makers and stakeholders being involved in the decision-making process.

With that said, more careful and focused nurturing is required to convert this type of buyer. Remember, you’re trying to reach out and convince more than one person to get their organization to at least try your product and/or service. This means the lead generation software you choose should have the tools and the capabilities to allow you to optimize your lead management and conversion process to match the type of clients you’re dealing with.

Business-to-consumer or B2C buyers

Business-to-consumer buyers cater directly to consumers. The sales cycles of B2C companies are relatively short, meaning lead conversion occurs soon after the initial interaction. Unlike B2B buyers where a group of people, decision-makers and stakeholders, is often involved in the decision-making process, B2C buyers often deal with a single individual making the purchase.

In situations where leads are still hesitant to make the purchase or they don’t turn into buyers right away, lead generation software designed for B2C buyers may come with lead nurturing tools that enable them to provide enticing content like discount vouchers and other special offers to complete the lead conversion.

Regardless of whether you are a B2B or B2C buyer, there are a few key features you should consider when choosing your lead management and generation software. These are:

CRM integration

This feature allows the system to automatically capture and store lead data in your existing CRM database. This will give your sales and marketing teams the ability to leverage lead data for a wide variety of future campaigns and promotions based on the interests and behavior of your target customers.

Landing page builder

Landing pages and web forms are among the most popular and reliable means to generate leads. This particular feature allows your marketing and sales team to create custom web forms and professional-looking landing pages even without any coding experience. Most platforms in the market offer drag-and-drop functionality to make the creation process that much easier and less time-consuming.

Social media integration

The various social networking platforms available such as Facebook, Twitter, Instagram and LinkedIn are an invaluable resource of lead data for both B2C and B2B companies. Businesses of all sizes rely on social media for brand recognition and for capturing qualified leads.

Lead generation systems with the ability to integrate with different social platforms are essential if you’re looking for robust lead generation tools to incorporate into your existing sales and marketing solutions.

Lead segmentation

This feature allows you to categorize leads based on key factors such as demographics, referral source and behavior. The demographics mostly cover the job title and company size. Referral source refers to paid advertising and organic search lead capture. Behavior is all about the type of content the lead has obtained and the website path they have taken.

Lead assignment

This feature essentially assigns qualified leads to the right personnel within your organization. The whole process is based on user-defined filters. The lead data generation software will send out an alert to the sales team when a new prospect/lead is generated or captured.

Types Of Lead Generation Software

Lead generation software often includes many functions and capabilities designed to integrate with your CRM platform and/or email marketing system or working as a standalone system with their own lead nurturing capabilities.

Many of these platforms may be incorporated into a single package, while others can come as a standalone product that you use alongside your sales and marketing systems to help increase your effectiveness in finding more qualified leads.

Lead data collection

This type of platform utilizes AI-powered software to identify and collect contact information such as the company name, email addresses, phone number and even the job title of website visitors. This automation process can be ideal for businesses that wish to crawl large amounts of data.

Form and email collection

This type of lead generation tool focuses on collecting emails through sales funnels, forms and surveys on your website or on a landing page. You can use such tools to build your own mailing list, which then allows you to do drip campaigns and promote your products and/or services through newsletters, content promotion and other email marketing strategies.

Landing page creation and capture

These lead generation tools are ideal for any marketing or sales team wanting to create custom landing pages and engaging lead capture forms on their main website.

This is a must-have if you want to gather more qualified leads by enticing website visitors to sign up for special offers, email newsletters, free eBooks, demo requests and maybe even sales calls in exchange for special discounts or gift cards.

Comprehensive marketing automation

This type of software is an all-in-one marketing and automation software that helps eliminate the complexities normally associated with integrating multiple programs into a centralized system. This includes your email marketing solution, your landing page creation tool, popup builder, real-time email tracker and email address finder.

Social media

Social media is one of the most crucial factors in any sales and marketing endeavor, including lead generation. Many companies invest in social media-based lead generation platforms to help find prospects/leads on platforms like Twitter, Facebook, Instagram and LinkedIn. This is also why this type of software is among the most popular and widely used in lead management.

Email lookup and follow-up

Email lookup tools allow you to automatically find an individual’s or company’s listed email address. Email follow-up tools, on the other hand, are what you would normally use if you’re doing a lot of cold email outreach or if you’re implementing a sales and marketing strategy that requires more than usual follow-ups with prospects.

Both email lookup and follow-up tools will help you keep your email marketing and outreach efforts in order.

Lead generation software as a module

In addition to the main functions, features and capabilities, lead generation software may also be categorized based on the deployment method. There are lead generation tools offered as a feature of lead management platforms.

This is ideal for SMBs and B2B companies requiring a more comprehensive and robust software solution not just to generate leads but also to manage and nurture them throughout their lifecycle.

Some lead generation solutions are offered as a premise-based or on-premise platform. This means the software is hosted on your local server. You will need to make a one-time licensing purchase to be able to use the product and all of its features.

Another deployment option is through software-as-a-service or SaaS. This normally involves monthly payments made to the vendor or service provider that hosts the lead data generation software on their own servers. You don’t need to install, update or maintain the system as it is all done by the vendor automatically.

Most solutions are SaaS and cloud-based products, meaning they are hosted by the vendor via the cloud. System updates and maintenance are covered by the service provider and you don’t need to install any program into your system. You can access the service by logging into a client portal on your web browser or via mobile app, making this deployment option the most versatile and widely accessible to users.

Benefits Of Lead Generation Software

With the right lead generation software, your business can generate more qualified leads and convert them in the most efficient way possible.

Finding quality leads is where this type of software brings the most benefits, including:

Close more leads

Apart from finding more quality leads, robust and feature-rich lead generation platforms will also help you close more sales in record time. The time you invest in each lead, from initial contact to the moment of conversion is critical, especially for small businesses that can’t afford to waste any time on leads that have very little potential for conversion.

The solution provides a better sales pipeline and funnel for generated leads and ensures the client or customer is engaged at every step of the journey

Process automation

Lead generation software can automate the entire process, from generation to segmentation to follow-up for your entire team. This way, the whole lead management process is made more efficient and significantly accelerated. You waste little to no time on weaker leads.

As time-consuming tasks are automated, it gives sales and marketing teams more time to focus on finding, nurturing and closing potential leads.

Better lead management and funnels

Lead generation software isn’t just about generating leads. This type of platform also assists with enhanced lead management. The lead follow-up function allows you or your sales team to follow up on significant leads. The more leads you generate, the harder it becomes to manage them, especially those qualified leads with the greatest potential for conversion.

The software assists with this and ensures that information is displayed concisely and everything that you need is available to you on the platform. A lead generation solution will also ensure that you and your team remain focused on what is important and that you never drop the ball when it comes to managing valued leads.

Lead generation software can help businesses of all sizes capture and distribution process of lead data from various online channels. It has the ability to route the collected leads to sales and marketing teams so they nurture and convert leads into customers or clients.

It can help automate the task of capturing, organizing and distributing lead data among sales teams and make it easier for sales teams to assign leads to the right team member.

Common Features of Lead Generation

A/B Testing Run split tests for websites, emails, ads and more by serving different versions of the content to different users.
API Application Programming Interfaces (APIs) are programmatic intersections with external products or platforms that allow for custom integrations with your own solutions or other solutions you are using.
Audience Targeting Allows for audience segmentation, generally to tailor marketing or advertising messages to target specific user groups.
Calendar Management Manage and update calendars for scheduling or consolidation of events across teams, departments or business functions.
Call Disposition Track the result of calls within call center software.
Call Recording Record telephone calls and other audio sources.
Call Tracking Track which of your online and offline marketing efforts are successfully generating calls.
Click-to-Dial Dial telephone numbers with one click.
Contact Management Manage large amounts of personal or business contacts in a centralized system.
Contact Sharing Share contacts across teams or platforms to give access to others or to migrate address books across different systems.
Customer Management Manage customer databases and/or track outstanding shipments, payments and more.
Dashboard Dashboards are digital interfaces commonly used to visualise data or give quick access to important features and functions of online platforms. They often serve as an overview gateway in software applications.
Data Export Exporting functionality can be used to streamline the migration of data sets and information across systems, platforms or applications.
Data Import Importing functionality allows you to use data sets from other systems or platforms to cut down on data entry requirements or to more easily migrate records from similar applications you have used in the past.
Data Visualization Data visualization features render a visual interpretation of data sets through the use of charts, infographics and other visual cues generally in form of a reporting dashboard.
Email Integration Integration with email clients or providers to create and send emails as well as view received emails within an application.
External Integrations Integrations with other software products or platforms to improve efficiency and compatibility across systems.
Forecasting Forecast upcoming expenses, sales, revenue, user levels, etc. through the use of predictive methods and past data.
Google Apps Integration Integration with the G Suite, including Gmail, Google Docs, Google Sheets, Google Calendar, etc.
Inventory Tracking Stay on top of inventory levels, to manage the storing, reordering or production of stock items.
Lead Management Manage business leads to improve sales outreach processes or stay on top of prospect inquiries.
Lead Scoring Manually or automatically assign quality scores to business leads to target / segment sales outreach efforts.
Marketing Automation Automate marketing processes, such as outreach emails, customer engagement, chat replies through the use of chatbots and others.
Multi-User Supports more than just one user account and generally allows for collaboration with colleagues.
Notifications Includes notification support and sends you alerts with information on important events and other time sensitive instances. For example through push notifications on mobile phones or email notifications.
Referral Tracking Track contact-, user- or visitor- referrals from advertising networks, other websites, business partners and other channels for intelligence, revenue sharing or similar purposes.
Sales Motivator Gamification or motivation features within sales and CRM software to increase sales performance.
Scheduling Schedule tasks, resources, appointments, payments, communications, etc.
Social-Media Integration Integration support with social media platforms, such as Facebook, Twitter, Instagram, Tumblr and others.
Softphone Similarly to VOIP, Softphone features allow you to make calls via the internet.
Third-Party Plugins/Add-Ons Offers additional features or integrations built by third-party developers in form of plugins or add-ons.
Travel Management Manage travel plans and expenses for employees, prospects or potential recruits through a central environment.

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