What is Lead Generation Software?



Hands up who would like to automate the capture, segmentation and nurture of new business leads? Keeping new customers rolling in and sky rocketing your business growth…

I think we all would and it’s certainly a noble aim for a piece of software.

But what exactly does lead generation software do?

You see there are a few ways in which you can generate leads for your business, and it’s important to decide whether your lead generation software should just cover the initial conversion from an anonymous website visitor to a lead? Or should it allow you to manage and nurture your leads over time?

Given that nurtured leads produce a 20% increase in sales opportunities and businesses who nurture leads make 50% more sales at a cost 33% less than non-nurtured prospects. We are of the opinion that nurturing is an important part of the lead generation process.

Given the importance of keeping track of, and managing your interactions with leads to put together a robust lead generation process for turning your website visitors into customers you’ll need a few components:

1. Lead Capture

These are the landing pages, website popups, web forms etc that you’ll use to offer lead magnet incentives for your website visitors to convert.

2. Lead Nurture

These are the email nurture sequences, lead scoring and marketing automations based upon your leads behaviour that allow you to guide them towards becoming a customer.

3. Lead Management

This is the single view of your lead that pulls together their activity and scores them, organising and making use of the qualification information they have shared on forms and landing pages. To allow you to manage your leads more effectively.

These components could be a combination of 3 or 4 separate services integrated together to pass information around and allow you to create your lead generation process. Or you could remortgage and go in for a big old marketing automation system.

We thought there should be another way.

We wanted lead generation software that could handle lead capture, nurturing and management. All in one place. Without breaking the bank.

So we built Jumplead.

Show and tell time

We’ve always wanted to remove barriers and connect with our website visitors as effectively as possible, which is why we built in live chat and messaging.

Everyone is different and each of your visitors has their own unique questions and needs. Ignoring this made no sense to us.

We wanted to be able to help and guide people, and with one eye on lead generation we gave visitors the option to add their details (to receive an off line response when you’re not available), adding them as a contact you can message directly.

Dashboard

The Dashboard combines top level information covering how many visitors you’ve had to your website, your overall conversion rate and the open rate of your emails. This gives you a quick heads up on how well you are generating traffic, converting it and engaging with your leads.

We are big fans of being in the right place at the right time which is why we show which leads and prospect organisations are currently online on a big map of the world.

Clicking on a particular lead takes you to the Messages section where you can offer pro-active chat help, or answer incoming chat conversations.

The Messages section is a shared inbox where you can manage conversations, whether they are online or offline. (Offine conversations are sent as emails and you can add your own signature file in the Settings.)

Part of the CRM functionality that comes with Jumplead is the ability to create and manage tasks, allowing you to set reminders and manage keeping on top of your leads.

If you have any overdue tasks, they’ll pop up on the Dashboard to grab your attention.

At the bottom of the Dashboard is a quick view of how many leads are in each of your sales funnel stages.

Lead Activity Reporting

The activity section details real time lead activity.

The Prospects tab combines information on your leads that have converted on your conversion forms, pop ups and landing pages with what we call prospect organisations that are identified by their IP address.

Returning leads are always of interest, and prospect organisations can be of interest from a B2B perspective as you can identify interest within target organisations.

One really useful tool in the activity section is the Activity Stream feature, which allows you to create an ongoing filtered view of your lead activity based upon individual page visits, viewing sections of your website that might relate to unique products or services or even their geographic location.

Activity Streams can also be used to trigger Automation Workflows, so you might set up a notification to go to your sales team when a lead views your pricing page for example.

Or you could add a tag if they view a certain product range to allow you to segment your leads by their interests or behaviour.

If you are active on Twitter, you might also like to save a persistent Twitter search to highlight any conversation you might want to engage with, either on your brand, products or industry.

Contacts - Lead Management

Whenever a lead converts on one of your Jumplead landing pages, conversion forms, or pop ups they are saved into the contacts section. You can also import your existing contacts to work with.

Each contact has a profile page that collates the information they share with you as you qualify them across forms and landing pages.

You can add any custom contact fields you wish to use for your contacts into the Settings within the Contacts section, these are then automatically available for you to drag into your Landing pages and Conversion forms and Pop ups.

These Custom contact fields are also available for you to use to help segment your contacts for the email campaigns you send from Jumplead.

From the Settings in the contacts section you can also fine tune the lead scoring you want to use to help gauge your lead’s qualification levels, setting the scores you want to use for lead activity and the rate at which you’d like their scores to decay over time.

GDPR privacy consent categories can also be created in the Contacts Settings area, these are then available as tick boxes for you to drag into your forms and landing pages, as well as being available to segment your leads by for marketing campaigns.

The profile page for each contact contains a complete view of your interactions with them.

From top level information covering their contact details, lead score, local time and ‘first seen’, ‘last seen’ information to show how and when they found you.

The Activity tab is a complete record of your leads interactions with you.

The Notes tab allows you to add any information you want to the contact’s record.

The Chat tab automatically captures any chat conversation you have had with your lead.

Privacy Consents is a manageable record of the communication consents your contact has provided.

The right hand column stores all of the other CRM information that has been captured including custom contact field info from your conversion forms and landing pages.

On the main Contacts page you can use the filter options on the right hand side to create specific segments of your contacts for use in email campaigns. Saving your segments here makes them automatically available to send your emails to.

You can also select specific contacts to manually enrol them in a Workflow.

Stages - Your Sales Funnel

The Stages section is where you can create the unique sales stages that relate to your own nurturing process and manage the contact that move through them.

You can create ‘sub stages’ to keep leads of different types organised together, and the stages and sub stages you create are available as segmentation criteria for your Contacts.

The stages section also gives you a clear view as to how your leads are progressing though your sales stages, and where you might need to focus marketing effort in order to progress your leads to sales.

Conversion forms and Landing pages

The Conversion section is where you can build and manage the embedded forms, pop ups, and landing pages you use to convert and nurture your leads.

Both Conversion forms and landing pages are organised into Goal groups to help keep related forms and pages together.

Conversion forms can be created as an embedded form or as a pop up overlay, they can also have multiple steps to allow you to break down larger forms into manageable steps increasing conversion rates.

Completion of each step triggers the next step, so you can have an embedded form that replaces itself with the next step in your page. Or you could have an embedded form that then triggers an overlay step, for example as a pop up ‘Thank you’ message.

If you create a Pop up for your form you have the options of exit intent, time on page, scroll percent or even being triggered by Javascript in your page.

Both landing pages and conversion forms have a drag and drop builder to allow you to visually build your pages and forms.

Any custom contact fields you have created for you contacts as well as your GDPR privacy consent widgets are available automatically for you to drag into the page, you can also easily add any custom tracking code such as Facebook pixels or Google tracking code.

As part of the setup wizard you have the option of triggering a Workflow to start a marketing automation sequence directly from your landing page or form.

So if you have Workflows to nurture your leads with multi step email campaigns, stage changes, lead score changes etc. They are easily triggered as part of your set up.

Emails - Email Marketing Automation

Build and edit your library of emails using a drag and drop email builder, there is a range of designs to start you off and the easy to use editor give you complete visual design control.

You can create and use Email groups to keep your email designs organised.

The emails you build here are available to send as a Broadcast to one of your saved contact segments and to include as a step in any Automation Workflows you build in the Automations section.

Any emails you create are subsequently available on the ‘My design’ tab of the template selection step in the set up wizard.

The Broadcasts tab allows you to pick one of your emails and send it to a contacts segment, you simply add your subject and from name and the authenticated email address you wish to use. Then choose your segment and optionally schedule it to send at a future date and time.

Once you’ve sent your Broadcast a Send Activity Report is available that details Deliveries, Opens, Clicks, Unsubscribes and Hard bounces.

Emails and their subject lines can include merge tags for customisation on a per contact basis.

You can add multiple email addresses and sending domains from the Settings section, where you can grab SPF and DKIM settings to authenticate Jumplead to send email on your behalf.

Automations - Marketing Automation

The Automations section is where you add any marketing automation workflows designed to nurture your leads with intelligent email campaigns, automate activity reporting, change stages and lead scores, or even send sales team notifications when a highly engaged lead returns.

Whatever you need to do to nurture and qualify your leads.

When you create a Workflow you can set it to run multiple times or only once, depending upon how you wish to use it.

In the Workflows tab you will find a visual flowchart builder to allow you to quickly put together powerful automation campaigns.

The first step is to add a Trigger which will start the Workflow, you might choose an existing Jumplead conversion form, pop up or landing page.

Options include:

  • An activity stream, for example if a lead visits your pricing page.
  • Conversion form or Landing page completion.
  • Email opened.
  • Lead score change, for example if a lead score goes over a certain value.
  • Stage changed.
  • Tag added.
  • Tag removed.

You can have multiple triggers for your Workflows so that they are quite flexible in how they can be used.

Once you have defined how you want your Workflow to start you can then add any steps you’d like your lead to go through when they are enrolled in the Workflow.

Actions include:

  • Add a contact Tag
  • Remove a contact Tag
  • Change Stage
  • Change Lead Score

  • Send an email

  • Split branch based upon and email open or click

  • Pause, for a specific amount of time

  • Schedule, wait until a specific date and time
  • Wait until condition
  • Issue a Notification email, for example for a form completion.
  • Start a Workflow
  • Stop a Workflow
  • Goto another Workflow branch.

Workflows are super flexible and can be used in a wide range of ways to do everything from creating a multi-step email nurture campaign that resends unopened emails over a period of time trying different subject lines, to alerting your sales team of engaged leads with a high lead score.

From the Activity tab in Workflows you can see all of the latest contacts that are entering your Workflows and filter down to a specific Workflow level.

Analytics

The Analytics section provides detail on how your leads are moving from stage to stage over time, as well as top level information on web form and landing page conversion rates, open rates for your campaigns etc.

There’s a range of information in the analytics section from website traffic reporting to traffic sources and even reporting on which leads came in on which UTM tracked campaign.

Integrations

We integrate with Zapier and have a wide range of recipes to get you up to speed fast when integrating Jumplead with other Zapier enabled business apps.

From syncing contacts between Jumplead and an existing CRM system to automatically adding contacts created on third party forms Zapier is a flexible way to do it.

For anyone using WordPress we have a WordPress Plugin that automatically integrates Jumplead tracking and enables the use of shortcodes when adding Jumplead embedded forms to your website.

Conclusion

So that’s our take on what lead generation software is and what it should do.

From a range of ways to capture leads spanning live chat, embedded forms, pop ups and landing pages. To powerful automation Workflows that enable everything from lead nurturing to scoring and sales team enablement. All held together with an onboard CRM that tracks and manages your interactions with your leads, scoring, segmenting and keeping you in control.

This is what we think lead generation software should be. We hope you agree.

Let us know your thoughts in the comments. :)

Hands up who would like to automate the capture, segmentation and nurture of new business leads? Keeping new customers rolling in and sky rocketing your business growth…

I think we all would and it’s certainly a noble aim for a piece of software.

But what exactly does lead generation software do?

You see there are a few ways in which you can generate leads for your business, and it’s important to decide whether your lead generation software should just cover the initial conversion from an anonymous website visitor to a lead? Or should it allow you to manage and nurture your leads over time?

Given that nurtured leads produce a 20% increase in sales opportunities and businesses who nurture leads make 50% more sales at a cost 33% less than non-nurtured prospects. We are of the opinion that nurturing is an important part of the lead generation process.

Given the importance of keeping track of, and managing your interactions with leads to put together a robust lead generation process for turning your website visitors into customers you’ll need a few components:

1. Lead Capture

These are the landing pages, website popups, web forms etc that you’ll use to offer lead magnet incentives for your website visitors to convert.

2. Lead Nurture

These are the email nurture sequences, lead scoring and marketing automations based upon your leads behaviour that allow you to guide them towards becoming a customer.

3. Lead Management

This is the single view of your lead that pulls together their activity and scores them, organising and making use of the qualification information they have shared on forms and landing pages. To allow you to manage your leads more effectively.

These components could be a combination of 3 or 4 separate services integrated together to pass information around and allow you to create your lead generation process. Or you could remortgage and go in for a big old marketing automation system.

We thought there should be another way.

We wanted lead generation software that could handle lead capture, nurturing and management. All in one place. Without breaking the bank.

So we built Jumplead.

Show and tell time

We’ve always wanted to remove barriers and connect with our website visitors as effectively as possible, which is why we built in live chat and messaging.

Everyone is different and each of your visitors has their own unique questions and needs. Ignoring this made no sense to us.

We wanted to be able to help and guide people, and with one eye on lead generation we gave visitors the option to add their details (to receive an off line response when you’re not available), adding them as a contact you can message directly.

Dashboard

The Dashboard combines top level information covering how many visitors you’ve had to your website, your overall conversion rate and the open rate of your emails. This gives you a quick heads up on how well you are generating traffic, converting it and engaging with your leads.

We are big fans of being in the right place at the right time which is why we show which leads and prospect organisations are currently online on a big map of the world.

Clicking on a particular lead takes you to the Messages section where you can offer pro-active chat help, or answer incoming chat conversations.

The Messages section is a shared inbox where you can manage conversations, whether they are online or offline. (Offine conversations are sent as emails and you can add your own signature file in the Settings.)

Part of the CRM functionality that comes with Jumplead is the ability to create and manage tasks, allowing you to set reminders and manage keeping on top of your leads.

If you have any overdue tasks, they’ll pop up on the Dashboard to grab your attention.

At the bottom of the Dashboard is a quick view of how many leads are in each of your sales funnel stages.

Lead Activity Reporting

The activity section details real time lead activity.

The Prospects tab combines information on your leads that have converted on your conversion forms, pop ups and landing pages with what we call prospect organisations that are identified by their IP address.

Returning leads are always of interest, and prospect organisations can be of interest from a B2B perspective as you can identify interest within target organisations.

One really useful tool in the activity section is the Activity Stream feature, which allows you to create an ongoing filtered view of your lead activity based upon individual page visits, viewing sections of your website that might relate to unique products or services or even their geographic location.

Activity Streams can also be used to trigger Automation Workflows, so you might set up a notification to go to your sales team when a lead views your pricing page for example.

Or you could add a tag if they view a certain product range to allow you to segment your leads by their interests or behaviour.

If you are active on Twitter, you might also like to save a persistent Twitter search to highlight any conversation you might want to engage with, either on your brand, products or industry.

Contacts - Lead Management

Whenever a lead converts on one of your Jumplead landing pages, conversion forms, or pop ups they are saved into the contacts section. You can also import your existing contacts to work with.

Each contact has a profile page that collates the information they share with you as you qualify them across forms and landing pages.

You can add any custom contact fields you wish to use for your contacts into the Settings within the Contacts section, these are then automatically available for you to drag into your Landing pages and Conversion forms and Pop ups.

These Custom contact fields are also available for you to use to help segment your contacts for the email campaigns you send from Jumplead.

From the Settings in the contacts section you can also fine tune the lead scoring you want to use to help gauge your lead’s qualification levels, setting the scores you want to use for lead activity and the rate at which you’d like their scores to decay over time.

GDPR privacy consent categories can also be created in the Contacts Settings area, these are then available as tick boxes for you to drag into your forms and landing pages, as well as being available to segment your leads by for marketing campaigns.

The profile page for each contact contains a complete view of your interactions with them.

From top level information covering their contact details, lead score, local time and ‘first seen’, ‘last seen’ information to show how and when they found you.

The Activity tab is a complete record of your leads interactions with you.

The Notes tab allows you to add any information you want to the contact’s record.

The Chat tab automatically captures any chat conversation you have had with your lead.

Privacy Consents is a manageable record of the communication consents your contact has provided.

The right hand column stores all of the other CRM information that has been captured including custom contact field info from your conversion forms and landing pages.

On the main Contacts page you can use the filter options on the right hand side to create specific segments of your contacts for use in email campaigns. Saving your segments here makes them automatically available to send your emails to.

You can also select specific contacts to manually enrol them in a Workflow.

Stages - Your Sales Funnel

The Stages section is where you can create the unique sales stages that relate to your own nurturing process and manage the contact that move through them.

You can create ‘sub stages’ to keep leads of different types organised together, and the stages and sub stages you create are available as segmentation criteria for your Contacts.

The stages section also gives you a clear view as to how your leads are progressing though your sales stages, and where you might need to focus marketing effort in order to progress your leads to sales.

Conversion forms and Landing pages

The Conversion section is where you can build and manage the embedded forms, pop ups, and landing pages you use to convert and nurture your leads.

Both Conversion forms and landing pages are organised into Goal groups to help keep related forms and pages together.

Conversion forms can be created as an embedded form or as a pop up overlay, they can also have multiple steps to allow you to break down larger forms into manageable steps increasing conversion rates.

Completion of each step triggers the next step, so you can have an embedded form that replaces itself with the next step in your page. Or you could have an embedded form that then triggers an overlay step, for example as a pop up ‘Thank you’ message.

If you create a Pop up for your form you have the options of exit intent, time on page, scroll percent or even being triggered by Javascript in your page.

Both landing pages and conversion forms have a drag and drop builder to allow you to visually build your pages and forms.

Any custom contact fields you have created for you contacts as well as your GDPR privacy consent widgets are available automatically for you to drag into the page, you can also easily add any custom tracking code such as Facebook pixels or Google tracking code.

As part of the setup wizard you have the option of triggering a Workflow to start a marketing automation sequence directly from your landing page or form.

So if you have Workflows to nurture your leads with multi step email campaigns, stage changes, lead score changes etc. They are easily triggered as part of your set up.

Emails - Email Marketing Automation

Build and edit your library of emails using a drag and drop email builder, there is a range of designs to start you off and the easy to use editor give you complete visual design control.

You can create and use Email groups to keep your email designs organised.

The emails you build here are available to send as a Broadcast to one of your saved contact segments and to include as a step in any Automation Workflows you build in the Automations section.

Any emails you create are subsequently available on the ‘My design’ tab of the template selection step in the set up wizard.

The Broadcasts tab allows you to pick one of your emails and send it to a contacts segment, you simply add your subject and from name and the authenticated email address you wish to use. Then choose your segment and optionally schedule it to send at a future date and time.

Once you’ve sent your Broadcast a Send Activity Report is available that details Deliveries, Opens, Clicks, Unsubscribes and Hard bounces.

Emails and their subject lines can include merge tags for customisation on a per contact basis.

You can add multiple email addresses and sending domains from the Settings section, where you can grab SPF and DKIM settings to authenticate Jumplead to send email on your behalf.

Automations - Marketing Automation

The Automations section is where you add any marketing automation workflows designed to nurture your leads with intelligent email campaigns, automate activity reporting, change stages and lead scores, or even send sales team notifications when a highly engaged lead returns.

Whatever you need to do to nurture and qualify your leads.

When you create a Workflow you can set it to run multiple times or only once, depending upon how you wish to use it.

In the Workflows tab you will find a visual flowchart builder to allow you to quickly put together powerful automation campaigns.

The first step is to add a Trigger which will start the Workflow, you might choose an existing Jumplead conversion form, pop up or landing page.

Options include:

  • An activity stream, for example if a lead visits your pricing page.
  • Conversion form or Landing page completion.
  • Email opened.
  • Lead score change, for example if a lead score goes over a certain value.
  • Stage changed.
  • Tag added.
  • Tag removed.

You can have multiple triggers for your Workflows so that they are quite flexible in how they can be used.

Once you have defined how you want your Workflow to start you can then add any steps you’d like your lead to go through when they are enrolled in the Workflow.

Actions include:

  • Add a contact Tag
  • Remove a contact Tag
  • Change Stage
  • Change Lead Score

  • Send an email

  • Split branch based upon and email open or click

  • Pause, for a specific amount of time

  • Schedule, wait until a specific date and time
  • Wait until condition
  • Issue a Notification email, for example for a form completion.
  • Start a Workflow
  • Stop a Workflow
  • Goto another Workflow branch.

Workflows are super flexible and can be used in a wide range of ways to do everything from creating a multi-step email nurture campaign that resends unopened emails over a period of time trying different subject lines, to alerting your sales team of engaged leads with a high lead score.

From the Activity tab in Workflows you can see all of the latest contacts that are entering your Workflows and filter down to a specific Workflow level.

Analytics

The Analytics section provides detail on how your leads are moving from stage to stage over time, as well as top level information on web form and landing page conversion rates, open rates for your campaigns etc.

There’s a range of information in the analytics section from website traffic reporting to traffic sources and even reporting on which leads came in on which UTM tracked campaign.

Integrations

We integrate with Zapier and have a wide range of recipes to get you up to speed fast when integrating Jumplead with other Zapier enabled business apps.

From syncing contacts between Jumplead and an existing CRM system to automatically adding contacts created on third party forms Zapier is a flexible way to do it.

For anyone using WordPress we have a WordPress Plugin that automatically integrates Jumplead tracking and enables the use of shortcodes when adding Jumplead embedded forms to your website.

Conclusion

So that’s our take on what lead generation software is and what it should do.

From a range of ways to capture leads spanning live chat, embedded forms, pop ups and landing pages. To powerful automation Workflows that enable everything from lead nurturing to scoring and sales team enablement. All held together with an onboard CRM that tracks and manages your interactions with your leads, scoring, segmenting and keeping you in control.

This is what we think lead generation software should be. We hope you agree.

Let us know your thoughts in the comments. :)

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