LeadGnome Answers YOUR Most Pressing Questions
July 5, 2016 12:37:41 PM | By Matt Benati
As more B2B marketing and sales teams implement Account Based Marketing strategies, the demand for automated lead generation solutions increases. LeadGnome plays a very specific role: identifying Account Based Intelligence in campaign email replies — allowing sales and marketing teams to expand databases, identify new leads in key accounts, increase renewals and leverage trigger events.
One of my goals is to help new (and future) LeadGnome users get up to speed on our platform as quickly as possible. Whether you’re starting your free trial or still researching automated solutions, you probably have a few questions.
And we have answers!
Question: We don’t send out a lot of campaign emails each month. Will LeadGnome still make a difference?
Many of our smaller enterprise customers have wondered that in the beginning. You already know that there’s data in campaign reply emails, but is there is enough to make it worth mining? YES! LeadGnome is a powerful source of Account Based Intelligence (ABI); here are just a few ways it can propel your business:
- LeadGnome customers are adding 36% more contacts to their database by just sending two campaigns per month.
- These same two campaigns allow LeadGnome to maintain and enhance 72% of your existing leads.
- Find out if your end user left the company, changed positions, or earned a promotion. LeadGnome identifies trigger events earlier than any other platform, giving your sales team a first-in advantage. According to Craig Elias, “First in wins the sale 74% of the time.”
- Increase your connect rate by pinpointing when your lead will be back in the office.
- Make or break renewals by knowing if your primary contact is still with the company.
Question: We’re starting to launch our ABM strategy, but we currently focus on inbound marketing. Can LeadGnome add to this strategy?
Absolutely. What you’ll find as you begin to explore an Account Based Marketing strategy is that the biggest change is the shift in focus from a lead-based to an account-based strategy. You will, and should, still use a mix of inbound and outbound techniques.
For example, an inbound campaign will often offer a free download in exchange for readers’ email addresses. You’ll want as little friction as possible adding people to your list, so this top-of-funnel offer will likely only require name and email — and nothing else.
Now that you have a method for growing your email list, LeadGnome helps expand your knowledge and increase your database by mining valuable bits of information from the (on average) 3% of replies you’ll receive from every single campaign. LeadGnome can enhance your leads with First Name, Last Name, Title, Company, Phone Number, Mobile, etc…. These details allow you to easily segment your list, personalize your messaging and identify trigger events within each of your accounts.
Question: Is this just a prospecting tool or can it help with existing customers?
One of LeadGnome’s biggest advantages is its ability to update and maintain your customer database based on data that comes directly from your customers! When you receive replies to your campaign emails – whether auto-replies or manual replies – they contain valuable information about your existing customers: if they’re out of the office, if they’ve left the company, if they’ve changed roles, etc. All of these nuggets of ABI gold can help you expand into your current accounts, increase renewals, and even up- and cross-sell to existing customers.
Question: I already use another vendor to cleanse and append my customer database. Isn’t my database all set?
The trut is, our customer databases go stale at a rate of greater than 40% per year. Put another way: only six out of 10 of your current contacts are likely to have remained unchanged a year from now. With just two campaigns a month, however, LeadGnome can enhance and maintain 72% of your customer database by automatically identifying changes within your accounts — essentially reversing database decay.
Question: I’m already using another vendor to add leads within an account. How is LeadGnome different?
List vendors suffer from stale, inaccurate data. LeadGnome data, on the other hand, is sourced directly and in real-time from campaign response emails. LeadGnome data is the freshest possible and because it comes directly from your existing accounts, it allows you to more quickly, accurately and effectively expand within your current accounts and learn about new leads long before traditional list vendors.
Question: I worry about adding yet another tool into my marketing stack. How long does it take to really be effective using LeadGnome?
LeadGnome literally takes two minutes to set up — all it takes is a simple email forwarding rule. There are NO changes to your existing campaigns and your IT department does not even need to get involved. LeadGnome works with your marketing automation or Salesforce system, so there is nothing new to learn.
Question: I don’t really want a third-party app to write to my CRM/marketing automation system. Do I have to integrate LeadGnome?
Nope! While there are many advantages of integrating LeadGnome with your CRM, like the lead-to-account matching, and ability to automatically flag important trigger events and schedule follow-up activities, some clients still prefer to review the mined data first and manually update their records. In this case, LeadGnome can be set up to provide a CSV download of all information.
Still have unanswered questions?
No problem! I’m happy to answer any additional questions you may have. Simply fill out our contact form and we’ll set up a time to chat.
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