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It can be frustratingly difficult to predict when a seemingly warm lead will suddenly go cold on you. Sometimes, there’s an obvious mismatch the very first time a prospect visits your website. Other times, you might hit a dead end only after you’ve spent a huge amount of time and resources nurturing a lead. Whether you run an e-commerce store, a tech startup, a large SaaS company or a multi-million dollar consultancy, your business has the potential to leak hundreds of thousands of dollars every day simply because your lead generation program is faulty. However, with the latest available technologies, which are capable of automating the extraction of insights from business data, there is no reason for companies to bleed money like this any longer. Here’s how three companies — an online B2B service, a consumer e-commerce company and a well-known multichannel retail store — use marketing technology to nurture leads and generate more sales….

  • BP

    Brenda Pace

    2 months ago #

    Very inquisitive post. I like to read more about how to convert leads into sales. The tips shared are very insightful. Maybe someday I'll be a pro and be able to convert using these tools. Thanks for sharing.

  • LS

    Lisa Sicard

    2 months ago #

    Awesome piece Bill on how busineses can generate leads and increase their sales along with it. I love the idea of the heatmaps to see what customers do on a website. This can be invaluable for online businesses. The 1-800-contacts example convinced me of that. Thanks for sharing these with us.

  • RC

    Ravi Chahar

    2 months ago #

    Hey Bill,

    I wasn't pretty sure about Prescreen.io and other services. This article can really put some light. As mentioned in the article there are three types of business which can bring a new revolution. B2B, E-commerce and one more. The analysis of the data is required to lead.
    ~Ravi

  • JM

    James McAllister

    2 months ago #

    I enjoyed reading over this, especially the study on 1-800 Contacts since it's the most relevant of the 3 to me. Goes to show how little mistakes can have huge consequences - and how little changes can improve revenue overnight.

    Clicktale looks like a very useful tool but I couldn't find any pricing information anywhere which is a bit frustrating. I don't like this new trend of hiding it until after a demo or a sales call.

  • JH

    Joy Healey

    2 months ago #

    Interesting article Bill, I liked the way "design flaw" was discovered to be a cause for abandonment. I was on a site the other day and I just could NOT find the right button to click. very frustrating.

    It's good that there are tools such as Leadfeeder, Prescreen.io and Clicktal to help with business leads and supplement Google Analytics information.

    Like James, I dislike the trend of hiding pricing information. It's probably costing them more to hide it because in such cases I always just assume it's more than I would want to pay and don't take the trial.

  • RB

    Ryan Biddulph

    2 months ago #

    Hi Bill,

    I love the idea behind Crate and Barrel. Sometimes we get caught up using tools and forget humans are on the other side of the tools ;) Boosting engagement - aka, chatting - across multi channels is THE way to build bonds with leads. People love to be heard. Simple as that. Listen, and answer, and a world of business grows right before your very eyes.

    Thanks much.

    Ryan

  • LR

    Lorraine Reguly

    2 months ago #

    Leedfeeder is, apparently, an awesome tool.
    Many companies use this to analyze their data and improve things in both their businesses and on their websites.

    I've not used it, though. Then again, Wording Well is not a multi-billion dollar company. ;)

    It's just a writing and editing service run by myself!

  • EM

    Eren Mckay

    about 2 months ago #

    I think it's pretty impressive that the conversion rate for Prescreen.io increased by 85% after implementing Leadfeeder. After all, it's not expensive software and even small businesses can implement this tool. I also thought it was impressive that Clicktale gives so much detail in their heatmaps report. I wish Clicktale would give us the information about pricing, though. Not knowing the price can be a bit frustrating for consumers.

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