9 min read

What Is a Lead Generation Software and Why You Need One

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What Is a Lead Generation Software?

Generating high-quality leads is fundamental to business success, yet costly and time-consuming when done manually.

To curb this pain point, lead generation software automates the process.

By focusing on the top of the sales funnel, lead gen software captures leads from online channels and funnels them into a larger workflow for teams to act on.

As both a sales and marketing tool, lead generation software may act as a standalone program or as part of an automation platform.

Such platforms often offer CRM integration, AI assistance, and other instruments to help teams discover qualified leads or promote lead nurturing with the intel the software has captured. 

Below, we’ll explore why automated lead generation is vital to businesses and where you can apply this software to boost lead capture. 

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The Importance of Lead Generation Software

At its core, lead generation software eliminates busywork by automatically securing vital knowledge on leads, such as contact information.

This may seem less valuable compared to other sales data, but keep in mind that markets are constantly changing. flowing with new customer demands and expectations. Automating the sales pipeline wherever possible means teams spend less time trying to fight the current.

Furthermore, the best lead generation software can seamlessly integrate with existing methods. This has benefits beyond improved workflow.

By automating lead generation, sales or marketing teams can capitalize on the selling points that attracted leads in the first place. This same information can help build stronger customer relationships down the line. 

Here are a few other advantages to consider: 

  • Manage contact information: Prospects often change phone numbers and email addresses. By automatically gathering new, more accurate information, teams won’t lose time reaching out to a dead end.
  • Sell faster: Aside from lead generation, some software also streamlines lead management, segmentation, and follow-up, accelerating the early stages of the pipeline. They may also provide notifications or reminders to help reps keep leads on track. 
  • Lead scoring: Some software provides or integrates with lead scoring functionality, enabling teams to identify and prioritize qualified leads.
  • Generate more leads: By capitalizing on traffic from search engine optimization (SEO) and online advertisements, businesses can apply lead gen tools to their main points of lead capture without micromanaging every step. 

 

Where You Can Apply Automation

Before selecting a lead automation tool, consider where and how your company discovers potential leads. 

While some software is available as standalone installments and plugins, others are part of larger sales or marketing automation platforms. 

In either case, lead generation tools can be applied to many touchpoints.

To help you get started, we’ve put together a list of examples where automated lead generation can help you unearth potential customers. 

 

Landing Page Builders and Popups 

Some lead generation tools offer templates or scripts for landing pages and popups. (Even chatbots can be structured for lead gen.) Others improve the pages you’re already working with.

Landing pages generate leads by targeting website visitors brought in by SEO or online ads. These pages are distraction-free, focusing on a specific offer. If the user chooses to opt-in, they provide their contact information in exchange for the offer. 

Pop-ups function similarly. They offer high-value content or a similar incentive in exchange for users’ contact details.

The last thing reps want to do is monitor every user who interacts with these touchpoints. Lead generation software steps in here by automatically capturing, maintaining, and funneling information from these touchpoints into your sales platform.

Reps can easily act on this information, either personally or through other automated sequences. After the appropriate amount of touches, reps may follow up and qualify the lead. 

 

LinkedIn Messaging

LinkedIn is critical to modern-day prospecting so it makes sense that lead generation tools also target this website.

Although you can find leads through sponsored content or LinkedIn Sales Navigator, you don’t necessarily have to leave your ecosystem to prospect on LinkedIn. 

As previously mentioned, some robust platforms offer integration. This allows you to discover and capture potential leads without juggling multiple apps. 

Depending on the platform, you may be able to:

  • Search for prospects in-app
  • Automate messaging
  • Develop your contact database
  • Import information into your CRM
  • Prospect more effectively with the lead nurturing and segmentation support

The lead generation software will then continue to generate new leads and maintain any useful information.

 

Social Media Posting

According to a survey on content marketing by Semrush, respondents view social media as a major area of investment.

Not only is social media a great marketing platform, but by discussing your solutions online, you establish yourself as a credible source of knowledge. This brings you in closer proximity to your target audience and thus, high-quality leads. 

Lead generation offers unique toolsets for teams selling or marketing on social media. For example, your program might autonomously:

  • Post lead magnet offers 
  • Share social proof
  • Collect information from targeted ads such as Facebook Ads
  • Identify the best time to post on social
  • Schedule your posts

These workflows are particularly useful for eCommerce sites, startups, and small businesses. They help establish brand presence while pushing out the content needed to capture leads.

 

Email Marketing

Many software tools help optimize cold email and inbound email campaigns. Lead generation is a primary example.

In addition to capturing email addresses, lead generation tools also gather helpful details for personalization, such as location and full names. 

As businesses grow their email lists and retain leads as subscribers, they can use this information for personalized messaging. Thanks to automation, they may also construct and configure email sequences to nurture leads.

Further empowered by a/b testing or drip campaigns, lead generation software can further increase outreach, boosting conversion rates and follow-up with only a fraction of the effort.

 

Call Outreach

A common misconception is that sales calls (particularly cold calls) are outdated and ineffective. In reality, sales calls are one of the greatest tools in a salesperson’s arsenal. 

One study found that 82% of buyers will agree to meetings when sellers are proactive

Lead generation can help enable such proactivity. 

By working in conjunction with other touchpoints, lead generation collects insights on potential customers. Reps can then use these insights to target the right leads, build the right message, and reach out at the right time. 

Furthermore, sales calls put reps in direct contact with their leads. 

Supported by the organization and the transparency automated tools provide, reps can stay engaged with their calls without worrying about rudimentary lead gen tasks.

 

Form Builders

Both a sales and marketing tool, web forms are similar to landing pages and pop-ups. They offer a very clear call to action and extract contact information. They also provide a little more flexibility.

For example, a Saas company might use webforms to promote a trial, boost marketing campaigns, facilitate event registrations, or encourage referrals in exchange for a free service.

Thanks to drag-and-drop builders like Formstack and email-focused builders like Mailchimp,  these offerings are easy to implement and even easier to automate for lead generation. 

As with a landing page or popup, lead generation software can capture and funnel leads into another, determined database. From there, autonomous workflows may send out emails to nurture leads. 

Alternatively, reps can review captured leads and take a personal approach. They may also have access to basic metrics to gauge the success or impact of their web forms, which may further improve lead generation.

 

Get the Best B2B Lead Generation with Koncert

Generating leads all too often steals precious hours out of the day. With lead generation software, automation can refine and accelerate the search for quality leads.

Applicable to multiple touchpoints, lead automation captures valuable contact information, delivers actionable insights to personalize messaging, and empowers reps to build stronger customer relationships.

Decision-makers and sales teams can unlock greater functionality with Koncert.

By streamlining B2B lead generation using Koncert, your reps gain newfound transparency and real-time updates so they focus more on selling. Integrate with popular CRMs such as Hubspot or Salesforce and carry out smarter lead capture—all through one sales engagement platform. 

Reach out today to learn more about how Koncert’s sales tools bring you closer to leads.

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