How To
Sep 14, 2022

Get More Juice From Your Lead Gen

Imagine – you run a SaaS company in the MarTech space. Maybe your product is a Customer Data Platform. Or maybe it’s a CRM like HubSpot.

Now, you decide to run a lead generation campaign; in which you ask your in-house content creators to build an eBook – something like “The State of Customer Experience in 2022” or “The State of Digital Transformation in 2022” or something similar – depending on who your target audience is and what their pain points are.

You have this eBook as gated content, which your audience can only get their hands on after submitting their information via the lead capture form.

So here’s what your campaign looks like:

  • You have built an eBook that can only be unlocked when your audience submit their information via the lead capture form on the eBook’s landing page.
  • You’re running paid Google and Facebook ads to drive traffic to your eBook landing page.
  • When they submit their information, they’ll either be able to download the eBook.

It's as simple as that. So let’s say you generated thousands of leads in the last quarter and are continuously generating them. But what’s the point if you’re not using this lead data to sell your product?

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The Problem Most Companies Face with their Lead Data

The problem with most companies is that they don’t know how to process their lead data. What if you’re generating 100,000 leads each quarter yet don’t know how to nurture them?

Or worse – what if you’re not filtering this data and running them through the same email sequence?

As a marketer, your responsibility isn’t just to generate leads. You need to qualify them as well. It’s not a good practice to hand over all the lead data to your sales team or put all your leads through just one email sequence.

Let’s say you’re planning to build a dedicated email marketing campaign for leads who’re a part of the healthcare industry. Now to get the most out of your campaign, you need to personalize your emails and write your email copy such that it targets the pain points and problems of people in the healthcare industry.

But what if you don’t filter the leads and put all of them through your email sequence - doesn’t matter whether they’re a part of the healthcare industry or insurance or machinery? In that case, you’ll be putting the wrong message in front of the wrong people. Instead, it’s a good practice to filter your lead data and build dedicated marketing campaigns based on that.

This brings us to our BIG question: “How to Smartly Filter Your Lead Data?” Our answer – Gigasheet. Allow us to show you how you can use Gigasheet to filter your lead data the smart way.

How to Smartly Filter Your Lead Data with Gigasheet

Before we look at how to filter your lead data with Gigasheet, allow us to show you what our raw lead data looks like.  P.S. – We just love Star Wars.

Our leads in Salesforce:

Leads in Salesforce

Exported to a File:

Leads in Excel

You can upload your lead data file (CSV, LOG, JSON, TSV, XLSX, PCAP, GZIP, ZIP) to Gigasheet. Or you can directly import from Google Drive, Dropbox, OneDrive, Box, or add a URL. As soon as you upload or import it, Gigasheet will take a second or two to process – and in no time, you can access it from Gigasheet.

Leads in Gigasheet

How to Filter Your Leads in the Healthcare Industry from Others

Now, let’s say you want to build a dedicated email sequence for leads from the healthcare industry. So, how can you separate your leads in the healthcare industry from others?

Allow us to show you.

The first step is to launch the lead data in Gigasheet. To get your hands on lead data belonging to the healthcare industry, we’ll add a filter. To add a filter, click on “Filter” as visible in the screenshot.

Filter in Gigasheet

Now, we’ll add the filter as:

Filter Builder in Gigasheet

You can even enable the “Match Case” option for accurate results, depending on your needs. Gigasheet filtered the data and provided the results in no more than two seconds. There you go:

Filter Results

Now, let’s add one more filter. Let’s say we want to build separate email marketing campaigns for leads from:

  • Fortune 500 Companies
  • Self-Employed or Personal

We have a “Testing Category” column – in which it’s clearly mentioned whether a particular lead is from a Fortune 500 company, personal or disposable. So, we’ll again head over to “Filters.”

We’ll add a “AND” condition as we want leads who are a part of the healthcare industry and also create separate campaigns for leads from Fortune 500 companies and who have their own personal venture.

If we want to get our hands on leads from Fortune 500 companies who belong to the healthcare industry, here’s what our filters will look like:

Filter with Multiple Conditions

As soon as we clicked on “Apply,” Gigasheet presented the data in no more than two seconds. And there you go:

Filter Results

Depending on your needs and preferences, you can add or remove filters. You can even group your data with the “Group” option – which can be seen to the right of “Filter.”

How to Group Your Lead Data by Company

Let’s say you want to target leads from different companies one by one. In that case, you can group your data by company. How? First, remove all the filters if you have any set. Next, click on the “Group’ option on the right-hand side of “Filter.”

Grouping in Gigasheet

You can group by column – let’s say we want to group by company.

Choosing Column to Group

Here’s the grouped data:

Group Data Results

Leads with no company have been added to “Unknown.” Apart from that, other leads have been added under their respective companies.

Let’s say you want to get your hands on leads from Oracle. So, we’ll head over to Oracle and click on it.

Selecting a Grouped Value

And there you have it:

Leads from a Single Company

That’s how you can smartly group your data! The possibilities of how you can filter your marketing data are endless. That being said, let’s learn how to get your hands on lead data that have opted for “Do you want our sales team to contact you?” in the lead capture form.

How to Save Your Sales Team Time by Filtering Your Lead Data

Let’s say you are a marketing executive at a SaaS company and your team is offering an eBook to your audience as gated content. Let’s assume the eBook is titled “The State of Customer Experience in 2022.” Now, it’s important to note that every person who submits their data via the lead capture form isn’t necessarily going to purchase your product. Some people downloading your eBook may be bloggers looking for a relevant stat or quote. Whereas some may be at the awareness stage.

Now, you don’t really want your sales team to spend their valuable time chasing leads who don’t even want to purchase your product in the first place. So, a good way to qualify your leads is to add a “Do you want our sales team to reach out to you?” or “Are you interested in purchasing a product like {Name of Product?}”

The ones who have answered yes are willing to make a purchase and these are the only leads you should ask your sales team to chase. So, we added a column “Opted for Sales Team to Contact Them.”

Opt for Sales Team Contact

Now, you want to only pass the data of leads who have opted for your sales team to contact them. Here’s what our filter will look like:

Filter on Contact Info

And here’s the data filtered and presented in less than two seconds:

Contact Filter Results

Now, let’s say you want to get your hands on warm leads – who have also opted for the sales team to contact them.

Here’s what our filters will be:

Adding Filter for Lead Rating

Again, here’s the data filtered and presented in less than two seconds:

Filter Results with Rating

Filter Your Lead Data the Right Way!

And that’s how you can smartly filter your lead data. Whether you want to build an email sequence or pass the right data to the sales team, smart filtering is important. At Gigasheet, we have always wanted teams to get answers from big data without having to spend too much.

Whether your CSV is too big for Excel or you’re trying to view JSON in a spreadsheet yet are facing a hard time with both of the scenarios, all you need to do is simply upload your data to Gigasheet. You can even connect Gigasheet with data stores or other popular apps. No database, installation, or coding experience required.

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Author Bio: Ankit Vora is a results-driven freelance content marketer with over seven years of experience in the MarTech space. When he’s away from work, he likes to head over to the beach, spend time with his loved ones and cook.

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