Waste Management Lead Generation Software: How Top Tools Can Deliver Consistent Sales Results

Introduction

Growing a waste management business is tough. Hiring, day-to-day operations, fleet management, and regulatory compliance all seem to demand never-ending attention and resources.

And if you don’t have the right lead-gen tools, you’re selling blind in a crowded market, wasting time and money.

More often than not, when we talk to waste management companies about their lead generation process they’re relying on old lead generation methods. Advertising to a saturated market, getting lists of names from databases, cold calling, and going to networking events are the standard but they deliver inconsistent results at best frustrating sales and marketing teams and stagnating revenue.

But with the right lead generation software and strategies, you can streamline the customer acquisition process and achieve a steady flow of new leads and consistent growth, even in a saturated market.

In this article, we’ll take a look at some of the best tools and tactics you’ll need to make lead generation more efficient and effective for your waste management business.

What is Lead Generation?

Definition of Lead Generation for Waste Management

“Lead-generation” generally refers to the process of attracting and converting potential customers into buyers. There are two forms of lead generation today: inbound and outbound.

Inbound lead generation is the process of posting valuable content that helps potential customers achieve a specific end result, in the case of this article, helping waste management companies like yours generate leads- or, in the case of your customers, helping them eliminate waste.

Inbound Lead-Gen Sales Funnel

Inbound lead generation usually has a sales funnel that follows traditional steps. A potential customer would search for a keyword on Google – in this context, “Waste Management in (your city); they would then click on a top result, taking them to a company page where they can share their contact information through a lead capture form that either goes to marketing for further qualification or directly to someone on your sales team.

In this way, waste management businesses can attract people from their local market, generating leads and turning them into paying customers.

Outbound Lead Generation Process

Outbound lead generation is the process of “reaching out” to potential customers through advertising, cold email, cold calling, direct mail, and using platforms that collect what are known as buying signals based on the prospect’s intent.

Buying signals are one of the most powerful evolutions in sales and marketing today as they give you the tools to send the right message, to the right person, at the time when they need your products and services most- but we’ll come back to that in a moment.

In the waste management industry, effective lead generation is the difference between staying ahead of the competition and losing market share. Whether you’re targeting specific properties, small businesses, or enterprises, a solid lead generation strategy is key to long-term sustainable growth.

By deploying a balanced combination of inbound and outbound, you’ll be able to generate and capture leads effectively, grow your customer base, and fill your sales pipeline with more qualified leads.

So, what are these lead-gen tools?

Lead Generation Tools

There are literally thousands of lead generation platforms and customer relationship management tools on the market today. Each tool has its own unique role. Whether it’s grabbing email addresses from your website, enriching data in your CRM, automating follow-ups, or even managing contact info and nurturing sequences, there’s something for every need – and that’s what makes choosing the right tools so hard.The first tool we’re going to talk about is Sales intelligence software. Sales intelligence is one of the most powerful tools in a sales team’s arsenal. The right sales intelligence platform can show you people in your market who are actively searching for your products and services so you can reach out to them at the right time.

Sales Intelligence Software

Sales intelligence software works like a 24/7 sales assistant, collecting insights and data from various sources like social media, company news websites, and other online databases to provide you with in-depth information about potential customers. This includes account and contact information, job titles, company size, industry trends, buying signals, and anything else that can help you identify potential leads.

Here are some of the top tools:

1. Convex: If you’re in waste management contracting, Convex should be at the top of your list. This intelligence platform was built from the ground up with field sales teams in mind, and it shows. Rated 4.7/ 5 on Capterra, Convex offers a powerful combination of sales and property intelligence, buying signals, and AI-powered outreach that can transform your sales process. In fact, it’s so easy to use, lead-generation only takes four steps:

• Log in to Convex. Then, check the Signals (our proprietary buyer intent data) category to see who is ready to buy in your market.
• Then, search for a property type (e.g., hospital, restaurant, multi-family, manufacturing, etc.), contact name, job title, account name, property address, or tenants to identify who to contact.
• With just two clicks, you can use Generative AI trained on their buying signals, as well as your own company and contact data, to send them an email or draft a script for a phone call.
• Set up an automated follow-up or reminder, or add to your pipeline.

Think of Convex like the Maps app on your phone. Built for outside salespeople in HVAC, generators, roofing, elevators, waste management, commercial cleaning and janitorial, and more, Convex offers a suite of sales prospecting tools that find leads, enrich data, map sales routes, do lite CRM activities, and offer integrations with the best follow-up tools on the market.

2. Cognism: A comprehensive sales intelligence platform that provides accurate and up-to-date data on prospects. Cognism is especially helpful for companies selling services in places that require GDPR compliance, like Europe. Cognism also offers advanced lead generation capabilities and integrates seamlessly with popular CRM systems.

3. LinkedIn Sales Navigator: A powerful tool for prospecting and building relationships on LinkedIn. It allows you to find and connect with decision-makers in the waste management industry, leveraging the world’s largest professional network.

4. Lusha: Lusha is a lead generation tool that helps you find contact information, including email addresses and phone numbers, for potential customers. It integrates with popular CRMs like Salesforce and HubSpot.

5. Datanyze: Offers detailed company information and insights into website traffic and technology usage. Datanyze is particularly useful for identifying potential customers based on their tech stack and online behavior.

Website Visitor Identification Tools

• Leadfeeder: Leadfeeder is a tool that helps you identify companies visiting your website even if they don’t fill out a form. For waste management companies, Leadfeeder provides valuable insights into website visitor behavior so you can capture leads and prospective customers who are already interested in your services.

Lead Data Collection Tools

• Overloop: Overloop is an outbound lead generation automation tool so waste management companies can capture and manage leads across multiple channels. It has email automation, a lead generation platform, tracking and data enrichment all of which make lead generation easier.
• D & B Hoovers: D & B Hoovers is a sales acceleration tool that provides business data and analytics so waste management companies can build targeted lead lists. It integrates with your CRM and other marketing tools so you can track leads and convert them into paying customers.

The tools above are your “front-end,” prospecting, lead generation, and lead capture platforms, from here on, we’ll talk about more passive systems for customer relationship management, nurturing, and more. This is going to be a bit of an exhaustive list, so you’re welcome to skim through as much as you’d like and refer back to it when you’re in need of details on a specific tool.

The goal with these tools is to make sure you’re not missing a lead and, therefore, valuable revenue.

Email Follow-up Tools

• Boomerang for Gmail: Boomerang is a Gmail extension that lets you schedule emails and set reminders for follow ups. Waste management companies can use Boomerang to automate their follow up process so no lead is left behind.
• HubSpot Sales: HubSpot Sales is part of the HubSpot CRM suite and offers email templates, automation and tracking. Great for waste management companies looking to tie in their email marketing with their overall lead generation strategy.
• Yet Another Mail Merge: This Google Sheets extension lets you track email opens and automate follow ups so it’s perfect for large scale email campaigns.

Email Marketing Tools

• ActiveCampaign: ActiveCampaign has robust email marketing and automation features, including lead scoring and CRM integration. Waste management companies can use ActiveCampaign to nurture leads through email campaigns.
• MailChimp: MailChimp is an easy to use email marketing platform with many features including automation and CRM integration. Great for waste management companies to engage potential leads through personalized email campaigns.
• Brevo (formerly SendinBlue): Brevo is an affordable email marketing solution with automation and lead scoring so great for waste management companies on a budget.

Landing Page Creation & Lead Capture Tools

• Unbounce: Unbounce is a drag-and-drop landing page builder, so waste management companies can create custom landing pages quickly. With robust lead capture forms and A/B testing, Unbounce, the drag-and-drop builder, is perfect for optimizing your landing pages to capture more leads.
• Instapage: Instapage has all the tools to create high-converting landing page tools and pages and integrates them with popular CRM and email marketing platforms. Waste management companies can use Instapage to create landing pages that convert and capture qualified leads.
• Leadpages: Leadpages is a full website traffic conversion suite that includes landing pages, popups and other lead capture tools. Waste management companies can use Leadpages to create high converting pages that turn website visitors into leads.

Full Marketing Automation/CRM

• HubSpot: HubSpot is one of the most popular marketing automation platforms with tools for various lead generation platforms, CRM, email marketing and more. Waste management companies can benefit from HubSpot’s all in one approach that ties marketing and sales together.
• Adobe Marketo Engage: Adobe Marketo Engage is a marketing automation tool with lead management, email marketing and analytics. Waste management companies can use Marketo to manage large scale marketing campaigns and track performance across multiple channels.
• Salesforce Marketing Cloud Account Engagement (formerly Pardot): Salesforce Marketing Cloud Account Engagement is a B2B marketing automation software that helps waste management companies grow revenue through targeted marketing campaigns. It has lead scoring, email automation, and detailed analytics, so it’s a must-have marketing tool used for growth.

Sales Process Automation Tools

• IFTTT: IFTTT (If This Then That) is a platform that automates tasks based on triggers. Waste management companies can use IFTTT to automate repetitive tasks like updating CRM records or sending follow-up emails so the sales process runs smoothly.
• Zapier: Zapier connects apps to automate workflows so waste management companies can streamline their sales process. By automating tasks like lead data entry and follow up emails Zapier makes sure no lead falls through the cracks.
• OnePageCRM: OnePageCRM simplifies the CRM process by focusing on tasks, reducing admin work and letting waste management companies close more deals. Great for smaller teams to manage their sales process better.

Live Chat Software and Live Chat Tools

• Intercom: Intercom has live chat, conversation management and targeted messaging so it’s a great tool for waste management companies to engage with website visitors in real-time. Intercom’s features allows you to capture leads directly through chat and improve customer engagement.
• Tawk.to: Tawk.to is a free live chat tool with robust features including conversation management and targeted messaging. Waste management companies can use Tawk.to to provide real time customer support and capture leads on their website.
• Acquire: Acquire.io is a live chat tool that lets waste management companies talk to potential customers instantly. With screen sharing and chatbots, Acquire helps improve customer engagement and lead capture.

Customer Insights and Customer Satisfaction Survey Tools

• ProProfs Survey Maker: ProProfs Survey Maker allows waste management companies to gather customer feedback and understand their pain points. This tool helps you capture valuable insights into your customer’s needs so you can tailor your services and improve customer satisfaction.
• Crystal: Crystal uses AI to predict personality traits based on online behavior so waste management companies can tailor their communication style to each customer. This tool is great for customer interactions and building relationships.
• Qualaroo: Qualaroo allows you to gather feedback from site visitors through targeted surveys. Waste management companies can use this tool to know what their visitors are looking for and how to optimize their website to meet those needs.
• SurveyMonkey: SurveyMonkey is also one of the most well-known in this space but you could also use something as simple as a Google Form. The goal is to generate customer feedback and glean insights that can help you build a better product.

Calendar Scheduling Tools

• Calendly: Calendly makes scheduling meetings, sales calls and demos easy so it’s a must have tool for waste management companies. By allowing prospects to book time with your sales team Calendly reduces the back and forth of scheduling so you never miss an opportunity to connect with a lead.
• Doodle: Doodle allows you to schedule meetings by getting participants to vote on the best times that work for them. Waste management companies can use Doodle to schedule meetings with multiple stakeholders so everyone is available at the same time.
• Limecall: Limecall provides instant callbacks so waste management companies can talk to leads while they’re still engaged. Great for reducing response times and increasing conversion rates.

How to Choose Lead Generation Software for Your Waste Management Business

So, now you have a list of 40 tools – but you didn’t come here for another listicle you could find anywhere online, you want to know how to choose the right ones and how to put them together so they get results!

Choosing the right lead generation solutions for your waste management business really boils down to one key question:

What’s your ultimate goal?

If you’re still reading this, I’m going to assume it’s driving new business, accelerating revenue, or “driving growth.” However, you’d like to phrase it.

To “get this done” in the simplest and most efficient way, you’ll want a sales intelligence tool and a CRM. Your sales intelligence should help you spot hot leads in your market, make connecting with them a breeze, and offer reminders for follow-ups. Plus, having some CRM features to nurture those leads would be super helpful. That’s really all you need!

Now, since we’re Convex, we’re a bit biased and would like to recommend that you try our tools. We offer two solutions for waste management sales teams that none of the other platforms mentioned include:

1. Route Planning and Mapping

2. Property Intelligence

Which means your field sales team can be just as effective at generating business from their phone as they would be in the office – without adding more costly tools to the tech stack!

Once you have a sales intelligence platform, plug it into Hubspot, Salesforce, Zoho, or anther CRM system that offers pipeline management and nurture sequencing.

Selecting the Best Lead Generation Tools

Features and Benefits

Each sales intelligence solution offers unique features that can help waste management companies capture and convert leads more effectively. When evaluating these tools, consider the following key features:

1. Data Enrichment: Look for tools that provide comprehensive company data and contact data, including job titles and contact details of key decision makers.

2. Intent Data: The best sales intelligence software incorporates buyer intent data and intent signals, helping you identify high-value prospects who are actively looking for waste management solutions.

3. Lead Scoring: Convex uses what we call “Signal Strength,” this is an advanced lead scoring capability to help your team prioritize your sales efforts and focus on the most promising opportunities.

4. CRM Integration: Seamless integration with your existing CRM systems is essential for maintaining a smooth sales process and ensuring data accuracy.

5. Sales Engagement Tools: Look for features that facilitate personalized outreach and help track buyer intent signals throughout the sales cycle.

6. Advanced Search Filters: These allow you to quickly identify potential customers based on specific criteria relevant to the waste management industry.

7. Sales Intelligence Features: Look for tools that offer predictive analytics, actionable data, and detailed insights to inform your sales strategies.

Pricing

Pricing varies across these tools, with some offering free trials and others requiring premium subscriptions. When comparing pricing plans, consider:

• The size of your sales and marketing teams
• Your budget constraints
• The potential return on investment (ROI) from improved lead generation and sales performance
• The scalability of the pricing model as your business grows

Remember, the cheapest option isn’t always the best. Focus on the value the tool can bring to your sales intelligence efforts and overall business performance.

What to Consider

When selecting a lead generation tool, keep these factors in mind:

1. Ease of Use: The tool should be user-friendly for both sales representatives, sales managers, and marketing teams.

2. Feature Set: Ensure the tool offers the sales intelligence features most relevant to your waste management business.

3. Data Accuracy: Look for tools with high data accuracy rates and regular data enrichment processes.

4. Integration Capabilities: The tool should integrate smoothly with your existing CRM systems and sales engagement tools.

5. Customer Support & Training: Reliable customer support can be crucial when implementing new sales intelligence solutions, but team training is also a powerful multiplier when you’re trying to get the most out of these platforms.

6. Industry Relevance: Consider tools that have experience in or cater specifically to the waste management sector.

7. Scalability: Choose a tool that can grow with your business and adapt to changing sales intelligence market trends.

Implementing Your New Lead-Gen Tools: Tips for Effective Adoption and Usage

Once you’ve selected your ideal sales intelligence platform, follow these implementation tips to maximize its effectiveness:

1. Set Clear Goals: Define what success looks like for your sales intelligence efforts. This could include metrics like increased lead generation, shorter sales cycles, or higher conversion rates.

2. Integrate with Existing Systems: Ensure smooth integration with your CRM systems and other sales and marketing tools to create a unified sales intelligence ecosystem.

3. Train Your Team: Provide comprehensive training to your sales professionals, sales executives, and marketing teams on how to leverage the new tool effectively. Convex does this so you can stay focused on your business.

4. Customize for Your Needs: Tailor the tool’s settings and features to align with your specific waste management sales processes and buyer journey.

5. Monitor and Optimize: Regularly analyze data and gather feedback from your team to continuously improve your use of the tool and overall sales intelligence strategy.

6. Leverage Advanced Features: As your team becomes more comfortable with the basic functionality, start exploring advanced features like predictive analytics and automated sales intelligence to further enhance your sales efforts.

Remember, the right tool is an investment in your sales team’s success and your company’s growth- so make sure the tools you choose are used to their fullest potential.

Conclusion

The B2B sales landscape is always changing, especially with new platforms making it easier and cheaper to connect with buyers. Your edge with these tools comes from using them effectively before everyone else in the market catches on.

Whether you need sales intelligence, property data, email marketing tools, landing page builders, or full marketing automation platforms, there’s something here for you.

Lead Generation in waste management will become increasingly sophisticated as more companies put strategies like this in place. If you use the right tools and implement them properly, you can capture more leads and turn those sales-qualified leads into paying customers, helping your business grow!

Ready to try a new lead generation software that can help you accelerate revenue and grow your business?

Schedule a demo today to see how teams who use Convex see a 9x median ROI*

*Based on 1-year averages, estimates assume a lifetime Value (LTV) retention rate of 95% and 45% margin.