Perfios Lead Generation collates information on around 4 crore MCA and non-MCA registered entities, enabling high volume lead generation and lead qualification.
Overview
For many reasons, legacy institutions are slow to upgrade their lead generation methods and are far behind in meeting the requirements of the changing business landscape and customer profiles. Many perceive their existing systems as adequate or feel tied down by the complexities of integrating a new platform and training employees in its usage. This view is short-sighted since legacy systems can quietly reduce sales efficiency and marketing competitiveness. Give your sales teams the freedom to focus on the opportunities and decisions that help them grow their client portfolio. An investment in a cutting-edge lead generation platform today can pay itself over many times as your speed to market and adaptability to changing customer preferences allows you to be the first mover in your target market.
The Tech Treadmill
On 16th July 1969, humanity took its first steps on the moon. Star-struck space enthusiasts have balked at the fact that the entire sequence of mission-critical maneuvers was achieved by a guidance computer with less computing power than a pocket calculator today. Does that mean space programs today should use these outdated systems to achieve their objectives? Ludicrous as it sounds, B2B sales is an area that might still answer this question in the affirmative.
B2B sales is a jungle
B2B financial products are a tough sell. A single lead can have multiple buyers and a lengthy sales process. Relying solely on inbound leads and connections among the sales force and existing clientele can seriously hamper the adoption of new products and services in their target markets. It can also result in marketing your product to low-intent leads who might not convert despite a lengthy sales pitch. Focused outbound lead generation is often an excellent strategy to ensure high conversion rates with relatively short lead times. Outbound lead generation is a method of engaging with potential customers who might not be aware of your product or service. It involves making outbound calls or sending other communications to a target audience of potential leads with the goal of generating interest in a business’s products or services and building a sales pipeline.
Outbound marketing benefits
Shortens sales cycle: Outbound lead gen is a great way to hyper-target leads that are ready to make a purchase decision. Inbound marketing techniques take time. Not only will it take months or years for the investment to pay off due to competition, but creating the content takes time, and lots of resources, too.
Personalize outreach: The second part about using an outbound tactic that can make it superior to inbound — is personalization. When you reach out to a potential prospect, you’re going to need a special personalized message that resonates with a lead to get them to respond.
Control lead volume: Inbound marketing is a powerful strategy for consistently attracting a steady flow of leads every day. However, for businesses with limited client capacity, this constant influx of leads may not be ideal.This is where outbound campaigns shine. By fine-tuning your targeting, refining your offers, and optimizing your sales processes, you gain the ability to control the number of prospects in your pipeline. Outbound marketing allows you to be more selective in pursuing potential clients, ensuring that your agency operates within its capacity while maintaining a steady flow of high-quality leads
Build brand awareness: Outbound tactics are a great way to reach both a wide and narrow target audience to increase brand awareness and boost visibility. For example, cold calling should be more targeted, while mass email and direct mail can be for a wider audience.
Test and reach new markets: Outbound allows businesses to get in front of new markets who might not be aware of what they have to offer. Sales team might make hundreds of cold calls each day. With real-time analytics they can track which methods work and which don’t.
Source: Waypost Marketing
Need of the hour
B2B enterprises need automated lead generation and qualification that can supply a steady pipeline of high-quality leads to focus sales efforts on. The platform should provide:
Enriched and updated customer data: The Ministry of Corporate Affairs (MCA) estimates that 1.67 lakh companies are registered in India every year, which boils down to about 500 every day. Any lead database must continually scan verified sources for new company data and alert marketing and sales teams in real-time. Data must include verified financials, company size and employee count, industry information, listing status and registration details, credit ratings and contact information for various stakeholder departments.
Lead capture and tracking: Businesses must be able to create target company personas on the lead aggregation platform. Filtering criteria must be comprehensive enough to allow for hyper-targeting for custom products. These filters can be as general as location and must cascade down to parameters like GST filings and increases in employee strength. Manually tracking leads or using siloed systems reduces communication between marketing and sales teams, reducing conversion even further.
Lead screening: High-risk products such as insurance require intense background verification and due diligence. Simple screening mechanisms like negative alerts for cheque bounce, suits filed, default, etc., can reduce the time invested on leads that eventually get disqualified.
Easy customer verification and onboarding: Once a lead converts, their relationship with the seller begins almost immediately. Customer onboarding must be seamless and hassle-free, with minimal touchpoints. A lead aggregation platform must easily integrate with the company’s existing onboarding mechanism or form a part of a product suite that provides these functionalities.
In Conclusion:
For many reasons, legacy institutions are slow to upgrade their lead generation methods and are far behind in meeting the requirements of the changing business landscape and customer profiles. Many perceive their existing systems as adequate or feel tied down by the complexities of integrating a new platform and training employees in its usage. This view is short-sighted since legacy systems can quietly reduce sales efficiency and marketing competitiveness. Give your sales teams the freedom to focus on the opportunities and decisions that help them grow their client portfolio. An investment in a cutting-edge lead generation platform today can pay itself over many times as your speed to market and adaptability to changing customer preferences allows you to be the first mover in your target market.
About Perfios:
Perfios Software Solutions is India’s largest SaaS-based B2B fintech software company enabling 900+ FIs to take informed decisions in real-time. Headquartered in mumbai, India, Perfios specializes in real-time credit decisioning, analytics, onboarding automation, due diligence, monitoring, litigation automation, and more.
Perfios’ core data platform has been built to aggregate and analyze both structured and unstructured data and provide vertical solutions combining both consented and public data for the BFSI space catering to their stringent Scale Performance, Security, and other SLA requirements.
