The Science of Successful Lead Generation

satish
Authored by Satish Kumar, CSO.
lead-generation

Lead Generation is a challenge! In fact, successful lead generation involves art, science, technology, intelligence, data and also the social elements in the right proportions that have to be customized for each business. Deciphering the magic proportion is the actual challenge. If you are happy about getting 1000 visits on a daily basis on your website, you may be shocked to know that only 1 out of them will probably convert. It is hence important to find the source of relevant leads and nurture them for better ROI. There is a method to the madness and here are some of the important aspects you must consider for successful lead generation:

Data is a key driver for success

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“Content is the king” is something every business now understands. But “data” is the key ingredient for all successful marketing campaigns. The best designed marketing programs can fall flat on their face if they are not backed up with valid & accurate data set. Defining the right buyer demographics, building the right contact data credentials, understanding the buyer behavior & their preferred medium of outreach is the key for successful campaigns.

Understanding the desired outcomes should drive the campaign strategy

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Buying data or leads from marketing / media companies may not really yield the results the sales team is looking for. It is important for the marketing team to align themselves with the desired outcome from the campaigns and then design and develop the relent campaign model. The outcomes could be varied from market share, wallet share, new geography entry, revenues, named accounts etc. once the desired outcomes have been defined and agreed with the marketing and sales stakeholders, that should, in reverse, drive the marketing strategy, the kind of buyers they need to go after and the quality of leads they need to generate. Regardless of whether the lead generation is being done internally or outsourced, this always helps to better align expectations with the campaign strategy.

Do not adopt a one size fits all strategy

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The days of just following the traditional email blast followed by a voice call or just plain vanilla content syncindation is long gone. The buyer in the new era demands a more sophisticated approach from potential vendors. Marketing firms today are focusing a lot on the initial design phase of campaigns wherein they try to narrow down on the buyer profiles as closely as possible. And depending on the type of service / solution / product they design the campaign calendar which could be a good mix of email / voice / social media channels to push and create a pull in the market place.

Omni-channel strategy

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Omni-channel lead generation is the best to consider if you don’t want to miss out on hot and relevant leads. Leveraging multiple channels for delivery of the key message including social, email, voice etc. will increase the effectiveness of lead generation campaigns. Since different customers are comfortable with different social media networks and internet medium, it is best to have your presence felt everywhere, but focusing on the right audience. It is important to engage with your prospective customers in the medium they are comfortable with, for them to convert and remain loyal to your brand.

These strategies will help you target the right audience and engaging with them effectively in a way they are more comfortable with. Exclusive strategies aligned with your unique requirements and customers will help you create a unique identification in the market and also help brand recognition amongst customers easily. Buyer demographics also play an important role since every location will have a different demand and trend. It is important to align your strategies with your market requirements based on buyer demographics. End of the day, every successful business is data-driven. Trust your data and analytics to generate relevant leads by crafting strategies that will help you grab the opportunities or create them.

Supporting Resources

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 Datamatics Business Solutions Ltd:

For more information, visit us at www.datamaticsbpm.com.

Datamatics’ Forward-Looking Statement

Copyright © 2018

All rights reserved.

Media Contact:

Suchitra Pritesh

Tel: +91 22 6671 2151

E-Mail: marketing@datamaticsbpm.com

Plot No. B-5, Part B Cross Lane, MIDC, Andheri (East), Mumbai 400 093

www.datamaticsbpm.com

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Demand Generation is an Strategic Initiative

satish

Authored by Satish Kumar, CSO.

Ever wondered what’s the most demanding aspect of any business? Demand!!! Yes, the business has to either cater to the existing demand or create more new demand to succeed. Comparatively, creating new demand is a far more challenging aspect. Here’s a strategic outlook to demand generation:

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Demand generation involves a wide range of activities aimed at creating a demand for your product/service. It basically starts from creating brand awareness, placing the brand in the right market segment and then creating an interest among the probable buyers and ultimately converting them into customers. What makes it different from the typical marketing campaigns is that Demand Generation aims at long-term customer acquisition.

Beyond Inbound Marketing:

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Demand generation expects a seamless collaboration between the sales and the marketing team. This will ensure that their goals are aligned to customer acquisition for the long term. It involves creating engaging content, social media marketing, email list promotions and all other inbound marketing strategies. Yet, demand generation is not all about inbound marketing. Demand generation starts from pre-purchase which is covered by the identifying the right market or audience, designing the right outreach strategy campaign calendar outreach mechanics, creating the content and finally content marketing. It continues during the purchase, whether online or offline. It continues beyond the purchase, through customer service, surveys, loyalty programs etc. But it is only one of the major activities involved in demand generation.

Sales & Marketing Teaming Up:

Marketing activities such as PPC, emails, paid advertisements and posts form an integral part of demand generation. Again, as we mentioned earlier, lead generation is only one aspect of demand generation.

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Demand generation involves identifying potential leads using data analytics and nurturing them diligently. Demand nurturing takes time to yield but it brings in rich leads that convert into valuable long-term customers.

Personalization:

Thanks to the cut-throat competition, it takes more than being customer-centric in your marketing approach. The technologies available now let you to offer a personalized experience to your customers which, if succeeds, will prove worthy. Personalize the content, campaigns and customer experience to make them feel the difference. Personalization and recommendation save the customers considerable time and also offers better service. Personalization helps ease customer service too. In fact, it is one aspect which spans from the pre-purchase to post-purchase phases of customer engagement. The fact that personalization helps convert 1.5 times better increases its popularity among businesses.

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Quality lead generation remains the biggest challenge for businesses and this can be achieved only through a wider and wiser strategic outlook. Demand generation aligns with lead generation and uses key marketing and sales strategies along with the most trending technologies such as Artificial Intelligence, Machine Learning etc. Technology Business Intelligence (BI) tools such as CRM, Marketing Automation, Account-based targeting, CMS, Project Management tools etc form the basis for determining the demand generation strategies.

Supporting Resources

Follow us on LinkedInTwitterFacebookYouTubeGoogle+ and Blog

 Datamatics Business Solutions Ltd:

For more information, visit us at www.datamaticsbpm.com.

Datamatics’ Forward-Looking Statement

Copyright © 2018

All rights reserved.

Media Contact:

Suchitra Pritesh

Tel: +91 22 6671 2151

E-Mail: marketing@datamaticsbpm.com

Plot No. B-5, Part B Cross Lane, MIDC, Andheri (East), Mumbai 400 093

www.datamaticsbpm.com

 

Datamatics Business Solutions Ltd. recognized as a ‘Dream Company to Work For ’

 

suchi-pritesh

Authored by Suchitra Pritesh, Marketing Head.

Mumbai, India – 20 February, 2017 – Datamatics Business Solutions Pvt. Ltd.,(DBSL), a global provider of Business Process Management (BPM) solutions was recognized as a ‘Dream Company to Work For’ at the silver jubilee edition of World HRD Congress in 2017.

DBSL ranked amongst the top 25 out of 750 applicants in this category for its brand excellence, people policies and strategic growth supporting employment across the globe. Continuous learning and growth opportunities are coupled to create  teamwork and future leaders of the industry. . Initiatives of open door policy, people development programs and employee pulse activities are promoted for strong employee engagement. This vibrant and dynamic workplace is driven by a passion of company and employee growth as a thought leader in industry.

On receiving the award, Mr. Satish Kumar, Chief Sales Officer and Ms. Suchitra Pritesh, Marketing Head of the company said, “It is an absolute thrill to be recognized as a Dream Company to Work For at the World HRD Congress. This achievement is a true testament to DBSL’s commitment to maintaining top talent and industry leading HR practices. We are both humbled and excited to receive this honor amongst 750 other industry champions. As we strive towards growing and reinventing work place by adding millennials to our experienced leaders’ team force. ”

The “Dream Company to Work For” award recognizes the efforts of organizations that have demonstrated excellence through their innovative people policies in the global business world. . All nominations pass through a thorough screening process by the Academic Council and the Professional Council before the Jury round and live presentation. The jury selected the finalists after a rigorous six stage process to receive the final rankings. The winners were selected after detailed discussion and analysis.

About Datamatics Business Solutions Ltd:

We are a global provider of the Business Process Management (BPM) solutions. We partner with Fortune 5000 to help drive revenue growth, operational efficiency & customer engagement. We deliver highly customized solutions that leverage our strong industry experience of over 35 years.

Envisioning the future, Datamatics has been awarded with multiple awards – ‘Best Outsourcing Services Provider’ by 2020 Group, ‘Best Employer Brand’ in 2017 and others.

 Supporting Resources

Follow us on LinkedInTwitterFacebookYouTubeGoogle+ and Blog

 Datamatics Business Solutions Ltd:

For more information, visit us at www.datamaticsbpm.com.

Datamatics’ Forward-Looking Statement

Copyright © 2018

All rights reserved.

Media Contact:

Suchitra Pritesh

Tel: +91 22 6671 2151

E-Mail: marketing@datamaticsbpm.com

Plot No. B-5, Part B Cross Lane, MIDC, Andheri (East), Mumbai 400 093

www.datamaticsbpm.com

iWebhr wins Datamatics Business Solutions Ltd. (DBSL) & SafeGuard World International (SGWI) ‘Best HR Technology Service Provider of the Year’ award

suchi-pritesh

Authored by Suchitra Pritesh, Marketing Head.

Mumbai, India – 15th February, 2017 – DBSL, a global provider of Business Process Management (BPM) and SGWI a global payroll service provider together created Intelligent global HR solution on Cloud – iWebhr. The world class technology was officiated with an award at the World HRD Congress 2017.

The product is designed to support global employee management needs through Global Managed Payroll (GMP), Global Employment Outsourcing (GEO) and Cloud HCM. This one-stop shop solution can be delivered with 100% compliance globally. A scalable and flexible payroll management solution consolidates, centralizes and gives decentralized experience for each region.

While DBSL has a strong foothold in the Asian market, SGWI is a western world leader in providing payroll solutions. This alliance enables global organizations to access intelligent cloud-based technology and meet the growing HR demands around the world.

On receiving the award, Satish Kumar, Chief Sales Officer, DBSL said, “Over the years we have constantly invested in technology that’s streamlined, accessible and easy to use. This is the right way forward for our Payroll services. A strong regional presence and domain experience of more than three decades in the Asian market energized such a move. Our partnership with SGWI will aid organizations in Asia and Western markets to mitigate legal risks by integrating into a single technology – iWebhr, in every country.”

“We found a huge opportunity in the Asian market and were in search of a partner to provide ‘In-country Payroll’ solutions. Our strategic alliance with DBSL is just a step towards our journey in becoming the principal global payroll and employment outsourcing provider.” said, Tony Lloyd, Senior Vice President APAC Business Development, SGWI.

This annual recognition of innovative and proven technology, by World HRD Congress recognizes breakthrough technologies & strategies that make an impact on the HR landscape. All nominations pass through a thorough screening process by the Academic Council and the Professional Council before the Jury round and live presentation. The Jury selected the finalists after a rigorous six stage process to receive the final rankings. The winners were selected after detailed discussion and analysis.

About Datamatics Business Solutions Ltd:

We are a global provider of the Business Process Management (BPM) solutions. We partner with Fortune 5000 to help drive revenue growth, operational efficiency & customer engagement. We deliver highly customized solutions that leverage our strong industry experience of over 35 years.

Envisioning the future, Datamatics has been awarded with multiple awards – ‘Best Outsourcing Services Provider’ by 2020 Group, ‘Best Employer Brand’ in 2017 and others.

 Supporting Resources

Follow us on LinkedInTwitterFacebookYouTubeGoogle+ and Blog

 Datamatics Business Solutions Ltd:

For more information, visit us at www.datamaticsbpm.com.

Datamatics’ Forward-Looking Statement

Copyright © 2018

All rights reserved.

Media Contact:

Suchitra Pritesh

Tel: +91 22 6671 2151

E-Mail: marketing@datamaticsbpm.com

Plot No. B-5, Part B Cross Lane, MIDC, Andheri (East), Mumbai 400 093

www.datamaticsbpm.com

Lead generation is all about strategy…. Not methodology

satish

Authored by Satish Kumar, CSO.

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The conventional B2B lead generation wisdom is accessible to everyone and is being used too – like B2B leads come from a perfect email marketing campaign with more perfect subject line type, length of the email, benefits focused content and many more. There are no statistics to prove these methods bring in either marketing qualified leads (MQLs) or sales qualified leads (SQLs). Email marketing campaign with all the ticks on check boxes still generates accidental leads.

For years now marketers constantly face two questions – first why are competitors winning more deals than my sales team? Second – Is email marketing enough?

Knowing exactly where every lead comes from isn’t absolutely required; but touching all the forms of communication to hit the right prospects is essential as ever. There are many ingredients that go into optimal lead generation campaign from segmentation to content. Executing 360 degree approach to acquire leads to a well segmented database will generate that are truly qualified for sales team.

Modern mechanics of lead generation

Customized or personalized lead acquisition strategy is a highly effective but unfortunately underutilized.  This approach touches multiple points of communication to prospects to generate targeted leads for sales team, advantageously cutting down all the non-sales activities they perform.

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Using web well: Having a social presence on major platforms or tweeting every day is not enough to get leads. Leads generated through social media averages out to 12% almost equal to email marketing with 13% (source: hubspot). Whilst social media is much younger than email marketing, it is still doing a great job in B2B lead generation process. It is time to include social media as part of bigger marketing campaign plan to hear prospects’ voice. Blogs, news publications, media outlets and other influencers need to be captured and reacted in coordination for targeted customer acquisition and retention.

Email marketing is a veteran in the game, but surely needs a new approach: There are currently 3.3 billion email accounts in the world (source: Mashable). A blind blast of emails to all of them is only an act of ‘hit and pray’. Email marketing generates 2X returns compared to other channels, this means a cohesive strategy can bring higher returns. Well mapped communication strategy to back-up emails to a researched database will lead the entire campaign towards success.

Voice – Personalization is complete only with a human touch: Digital marketing is growing at a tremendous pace; still they all have people in the background. People who can build customer confidence about the product or service. Voice tactic to contact prospects real-time is one of the proven ways of increased lead generation. Webinars and whitepaper opt-ins can trigger interest. Voice action on email opens and clicks can nurture leads for quicker closures, cross-sell and up-sell by sales team.

Data scientists to tie them all together

Data is useful only when it is enhanced and converted into intelligence. Finding an industry veteran who have been there and done that is central. Amalgamation and enhancement of data in silos is vital to create targeted database. This is the first step towards a comprehensive lead generation campaign.

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About Datamatics Business Solutions Ltd:

We are a global provider of the Business Process Management (BPM) solutions. We partner with Fortune 5000 to help drive revenue growth, operational efficiency & customer engagement. We deliver highly customized solutions that leverage our strong industry experience of over 35 years.

Envisioning the future, Datamatics has been awarded with multiple awards – ‘Best Outsourcing Services Provider’ by 2020 Group, ‘Best Employer Brand’ in 2017 and others.

Supporting Resources

Follow us on LinkedInTwitterFacebookYouTubeGoogle+ and Blog

Datamatics Business Solutions Ltd:

For more information, visit us at www.datamaticsbpm.com.

Forward-Looking Statement

Copyright © 2018.

All rights reserved.

Media Contact:

Suchitra Pritesh

Tel: +91 22 6671 2151

E-Mail: marketing@datamaticsbpm.com

Plot No. B-5, Part B Cross Lane, MIDC, Andheri (East), Mumbai 400 093