B2B lead generation: profiled prospects, not bought lists
A bought list contains companies. A profiled list contains the companies that can buy from you, and within those companies the people who can decide. You can see the difference on the first day of calls.
How we profile
Three criteria, applied together: industry, size and decision-making role.
Industry narrows the field to the companies that have the problem you solve. Size tells you whether that problem is big enough to justify the spend and whether your organisation can serve them. Decision-making role avoids the most expensive trap in B2B, which is talking at length to someone who does not sign.
The result is a list with contacts verified one by one, delivered quickly and compliant with the GDPR.
Why the quality of the list decides the campaign
On the wrong list even the best script produces rejections, and it produces them while using up hours of calls that you pay for anyway. On the right list even an average script opens conversations.
That is why the list is not a purchase separate from everything else. It comes out of the market diagnosis, which means understanding which pain point your company solves better than others, and it is corrected every week based on what happens on the calls.
What happens after the list
Lead generation on its own does not bring in contracts. It brings the chance of a conversation.
In our process the list feeds the call campaigns and appointment setting: we call, qualify, book the appointment and confirm it. If you would rather work it with your own sales team we can stop at delivery, or we can take care of training and coaching your agents.
The mistakes we see most often
The first is confusing quantity with coverage. A list of ten thousand names is no use at all if your real market contains eight hundred: you are just paying to call companies that will never buy.
The second is profiling by industry and stopping there, without looking at size. In many markets the same activity carried out by a five-person company and by a two-hundred-person company calls for two different offers, and sometimes one of the two is not yours.
The third is reaching the switchboard without knowing which name to ask for. It is the point where more calls are lost than anywhere else, and it is solved by profiling the role before dialling the number.
How we keep a list up to date
A list ages quickly, because people change roles and companies close or merge. That is why verification is not a one-off step done at delivery.
When the list also feeds the calls, every phone call is a check: a number that never answers, a role that turns out to have changed or a company that no longer exists all come back as corrections. That is why a list that is being worked improves over time instead of degrading.
Foreign markets
We support foreign companies entering Italy and Italian companies expanding abroad, with a localised sales network and scripts. The profiling criteria stay the same, while the language and the sources change.
Frequently asked questions
Are the lists GDPR compliant?
Yes. The lists are profiled by industry, size and decision-making role, the contacts are verified before delivery and the processing complies with the GDPR.
Can I buy just the list?
Yes. You can stop at delivery and work it with your own sales team, or hand us the calling and appointment setting as well.
What does it mean that the contacts are verified?
It means that before delivery we check that the name, the role and the contact details are correct and still reachable. That is what makes it worthwhile to invest hours of calls in that list.
Let’s talk
If you want to find out whether this makes sense for your company, the quickest way is to send us a couple of lines on what you sell and who you sell it to. We reply with an honest assessment, even when the answer is that we are not the right choice.
Write to clienti@alis.srl or call +39 347 830 5930, every day from 8:30 to 18:00.