4 demand generation strategies to help you boost sales
By b2b best practices, B2B Marketing
In today’s ever changing business world, each new opportunity that arises makes the difference between growing or scaling back your business.
Customers do their own research, spending almost 60% of the sales process cycle without engaging with sales representatives, which in turn, makes it harder for companies to be in control when it comes to identifying and nurturing leads.
On the other hand, customers do expect a personalized interaction with the company’s sales force.
1. Define your demand generation program’s goals and the KPIs:
A clear definition of the KPIs and metrics used in the demand generation process will help you to effectively measure achieving your goals and executing your marketing strategy. It is important to have clearly defined metrics, as the results’ analysis will determine whether a change in the overall strategy is required or just optimizing the demand generation process should suffice.
2. Focus on the right content
Having the right content is a must in making sure that customers don’t lose interest in what your business has to offer. More and more business keep a special focus on providing the right content to the right time, so that customers and prospects alike can have a good understanding of what value does a specific solution provide.
3. Add a human intervention layer
In a best case scenario, businesses have an automated demand generation program which speeds up the whole sales cycle process. Although this may seem as an ideal solution for many businesses, from a marketing perspective it is also a big mistake. According to Tim Riesterer, the chief strategy and marketing officer at Corporate Visions, this procedure leads to too many under-qualified, dead, or recycled leads that get into the sales funnel, leading to wasted time for sales teams.
Adding a layer of human intervention to your demand generation process that is in charge of speaking and giving a final qualification to prospects is a way of effectively managing your sales team efforts and focus their attentions on closing more deals.
4. Prepare for a digital conversation
Many businesses ask themselves: How can I effectively engage with and set prospects on the right track in the early stages of their buying process?
Stop selling the product and focus more on helping customers understand the value you can bring them. This is like when you go to buy a family car and the salesman tries to sell you a sports car, just because he sees this as a great deal you’re making. Although you may not have the perfect solution for each customer, work on gathering feedback, listen to what they have to say and focus on finding the best solution for your prospects.
The success of a demand generation strategy depends on knowing your customers and prospects and delivering highly relevant content to them. Another thing to be taken into consideration is learning when and how do they want to be engaged.
What other tips would you add to this list?
Latest Posts
Categories
- B2B Marketing (190)
- blog (147)
- Social media marketing (68)
- social media (52)
- Marketing (42)
- Digital Marketing (41)
- Lead Generation (39)
- Marketing Strategy (34)
- Lead Generation (33)
- Press releases (27)
- B2B (26)
- Behind the Scenes (26)
- marketing automation (26)
- Content Marketing (23)
- Marketing (21)
- Strategy (21)
- b2b tactics (19)
- b2b business objectives (17)
- online marketing (17)
- SEO (15)
- content marketing (15)
- Business continuity (14)
- google ads (14)
- AI (13)
- AI Marketing (13)
- B2B Campaigns (13)
- B2B business (13)
- PR Communication (13)
- Business Growth (12)
- PPC (12)
- b2b lead generation (12)
- b2b strategy (12)
- B2B Blogging (11)
- Marketing News (11)
- Marketing Planning (11)
- B2B PPC Campaign (10)
- Conversion Rate (10)
- Employer Branding (10)
- Marketing Automation Tool (10)
- marketing tips (10)
- Social Media Strategy (9)
- White papers (9)
- artificial intelligence marketing (9)
- inbound marketing (9)
- B2B companies (8)
- B2B email marketing (8)
- Fractional CMO (8)
- b2b social media (8)
- crisis management (8)
- marketing automation for B2B businesses (8)
- online PR (8)
- E-books (7)
- HubSpot (7)
- Pinterest (7)
- SEO trends (7)
- Twitter (7)
- b2b sales (7)
- content strategy (7)
- marketing plan (7)
- social networks (7)
- ABM Strategy (6)
- Business Development (6)
- Facebook (6)
- SEO Strategies for B2B Companies (6)
- Webinar Recording (6)
- artificial intelligence (6)
- marketing objectives in b2b (6)
- sales prospecting (6)
- technology marketing (6)
- CMO (5)
- Digital Transformation (5)
- Email Marketing (5)
- Events (5)
- Facebook page (5)
- Google AdWords (5)
- IT (5)
- KPI measurements (5)
- Landing Page (5)
- Marketing Management (5)
- Marketing Trends (5)
- automated marketing (5)
- b2b best practices (5)
- b2b prospecting (5)
- b2b strategies (5)
- digital communication strategy (5)
- internationalisation (5)
- marketing automation systems (5)
- social media marketing campaign (5)
- social media trends (5)
- trends (5)
- B2B marketing campaigns (4)
- Cost per Lead (4)
- Digital Influence (4)
- HubSpot Certified Agency (4)
- Instagram (4)
- Lead Generation Trends (4)
- LinkedIn (4)
- LinkedIn marketing strategy (4)
- NNC Services (4)
- Paid Advertising (4)
- Tech Startup (4)
- Tech Startup Marketing Strategy (4)
- Uncategorized (4)
- Video Marketing Strategy (4)
- b2b sales plan (4)
- best practices during crisis (4)
- leading marketing automation tools (4)
- market entry (4)
- marketing content (4)
- personal branding (4)
- proactive marketing (4)
- B2B Marketing Budget (3)
- B2B marketing inbound (3)
- B2B marketing strategy inbound (3)
- Business Strategy (3)
- Conversion Rate Optimization (3)
- Financial (3)
- Google Analytics (3)
- Google+ (3)
- Internal Marketing (3)
- Linkedin Groups (3)
- Marketing Automation Migration (3)
- Online Events (3)
- Pardot (3)
- Pardot to HubSpot Migration (3)
- SMB international Business Models (3)
- Tech (3)
- Video Content (3)
- Webinar (3)
- abm (3)
- b2b blogging (3)
- b2b customer aquisition (3)
- b2b growth (3)
- barriers to entry (3)
- blogging (3)
- brand engagement (3)
- business plan (3)
- buyer persona (3)
- customer research (3)
- demand generation (3)
- doing business abroad (3)
- employer brand (3)
- employer branding strategy (3)
- inbound leads (3)
- marketing audit (3)
- marketing automation strategy (3)
- marketing leadership (3)
- marketing portfolio audit (3)
- online communities (3)
- online demand (3)
- outsourcing (3)
- prospects (3)
- storytelling (3)
- tech business (3)
- visual content (3)
- 4P’s (2)
- ABM sales outreach (2)
- Agile Marketing (2)
- B2B Contacts (2)
- B2B Email Marketing Campaigns (2)
- B2B Marketing Collaterals (2)
- B2B digital agency (2)
- B2B presentations (2)
- Business Intelligence (2)
- Channel Integration (2)
- Customer-Centric (2)
- DIY business (2)
- Facebook content (2)
- Go-to-Market Strategies (2)
- Hubspot Inbound (2)
- Hubspot Portal audit (2)
- Hubspot marketing portal (2)
- IT recruitment (2)
- Innovation (2)
- Integrated Marketing (2)
- Internship (2)
- Lead Gen Automation Tools (2)
- Microsoft Dynamics (2)
- PPT (2)
- Pay-per-Click (2)
- Product Marketing (2)
- ROI (2)
- RevOps (2)
- SMART (2)
- SMB (2)
- SME (2)
- Sales Automation (2)
- Sales Automation Tools (2)
- Salesforce (2)
- Search Engine Optimization (2)
- Telemarketing (2)
- Tumblr (2)
- action plan (2)
- b2b planning (2)
- b2b tradeshow (2)
- b2b video marketing (2)
- banking (2)
- business communities (2)
- business management (2)
- buyer journey (2)
- buyer motivation (2)
- celebrities (2)
- client presentations (2)
- company marketing (2)
- company presentation rules (2)
- context marketing (2)
- conversion tracking (2)
- corporate presentations (2)
- data driven (2)
- eCommerce Marketing (2)
- employee value proposition (2)
- employer value proposition (2)
- entertainment industry (2)
- free marketing tools (2)
- fundraising (2)
- gdpr (2)
- how to present in front of customers (2)
- how to write a presentation (2)
- marketing investing (2)
- marketing outsourcing (2)
- marketing segmentation (2)
- marketing upskilling (2)
- networking communities (2)
- nonprofits (2)
- omnichannel marketing (2)
- online strategies (2)
- outbound marketing (2)
- outsourced marketing (2)
- ppc ads (2)
- ppc management (2)
- ppc strategy (2)
- presentation structure (2)
- product audit (2)
- product portfolio (2)
- promotion (2)
- sales enablement (2)
- sales funnel (2)
- segmentation (2)
- service marketing (2)
- slideshows (2)
- succes management (2)
- supporters (2)
- targeting (2)
- tourism industry (2)
- tradeshow attendance (2)
- tradeshow objectives (2)
- tradeshow results (2)
- tradeshow strategy (2)
- webinar tips (2)
- website optimization (2)
- 2014 (1)
- ActiveCampaign (1)
- Ad Rank (1)
- AdidasOriginal (1)
- Android (1)
- B2B Case Study (1)
- B2B Digital Training (1)
- B2B e-mail copy (1)
- B2B e-mail marketing (1)
- BWBB (1)
- Blockchain (1)
- Blockchain Technologies (1)
- CTA button (1)
- Design Thinking Model (1)
- Direct Marketing (1)
- Dreamforce 2017 (1)
- Drip Marketing Campaign (1)
- Dynamics 365 (1)
- Dynamics 365 marketing (1)
- Dynamics Marketing (1)
- E-Commerce (1)
- Eastern Central Europe (1)
- Eastern Europe (1)
- Emotional B2B Marketing (1)
- Employee Feedback (1)
- Event management (1)
- External Marketing (1)
- Facebook Apps (1)
- Facebook marketing (1)
- Freemium SaaS (1)
- Go-to-Market (1)
- Google Ad Grant (1)
- Google Ads statistics (1)
- GoogleAdGrant (1)
- HR planning (1)
- Hubspot Outbound (1)
- IT marketing (1)
- IT outsourcing (1)
- IT service price (1)
- Intel (1)
- LeadGeneration (1)
- Machine Learning (1)
- Market Entry Strategy (1)
- Market Research (1)
- Marketing Metrics (1)
- Marketing Results (1)
- Marketing frameworks (1)
- Marketing vs Sales (1)
- Marketo (1)
- Medium Companies (1)
- Microsoft Dynamics 365 (1)
- NGO (1)
- Networking (1)
- Organizational culture (1)
- PPC statistics (1)
- PPC stats (1)
- Personalized messages (1)
- Pictures (1)
- Podcast SEO (1)
- Price (1)
- Recruitment Marketing (1)
- Revenue operations (1)
- Romanian content marketers (1)
- SaaS (1)
- Salesforce Partners (1)
- SharpSpring (1)
- Small Business (1)
- Social Proof (1)
- StopWar (1)
- Tactics (1)
- Target (1)
- Tech events (1)
- Template (1)
- Till Hahndorf (1)
- Types of Google Ads (1)
- Ukraine (1)
- VirginAmerica (1)
- Voice Search SEO (1)
- Work alternative (1)
- Youtube Ads (1)
- ads setting (1)
- app (1)
- artists (1)
- b2b benchmark (1)
- b2b buyer (1)
- b2b buying process (1)
- b2b buying trends (1)
- b2b customers (1)
- b2b marketing vs sales (1)
- b2b modeling (1)
- b2b price (1)
- b2b viral campaign (1)
- benghmarking (1)
- brand advocates (1)
- business (1)
- business growth course (1)
- buyer behaviour in b2b (1)
- buyer persona template (1)
- buyers (1)
- call to action (1)
- clients (1)
- cold-calling (1)
- company (1)
- competition (1)
- copywriting (1)
- customer segmentation (1)
- cybersecuritystrategy (1)
- dan schawbel (1)
- detailed buyer persona (1)
- differentiators (1)
- downloadable resources (1)
- e-mail campaigns (1)
- e-mail message and copy (1)
- employer brand experience (1)
- employer of choice (1)
- entrepreneurs (1)
- environmental marketing (1)
- fans (1)
- gdpr benefits (1)
- gdpr benefits for marketing (1)
- go-to-market channels (1)
- green marketing (1)
- growth marketing (1)
- hotel (1)
- how to find leads (1)
- how to sell (1)
- human resources (1)
- iOS (1)
- inbound marketing services (1)
- inbound marketing vs outbound marketing (1)
- international business (1)
- investment in marketing (1)
- investors (1)
- jamie oliver (1)
- lead generation results (1)
- leads (1)
- letter writing (1)
- like (1)
- market price (1)
- marketing benchmarking (1)
- marketing flywheel (1)
- marketing goals (1)
- marketing investments (1)
- marketing letters (1)
- marketing message (1)
- marketing objectives (1)
- marketing strategy for 2022 (1)
- mobile (1)
- mobile marketing (1)
- music (1)
- new business opportunities (1)
- online reputation (1)
- personal branding tips (1)
- personell issues (1)
- photos (1)
- podcast (1)
- positive employer brand (1)
- ppc click fraud (1)
- price debate (1)
- price negociation (1)
- pricing (1)
- pricing stratey (1)
- product cost (1)
- product price (1)
- promote (1)
- recession tactics (1)
- roadmap (1)
- sales (1)
- script (1)
- seo practices (1)
- service price (1)
- services (1)
- setting objectives (1)
- setting the price (1)
- smart bidding (1)
- social channels (1)
- social networking (1)
- social platform (1)
- social recruitment (1)
- startup (1)
- subscribers (1)
- sustainability (1)
- tailored experience (1)
- talent pool (1)
- tech hub (1)
- tech professionals (1)
- tools (1)
- updates (1)
- viral campaignes (1)
- viral marketing (1)
- viral videos (1)
- visual (1)
- voice search optimization (1)