Demand generation: 7 indicators to test your strategy

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In today's article, you will understand what demand generation is and how to define the best strategy using data!

This is because there is a phrase that says: “everything that can be measured, can be improved”.

Therefore, to further improve your demand generation, you must have good management of it through key performance indicators – KPIs .

But first of all, we want to make it clear that we do not advise monitoring these metrics excessively and without a purpose.

Therefore, they must be established based on fundamental points and checked at a frequency appropriate to your commercial process.

Now, let's get down to business: Find out which indicators are essential for you to implement in your analysis of your customer acquisition and engagement!


The importance of having a demand generation process


Basically, generating demand are actions that you define with the aim of creating interest in other companies about the service you offer, creating a relationship.

Therefore, it is important to understand that there is a big difference between B2B demand generation and generating leads!

This is because leads fill the top of your funnel, while demand takes over your salespeople's pipeline.

Let's say that by generating leads, you get potential Spain telegram data meetings. However, generating demand gives you greater opportunities to close deals.

Therefore, demand generation does not only focus on acquiring leads, it goes much further!

With a good strategy, you can bring recognition to your company, authority, trust and, of course, opportunities!





Schedule Diagnostics to Increase Demand Generation





What is the best B2B demand generation strategy?


Of course, there is no perfect formula for prospecting opportunities , so this strategy varies greatly depending on your business.

Outbound prospecting , for example, performs better in companies with a higher average ticket and longer sales cycles, which allows efforts to be focused on a smaller number of customers.

Inbound prospecting is focused on generating the largest number of qualified leads possible and creating a lot of demand, so you need to have a team prepared for this.

In addition to generating demand for outbound and inbound prospecting, we also have post-sales strategies such as upsell and cross-sell, referral programs, prospecting at events and many other possibilities.

The point is that there are companies, like Hackeando Processos , that have mixed demand generation strategies.

However, the tip we give to businesses that are starting their prospecting process or trying to find the best acquisition strategy is to test !

This way, you understand best practices based on the results obtained and can understand which acquisitions really provide a positive return.

So, learn how to start testing different prospects with the Asterisk Funnel!

Click here and find out what this method is: Asterisk Funnel: reach your leads strategically!





7 indicators to boost your demand generation!


Now that you know that you need to invest in different market strategies to understand which one best suits your business and customer, learn how to test them!

So, follow the thread:



1. Connection Fee




Imagine that you have started a prospecting strategy. To know how many leads, among those that your team tried to contact, responded or attended to , this is the ideal indicator!

This is because, with this updated rate, you can know if your customer profile is adapting well to your attempts with this new strategy.

So, you have a gigantic mapping of the first phase of one of the most important steps when starting a prospecting campaign: connection!

With this, you begin to formulate hypotheses about what may have worked and what needs adjustments, such as:

. Problems sending emails and messages;

. Lead information is incorrect or out of date;

. The timing of the connection with the prospect is not fast enough.

So, this is the first metric you need to have on hand when starting a demand generation strategy!



2. Leads generated




Basically, leads are potential customers who are interested in your product.

By trying to connect and capture them, you can now analyze whether your prospecting strategy is, in fact, effective.

Then, calculate how many leads are coming in per day, week or month for each strategy, according to the established goals.

If you find that this is not the case, you will need to review your connection model, the speech adopted, even the goal set and whether you are looking for the right customer profile!