What is the Demand Generation process?
Posted: Sun Dec 22, 2024 7:18 am
In a previous note , we talked about the role of Demand Generation as a process that drives sales.
How do we start this process? To find out, there is nothing better than breaking it down and analyzing it part by part…
Starting to make noise
Demand Generation is a key activity for B2B businesses: keeping our company and its offering in the mind of our prospect is essential to open conversations. We need to navigate the long and complex sales process.
As with all successful marketing techniques, a good strategy is what makes the difference. We need to set a clear direction for the activities we are going to carry out.
Stages of Demand Generation
Demand Generation is not a matter of chance. Before we start generating interest, we need to create a process with its respective stages. Its inputs and outputs. Let's see in detail what these stages are and what each one consists of .
Define your goals: Let's start by setting your business goals. For example, the number of software license sales you hope to complete before the end of the fiscal year. This way, you can estimate the number of leads you thailand viral telegram need to fill your sales funnel. Having clear objectives will help you better focus on your target market.
Define your market: Is it clear who we are targeting with our campaigns? It is important to do careful segmentation work. Define the type of target company and ideal contact profile.
Determine who your buyer personas are: Generating demand in 2020 is more about knowing your customer than knowing marketing techniques . It is a great investment to spend time studying your buyer personas.
You can create buyer personas based on your audience’s roles, needs, or goals. Over time, you will be able to create more robust profiles with the help of more detailed questions to customers. They will help you understand what motivates them (and what doesn’t) when choosing a product like yours.
Choose your strategy: The type of strategy you should use will depend on your ideal customer profile. The 2 most commonly used approaches are:
Broad-based marketing: in this case, the largest number of marketing channels possible are used: Website, e-mail marketing; SEM, SEO, Content Marketing. The premise of this type of strategy is to sow, attract and convert.
Account-based marketing: Account -based marketing does not seek to reach a large number of companies, but rather the big fish. Everything starts with a list of target companies. With them, we will design personalized strategies to open conversations (prospecting).
Define your marketing objectives at each stage of the funnel: When a LEAD enters your funnel, two things can happen: they advance or they abandon. For them to advance, we need levers. The best levers are valuable content. What is valuable content? That which helps your buyer do their job better .
How do we start this process? To find out, there is nothing better than breaking it down and analyzing it part by part…
Starting to make noise
Demand Generation is a key activity for B2B businesses: keeping our company and its offering in the mind of our prospect is essential to open conversations. We need to navigate the long and complex sales process.
As with all successful marketing techniques, a good strategy is what makes the difference. We need to set a clear direction for the activities we are going to carry out.
Stages of Demand Generation
Demand Generation is not a matter of chance. Before we start generating interest, we need to create a process with its respective stages. Its inputs and outputs. Let's see in detail what these stages are and what each one consists of .
Define your goals: Let's start by setting your business goals. For example, the number of software license sales you hope to complete before the end of the fiscal year. This way, you can estimate the number of leads you thailand viral telegram need to fill your sales funnel. Having clear objectives will help you better focus on your target market.
Define your market: Is it clear who we are targeting with our campaigns? It is important to do careful segmentation work. Define the type of target company and ideal contact profile.
Determine who your buyer personas are: Generating demand in 2020 is more about knowing your customer than knowing marketing techniques . It is a great investment to spend time studying your buyer personas.
You can create buyer personas based on your audience’s roles, needs, or goals. Over time, you will be able to create more robust profiles with the help of more detailed questions to customers. They will help you understand what motivates them (and what doesn’t) when choosing a product like yours.
Choose your strategy: The type of strategy you should use will depend on your ideal customer profile. The 2 most commonly used approaches are:
Broad-based marketing: in this case, the largest number of marketing channels possible are used: Website, e-mail marketing; SEM, SEO, Content Marketing. The premise of this type of strategy is to sow, attract and convert.
Account-based marketing: Account -based marketing does not seek to reach a large number of companies, but rather the big fish. Everything starts with a list of target companies. With them, we will design personalized strategies to open conversations (prospecting).
Define your marketing objectives at each stage of the funnel: When a LEAD enters your funnel, two things can happen: they advance or they abandon. For them to advance, we need levers. The best levers are valuable content. What is valuable content? That which helps your buyer do their job better .