B2B Lead-Demand Generation

What is Demand Generation? Demand Generation , or “demand gen”, is the process of creating awareness and demand for your company’s product or service. In short, demand gen aims to bring new visitors to your website or business in order to introduce them to your company. The end result is to build awareness in your target audience, establish trust, and to create interest for your company. What are the techniques of demand generation? Blog posts or articles Social media posts YouTube videos Press releases Podcasts and interviews Free tools Case studies What is Lead Generation? Lead generation or “lead gen”, is the process of converting potential customers into qualified leads. It is the process in which a potential customer exchanges his information in exchange with something such as an eBook, white paper etc. It is way below demand generation in the sales funnel. The end result is to find qualified leads for your company so that they then be added to a lead nurturin

Recognizing a genuine sales opportunity can directly impact your sales results. Bandwidth is constrained, time is short, and targets are high. This is why talking to anyone other than a highly-qualified lead is a waste of valuable time. So the easiest way to make the sales team start using their time more efficiently is by staying focused on qualified leads. A  Sales qualified lead  (SQL) is a prospective customer that is considered eligible for moving to the next step in the sales process. A sales-qualified lead would have demonstrated an intent to buy your company's product/service and met your company's criteria of lead qualification that defines whether the prospect is a potential buyer. Usually, this category is restricted to a prospect that has crossed the engagement stage and needs to be pursued for conversion into a customer. So, these are the folks you should be talking to! But is that what happens? Unfortunately, no! A study conducted by Marketing Sherpa

Before going ahead and understanding effective B2B demand generation strategies, let us know about demand generation and how it is different from lead generation. What Is B2B Demand Generation? Demand generation , as the name suggests, is the process of generating demands for a business' products or services. It starts with identifying audiences which are most likely to interpret the message conveyed by a particular brand. It is a long term process and requires developing a strong bond between the brand's marketing and sales team and prospective clients. Demand Generation vs. Lead Generation One might confuse demand generation with lead generation. However, they share a critical difference! When it comes to what can qualify as a lead, the definition differs from business to business. For some, a mere visit to the site can get qualified as a lead, primarily if the company operates in areas like cold-calling where the purpose convince customers to reach the business

Even in the era where inbound marketing is being spoken of all over the place, outbound sales is still holding strong. Done right, it can drive shorter sales cycles, faster results, and increased revenue. That said, it is also true that sales is a dynamic profession with new innovative approaches being brought to the table all the time. One fundamental staple of the outbound way is effective  Contact Discovery  or  List Building . In fact, such  Data Quality Solutions  can be considered a critical component in the outbound sales efforts. What makes the database crucial for outbound sales? Database-driven outreach is still immensely useful. Think of the customers you can reach out to directly via email campaigns. Here, you need to take into consideration the customers who have opted into the mailing lists and expressed interest in your company’s products and services. These prospects are likely to react positively to communications that read like they are personal -highly

What is Demand Generation? Demand generation  refers to the comprehensive programme of marketing and sales enablement initiatives throughout the entire funnel that only occur once there is some demand for your product or service. Lastly, demand generation goes beyond your marketing and sales funnel to address non-visible touch points before a lead even enters your funnel, all the way through customer retention. A true demand generation strategy accounts for every touch point in the buyer’s journey; all the way from anonymous consumer to delighted customer. In executing an effective demand generation strategy, you create opportunities: opportunities to make data-driven decisions, align your marketing and sales teams, track marketing’s contribution to revenue and, most importantly, drive growth for your organisation. Demand Generation Fundamentals As demand generation programmes encompass every single touch point (from before a person becomes aware that your company exists all t

Gone are the days when marketing and sales teams of an organization could work separately. It’s the era of SMARKEITNG wherein the sales and marketing team have to work hand in hand. The line between the two teams is becoming blurred with each passing day. The common goal is to make the sales process more effective and the sales cycle shorter. This begins with highly targeted account profiling. What is B2B Account Profiling? B2B Account Profiling  is a process of understanding and gathering information related to a specific set of important prospects to devise a perfect sales strategy. It helps companies bag large accounts that have complex decision making processes and multiple departments and locations. So, how do we make account profiling more effective? Here are some techniques:- Utilizing Sales Intelligence Effectively It is always the sales team that is the closest to the prospects. Owing to their regular interactions with the prospects, they are in a bett

What is Account Based Marketing? Buyers are more informed now than ever. Also, the number of stakeholders involved in decision making has increased with time. Reaching out to the right stakeholders is more challenging now for B2B companies. This holds true especially while targeting larger organisations. In most companies sales and marketing teams work separately with little or no transparency. This is where  Account Based Marketing  comes into picture. In this approach, the sales and marketing teams work together hand in hand. The aim is to target a group of stakeholders rather than just an individual. With this approach, the sales and marketing teams can have more visibility of client’s needs and can hence develop more personalised marketing messaging. Benefits of ABM:- ⦁ Joint efforts of sales and marketing teams ⦁ Shorter sales cycle ⦁ Increase in ROI How is ABM different from Funnel Based Marketing? Funnel based marketing focuses on what needs to be said, who to say

Sales qualified lead (SQL) is a prospective customer that has been researched and vetted - first by an organization's marketing department and then by its sales team – and is ready for the next stage in the sales process. For an SQL already has intent to buy company's products or services and has met an organization's lead qualification criteria. The lead has now crossed the engagement stage and is now ready to be pursued for conversion into a full-fledged customer. What constitutes an  SQL  varies from company to company. Marketing and sales team sometimes don’t agree on how to qualify leads. Marketing team often identifies these leads in the beginning of the sales process where the main objective is to foster interest in the prospect. These leads are then shared with the sales team for persuading further and turning them into closures. MQL refers to a lead wherein a prospect has interest. This is tracked from looking at specific behaviors or level of engagement, s

Product designers understood long ago that they’d save money as well as time if they consulted with their colleagues in manufacturing rather than just throwing new designs over the wall. The two functions figured out it wasn’t enough to just coexist but if they could work together to create value for their organization and for their customers. One would think that marketing and sales teams, whose work is also interconnected, would have discovered something like this too. As a rule, though, they’re separate functions within an organization, and, when they do work together, they don’t always get along. When sales are disappointing, Marketing often blames the sales force for its poor execution of an otherwise brilliant rollout plan. The sales team, in turn, claims that Marketing team sets prices extremely high and uses too much of the budget, which instead should go toward hiring more salespeople or paying the sales reps higher commissions. More broadly, sales departments tend to beli

All organisations revolve around customers.  Customer acquisition  is one of the most important tasks for the sales and marketing team of any organisation. Sales cycles are usually long and painfully tedious. Is there a way to shorten the sales cycle?  The good news is, there is which is contact discovery. How to do contact discovery The sales process begins with identifying the right prospects for the product or service that an organisation is offering. Questions such as who is the key decision maker, who is the right person to connect with, arise at this point. This is called contact discovery.The precision of contact discovery is one of the key factors contributing towards reducing the length of sales cycle. Just gathering data of prospective clients does not serve any purpose. The key lies in gathering intelligent information. It is this intelligent information that helps the sales team to connect with the right people during their very first interaction. Most of the ave

One of the very first steps in the sales process of any organisation is to build or acquire a list of highly relevant contacts. However, compiling such a list is extremely time consuming. Being a  Contact Discovery  and list building company, we can help you with this. We specialise in creating high quality, accurate lists of your prospects based on your requirements. We Build Customised Lists By Geographic location Industry Company Names Job Title Demographics Highly Customised List Building Services At KIA Biz, our USP lies in building highly customised lists. We are not data resellers. We are a data research organisation and we build each and every list based on client requirements. Not only our data is highly accurate but is also based on sales and market intelligence. We understand that each contact is a potential sale for our customers. Our team spends enough time in understanding project requirements and then proceeds with data research. Thus, we ensure that the d