The Mansfield Sales Blog

Demand Generation Strategies: Who Are You Talking To?

In our recent blog post, "What is Demand Generation?" we discussed some of the basics of what demand generation is, some common misconceptions about demand generation, and the basic outline for how a demand generation strategy works. Simply put, demand generation revolves around creating awareness and interest through a process of targeted marketing and lead management/nurturing.

Who Are You Targeting

A large portion of any demand or b2b lead generation strategy is prospecting. To create targeted lead nurturing designed to draw a lead further into your sales funnel, you first must identify and initiate first contact with prospective leads. Prospecting tasks can be time consuming, but they are vital.

Identifying the key individuals in your target market is also a vital, but time consuming task. C-level executives, decision makers, and your ideal target can be tough individuals to get in front of, often requiring many touches (emails, phone calls, direct mailings, etc.) before they can be moved out of your "no response" list.

Once you've identified the decision makers  you want to target, get creative with the targeted marketing and lead nurturing. Mixing phone calls with multi-media emails and relevant content will help to draw them further into your sales pipeline, and will contribute to a stronger demand generation strategy.

You Don't Have To Go It Alone

A sales consulting firm can relieve your internal sales and marketing teams, making the time consuming phone calls that are necessary to an effective demand generation strategy. The added benefit of extensive experience identifying those key decision makers you want to target can make partnering with a consulting firm, an attractive option.

Contact us to see how we can help swiftly build your sales pipeline.

Editor's Note: This post was originally published in Sepember 2012 and has been updated for accuracy and relevancy.

Topics: Sales Strategy


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