Tracking Your Customers’ ‘Digital Body Language’?

Do you drive your lead generation program to create demand?

Or

Do you drive demand generation to create interested leads in your product?

You cannot combine demand generation and lead generation; you can however enable the two systems to work simultaneously. Demand generation is:

• The alignment of marketing and sales teams around customers with focus on building an integrated lead management system.   
• About identifying sales-ready leads, lead nurturing, marketing automation and content marketing.

Demand generation is quite literally about generating demand! Aren't customers the source of demand? How much do you really know your customers and their personas? Understand your customers’ interests, buying behavior and process in order to materialize marketing efforts effectively.  First things first:

• Know your customers’ story, 
• Track their ‘digital body language’ 
• Identify their stage in the buying cycle. 

You will then be ready to launch a customized program specific to your customers’ persona, interests and stage in the sales cycle. One way to know the success of your efforts is through measurement. Evaluate performance of your Demand Generation campaigns through the Demand Generation - ‘4V’ Approach:

• Volume - Number of clicks, impressions, registrations, deals, SQLs, MQLs
• Velocity - Rate of conversion of each unit to the next level
• Value - Value of revenue and pipeline 
• Viscosity - Measurement of obstacles that prevent lead conversion from one stage to another

Generate sales-ready leads.

Let sales teams focus on closing deals.

Drive demand through conversations not campaigns.

Boost your demand generation programs with segmented databases