It doesn’t matter how good your product/service is, how hard your salespeople work or how well designed your sales process is if you don’t have a strong program in place to gain the awareness, attention and engagement of your target market.
The demand generation process can occur throughout the buyer’s journey, from the epiphany stage all the way through the decision stage; therefore it’s crucial you have the right strategy in place to create the right type of engagement at the right time.
Some of the key objectives of the demand generation process include:
In the demand generation phase you’re not “selling,” you're helping, challenging and guiding. Mastered, generates high-probability prospects, with an understanding of who you are, what you do and why it matters, and a commitment (and open mind) to move further with you. Another word for this is Sales Qualified Lead.
The first thing to know is that when you work with Imagine, our goal is not to generate more leads; it’s to generate more revenue. More precisely, it’s to maximize the client lifetime value you are able to gain for the investments you make.
This means we take a holistic approach to demand generation. So while the primary metrics may focus on high-quality sales opportunity generation, you’ll know the opportunities created to align with your retention and customer success strategies as well. The net result is faster growth, higher margins, and greater customer retention.