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What Does B2B Demand Generation Mean?

Demand Generation Seeks to Promote Interest

The main goal of demand generation is to educate B2B market segments on the existence of a solution and how it directly benefits them. The efficiency of this process can be judged and quantified by the amount of awareness and interest it draws.

Before you begin this process, you must choose the best marketing strategy for your case. Next, we engage potential customers. This process requires you to determine:

- Who these customers are?
- What do they want and need?
- What will most likely drive them to your offer?

B2B Demand Generation vs. Lead Generation

The generation of demand for your solution is often confused with lead generation. In fact, these are complementary phases. Let’s look at the analogy of demand generation as a blank canvas. This process paints a picture to increase interest in a particular solution for a specific audience. Thus, it stimulates the appetite, if you will.

B2B lead generation is then geared toward acquiring qualified contacts who already have some understanding of what your organization does and may find your offer somewhat attractive for them to use. Once an initial level of trust or awareness in your brand has been established, these individuals are better positioned to explore your solution.

What Are the Benefits of a Demand Program?

To recognize and demonstrate how your solutions can directly help prospects, share valuable content and position your organization as an authority with clear answers. Creating awareness and market education can be done simultaneously. These are effective tools which will save your sales team time by allowing them to focus on quickly closing deals with your qualified leads and shortening your sales cycle.

A successful demand generation program will spark interest. When prospects in your target audience are aware of your presence and know how your solutions can address their specific challenges, they will seriously consider them. What’s more, if you lay the awareness and education foundations creatively and correctly, this will ensure they continue to ask for additional information on your solutions.

How Does Direct Objective Efficiently Create Demand Generation?

Direct Objective Consulting uses these four demand strategies to engage new prospects:

Awareness is a crucial success factor in making a sale. The familiarity and good reputation of a brand are what facilitate the sales cycle for your business. By generating awareness with the right prospects, Direct Objective can increase traffic and bring more qualified visitors to your website and other marketing channels. These demand-generation efforts allow you to strengthen your reputation relatively quickly.

By creating relevant content, we aim to generate this awareness through ads, informative blog posts, and e-books, as well as email and social media campaigns. Direct Objective ensures these prospects convert into actual leads that stay engaged with your organization, making your strategy a resounding success.

Awareness is one thing, but it is imperative to offer high-value content to maintain the attention of your prospects. Direct Objective builds content marketing strategies that gather and analyze data intelligence on consumer behaviour. Thus, targeting the right buyer personas for your solution.

Once you understand what your audience is looking for and why, you can efficiently create engaging, reliable, and authentic content. Moreover, it provides a clearer understanding of which type of content (i.e., emails, blogs, webinars) will draw the most interest in your solutions.

A demand generation strategy that attracts potential clients based on the exact same method that flowers attract pollinators. Flowers use every tactic they have to attract the “qualified” pollinator with their scent, the width of petals, color, nectar, etc.

Direct Objective aligns your inbound marketing efforts with “pollinators” to earn their trust and be recognized as an authority in your field of expertise. For example, a well-written blog is a good way to attract new prospects to your website. This, coupled with effective SEO practices, social media posts, and other methods, will increase traffic to your content and popularize your solutions.

Direct Objective offers another highly effective strategy for B2B companies by targeting a very focused segment with a limited number of prospects: the ABM approach.

This time, the marketing logic is inverted. You don’t broadcast and hope someone lands in your “trap.” Instead, we research a limited client account group to gain detailed knowledge about the people involved. We approach them directly, personalizing the campaigns according to our data, and we nurture these rare and valuable groups of leads until they are ready to convert and be added to your sales funnel.

What's Your MarketingReady^TM Ranking?

Direct Objective has a proven track record when it comes to igniting demand for its clients. The logic and structure behind the above strategies have proven to be very effective and applicable across various types of businesses and organizations.

Contact us now to build incredible demand generation and awareness for your solution.

Testimonials

“Always looking to create more creative and efficient campaigns, Direct Objective measures everything and works with us step-by-step to reach our marketing goals. They increased our Web presence, which gave the company a prominent profile and secured new leads for us.”

Jaspal S. Rangi, Owner & Chief Designer at Monsoon Corporate Gifts

Resources

- Intelligent Growth Playbook: The SiriusDecisions Demand Waterfall® Family by SiriusDecisions
- Demand generation vs lead generation for B2B marketing
- Definition of Demand Marketing
- Are you ready for Demand Generation?
- Diving into the new SiriusDecisions Demand Unit Waterfall

What Does B2B Demand Generation Mean?

Demand Generation Seeks to Promote Interest

B2B Demand Generation vs. Lead Generation

What Are the Benefits of a Demand Program?

Create awareness

Conduct market education

Spark interest

How Does Direct Objective Efficiently Create Demand Generation?

Awareness and reputation strategy

Content marketing strategy

Inbound marketing strategy

Account-based marketing (ABM) strategy

What's Your MarketingReady^TM Ranking?

What Does B2B Demand Generation Mean?

Demand Generation Seeks to Promote Interest

B2B Demand Generation vs. Lead Generation

What Are the Benefits of a Demand Program?

Create awareness

Conduct market education

Spark interest

How Does Direct Objective Efficiently Create Demand Generation?

Awareness and reputation strategy

Content marketing strategy

Inbound marketing strategy

Account-based marketing (ABM) strategy

What's Your MarketingReadyTM Ranking?

What's Your MarketingReady^TM Ranking?