Several small, medium, and large companies are under the assumption that demand generation is mostly about finding high-quality leads. For starters, there's no point in having promising leads if they don't interact with your business. High levels of engagement churn out revenue. But how easy is it to get your customers to pay attention?

More often than not, demand generation teams and marketers face pressure from the upper management to turn promotional expenditure into revenue. This isn't possible without a demand generation strategy.

Here's a brief guide to demand generation strategies by SalesGig.

What Is Demand Generation?

According to the Content Marketing Institute, demand generation is "the practice of creating demand for an organization’s product or services through marketing." The most important element of a demand generation strategy is its outcome.

Are people attracted towards your products and services? Don't make the mistake of measuring your demand generation strategy only by the number of leads you've acquired. Here are some other essential factors:

·         The quality of those leads

·         Are they convertible to revenue?

·         Do they contribute significantly to the organization's bottom line?

Lead Generation vs. Demand Generation

Quite simply, demand generation is the different strategies a business uses to formulate leads. These strategies could be:

·         Getting the customer to sign up for a webinar,

·         Offering them downloadable content,

·         Getting them to fill out a form, and so on.

Once you've acquired a lead, you nurture it so the customer moves from the interaction stage to the consideration stage. After this, the lead is passed on to a sales team like SalesGig.

That said, it's also important to note that not every lead is going to convertible. But it doesn't mean that if a customer isn't willing to make a purchase right now, they will never buy your product or service. A business's marketing team can contact those leads again and try their best to reach high-levels of engagement.

Essential Elements of An Effective Demand Generation Strategy

1.     Key Players

Demand-gen is a collaborative approach between a business's marketing and sales teams. Some important roles that can be included are:

·         Marketing operations

·         Marketing team lead

·         Marketing technologist

·         Demand-gen lead

On the sales team, the sales manager or sales executives can play a crucial role too. These people ensure an open line of communication always exists.

2.     The Approaches

The seven important demand generation strategies that can be used are:

·         Website insights

·         Content marketing

·         Lead nurturing

·         Lead scoring

·         Optimization and measuring

·         Social media marketing

·         Aligning marketing and sales

3.     The End-Goal

The goal defines the demand generation strategy. Not only is a demand generation strategy supposed to increase revenue, but it should also improve the overall buying process. Pumping leads into your business isn't going to amount to anything if the buyer's journey hasn't been optimized!

SalesGig gives you an outbound sales development team that generates demand for your business with the help of high-quality sales reps and an omni-channel outreach. To know more about us, click here to fill out a form and get started!