21 Sep

Demand generation — when pull not push seals the deal!

A case study on how the “Pull” strategy drives 98% lead acceptance from a sales team In my previous blog I commented on how demand generation goes beyond a leads database; that it involves nurturing true, qualified leads. I raised an important question about marketing strategy — Do you tend to push leads out to your sales reps? Or do you use a pull strategy where they can be productive and clinch the deal with home-grown prospects? I could go on about how the ‘pull strategy’ initiates lead acceptance, capitalizes on hot prospects and drives quicker results, but since we’re

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08 Sep

Questions for a Demand Generator

Things to consider and factors that impact demand generation In its true essence, “Demand Generation” involves the use of targeted marketing programs to drive awareness and interest in a company’s products and/or services. And much more than that, it focuses on turning interest into qualified leads. Too often, in the race for bigger numbers, demand generation is confused to mean pushing unqualified sales leads. Rather than working on a pull strategy to maximize and nurture true leads, we end up pushing leads that may not even be close to making a buying decision. It’s time to

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