Post by ivykhan885 on Mar 7, 2024 5:28:17 GMT
Is there a process that allows a company's sales and marketing departments to collaborate in a harmonious and integrated way, with the aim of improving sales processes? Absolutely yes! The solution is called Demand generation: let's see how it works and what its advantages are. To enjoy all the advantages of an efficient team and optimized work management , rely on a digital company like Ediscom! Find out more, click here ! Demand generation Share on Facebook Share on LinkedIn REQUEST INFO ON LEAD GENERATION! Demand generation: meaning and advantages When we talk about demand generation in marketing (often abbreviated as "demand gen") we are referring to that process whose primary purpose is to simplify and optimize professional relationships between those who develop strategies to acquire new contacts (marketing ) and those who have the task of transforming these contacts into customers ( sales team ). Going into more concrete terms, demand generation concerns three aspects of a company's sales process, which correspond to the three main steps that lead to the final sale of the product: lead generation, lead management and sales conversion . How to increase sales through a demand generation process.
To be able to make the most of this type of strategy, it is essential to work at every level of the sales funnel, from the initial TOFU ( Top of the Funnel ) to the final BOFU ( Bottom of the Funnel ) and passing through the intermediate MOFU ( Middle of the Funnel ); none of these phases should be overlooked. The first contact between brand and customers corresponds to the upper part of the funnel, the funnel that represents the sales process and the TOFU phase is the one in which leads are generated. How can demand generation bring benefits during this first phase dedicate Australia Telegram Number Data generating new contacts? As already mentioned previously, it is essential to be able to best integrate the work, tasks and skills of the marketing and sales departments, ensuring that they collaborate with each other and present a common front . The key lies in the objective: it must be the same for both parties. And what is the objective in this first phase? Get quality leads! To obtain valid and targeted contacts, the best way is to rely on the experience of the salespeople, of those who have the task of selling the company's products and services: their skills and knowledge acquired over time will in fact be gold for the sector marketing, which will thus have clear and concrete indications not only on the ideal customer to address its advertising campaigns, but also on the type of users to exclude and on the best way in which to set up communication.
What to do instead once you have acquired the leads? At this point, the users intercepted and transformed into leads become the subject of the MOFU phase, the one in which they must be managed (lead management) and accompanied towards the last step of the sales process. Also in this case, the sales team can be the added value for the marketing team : how? In this phase, it is essential to make the user understand the real advantages that he will be able to benefit from thanks to the purchase of the product / service covered by the advertising campaign; this information is in the hands of sales staff, who will therefore be able to suggest the themes to focus on in communication, the levers to push to direct the decision of potential customers who have already approached our brand and in which they have shown interest . We now come to the last part of the demand generation process, the one that corresponds to the narrowest point of the funnel that represents a sales funnel: the conversion . In short, this is the moment in which all the work done must be put into practice and the entire process.
To be able to make the most of this type of strategy, it is essential to work at every level of the sales funnel, from the initial TOFU ( Top of the Funnel ) to the final BOFU ( Bottom of the Funnel ) and passing through the intermediate MOFU ( Middle of the Funnel ); none of these phases should be overlooked. The first contact between brand and customers corresponds to the upper part of the funnel, the funnel that represents the sales process and the TOFU phase is the one in which leads are generated. How can demand generation bring benefits during this first phase dedicate Australia Telegram Number Data generating new contacts? As already mentioned previously, it is essential to be able to best integrate the work, tasks and skills of the marketing and sales departments, ensuring that they collaborate with each other and present a common front . The key lies in the objective: it must be the same for both parties. And what is the objective in this first phase? Get quality leads! To obtain valid and targeted contacts, the best way is to rely on the experience of the salespeople, of those who have the task of selling the company's products and services: their skills and knowledge acquired over time will in fact be gold for the sector marketing, which will thus have clear and concrete indications not only on the ideal customer to address its advertising campaigns, but also on the type of users to exclude and on the best way in which to set up communication.
What to do instead once you have acquired the leads? At this point, the users intercepted and transformed into leads become the subject of the MOFU phase, the one in which they must be managed (lead management) and accompanied towards the last step of the sales process. Also in this case, the sales team can be the added value for the marketing team : how? In this phase, it is essential to make the user understand the real advantages that he will be able to benefit from thanks to the purchase of the product / service covered by the advertising campaign; this information is in the hands of sales staff, who will therefore be able to suggest the themes to focus on in communication, the levers to push to direct the decision of potential customers who have already approached our brand and in which they have shown interest . We now come to the last part of the demand generation process, the one that corresponds to the narrowest point of the funnel that represents a sales funnel: the conversion . In short, this is the moment in which all the work done must be put into practice and the entire process.