In the recent times B2B demand generation has become much more tougher than ever before
. Mass marketing is outdated and direct marketing is ignored. Email marketing has come under the clutches of spray and pray tactic. On the other hand, sales quotes have remained the same- in fact it has gained immense popularity. In this favorable situation, marketers can be creative and think outside the box. Here you need to different and apply your creativity which can work wonders. Let us understand it better.
The important and the most fundamental elements of B2B demand generation is your lead database. In mass marketing techniques most of the marketers relied on large subscription databases which everyone used- including your competitors. But, now when mass marketing is dead- many of them are still relying on the same old sources for their lead databases such as, magazine subscribers, rented list, subscription databases ans so on. It is not effective anymore, it provides the same data to everyone, lacks depth were you know only contact names and titles.
Its a high time we think about the fundamental variables for the B2B demand generation success. The first thing you need is to creative and think out of the box when dealing with your lead database. You need to understand and focus on who are the key influences. You should be open to learning and find out your influence's based on their exact current roles. Develop a strong sales research process which will help you identify the specific contacts and drastically improve your response rate.