Dennis J.’s Post

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Director of Sales - Connecting customers with their customers

Marketing friends - Your prospects just made a shortlist of vendors… and your company is NOT on it. Why? Because your lead generation efforts may have been anywhere from decent to great, but your demand generation strategy was way off. And no...Lead gen is NOT the same as Demand gen. Your story missed the mark. The message was more about you than them. Your content fell flat. It was too salesy and not valuable enough. Instead of focusing on educating, you overloaded them with case studies, demos, and claims of market leadership. You waited for vendors and platforms to create demand rather than identifying and capturing it. Your revenue goals are always looming, but your demand gen efforts are inconsistent – more like a flickering light than a steady engine. Your competitor was there... every step of the way, playing the long game. You were not. Yes, this a tough pill to swallow. Having run every kind of lead gen & demand gen program and worked with teams from SMBs to enterprises for over 15 years, I’ve seen a few key differences between marketing teams that win and those that struggle: time, patience, and consistency. Consistency being the most important. Funny enough... the same can be said about sales. Lead generation is about quickly grabbing leads, usually by collecting contact info for follow-ups. It's more transactional. Demand generation is more of a long game—building awareness, educating people, and getting them interested, without pushing for leads right away. Roughly 95% of your prospects are going to be exploring solutions like yours in the next year. They're either going to put you or your competitors on their shortlist. What you do today will greatly determine where you will stand. #leadgeneration #demandgeneration #abmmarketing

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