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Top 6 Demand Generation Strategies to Increase Your Sales Pipeline

Posted November 8, 2021

Top 6 Demand Generation Strategies to Increase Your Sales Pipeline

Posted November 8, 2021

What are a few demand generation strategies you’ve tried before in order to increase your sales pipeline? When it comes to demand generation, there are usually two scenarios. The first scenario is when your customers identify their own challenges and then seek your solutions with the intention of solving their problems. The second scenario is when you identify new challenges and reach out to customers with your solution. Regardless of which scenario you may deal with, demand generation is an essential ingredient within an effective business growth recipe. Overall, demand generation activities are known to generate high-qualified leads that engage with various brands and gradually yield higher revenue. To win over today’s B2B buyers in this overcrowded and ever-changing marketplace, robust demand generation strategies are key to help build strong and long-lasting relationships. Consider implementing any of these six demand generation strategies to see how you can generate more leads and conversions at your organization.

6 Proven Demand Generation Strategies For  Generating More Leads

It’s never a bad idea to try some new strategies in order to increase your sales pipeline and add more leads to your list, right? Any of these six strategies may provide the benefits you’re looking for.

#1 Use Intent Data to Reach Active Prospects

For starters, having access to intent data enables you to gain insights into prospects’ real-time digital movement within the buying journey. Intent data also offers information about buyers’ needs, their real-time purchase intent, and even their online research behavior. By using these types of insights, brands can build a clearer picture of their prospects’ pain points, buying reasons, topics they research, and other account information.

When prospects actively research your products or those similar to yours, you can not only identify those prospects, but also reach them with relevant offers in order to help solve their problems.

#2 Implement Robust Content Marketing Strategies

Next are robust content marketing strategies, which offer timely and helpful insights at each step of a  buyer’s purchase journey. By applying this level of knowledge, brands can deliver more relevant and personalized content to buyers, address their concerns, build purchase confidence, and also develop brand credibility. Fortunately for you, your brand can become a much-needed solution and guide for different customers within the marketplace while also serving as an industry leader with authority.

#3 Nurture Your Leads

In addition, lead nurturing is an effective way to  create a strong and reliable demand generation program. When it’s done right, lead nurturing can help brands do the following: 

  • Offer relevant solutions that address and combat prospects’ pain points
  • Address and answer prospects’ concerns
  • Increase brand awareness
  • Foster strong relationships with leads
  • Convert leads into permanent buyers

On the same note, B2B marketers can use a strong lead nurturing strategy to develop a long-lasting relationship with their buyers, increase further demand for their products and services, and generate higher revenue. 

#4 Run Account-Based Marketing Campaigns

In case you don’t already know, account-based marketing is the new normal in the B2B world. When properly executed , it’s a proven method to generate maximum opportunities for sales teams and for upselling purposes. A successful ABM plan requires brands to align with their sales team and strategically prepare a list of qualified target accounts. The next step is to target those accounts using tactics like personalized ads, social media outreach, direct mail, and other marketing campaigns that can lead to a substantial profit and other benefits.

#5 Use a Lead Scoring Technique

Another demand generation strategy to consider is lead scoring. Lead scoring is significant within the demand generation process since it determines whether leads are sales-ready or need further nourishment. When it comes to lead scoring, marketers can measure how  prospects engage with their brand and their assets. Based on prospects’ actions such as their browsing behaviors, conversion events, or social media interactions, marketers can assign numeric values to them. These numerical values show how well a lead matches a  company’s ideal customer profile (ICP).

#6 Streamline Your Workflow With Marketing Automation Platforms 

Last but not least are artificial intelligence (AI) and machine-learning (ML) enabled marketing automation tools that are used to automate a brand’s audience segmentation process, lead scoring, and content assignment. These tools also streamline lead nurture programs, help develop flexible and adaptive communication, and even allow customers to reach brands with little to no hassle. Without demand, it’s difficult to close new deals and significantly grow a business. Thus, implementing any of the proven demand generation strategies mentioned above can help organizations create an effective demand generation program, develop reliable and high-quality leads, and eventually grow their business. If you’re ready to implement a few of these strategies but would like to learn more before diving in, check out this detailed lead nurturing article.