B2B demand generation strategies are a nightmare for most smaller B2B companies. It’s an age-old story that hasn’t changed much in the digital world, and for some, digitization has made things harder. Demand gen is all about driving awareness and drumming up interest in your B2B products. You want to help your customers reach their goals faster and your sales team to reach their target numbers more efficiently.
However, without an agile marketing approach you’ll never shake things up hard enough to finally wake up from that lead generation nightmare. Not sure what we mean by agile? That’s okay. Here, we delve into the common B2B lead generation challenges and how using agile marketing automation can help resolve them.
Demand generation includes all aspects of generating and controlling awareness about your brand, products, and services to build your pipeline or sales funnel. It uses behavioural data to help identify potential prospects so you can improve how you guide them through your customer journey. Through demand gen you create highly qualified leads for your sales team using effective marketing and sales initiatives.
As a result, you’re always there at the most critical touchpoints. However, you need to understand the most effective sales initiatives for successful demand gen, which is where agile marketing comes in.
If we were to guess, you’re likely facing seven common demand generation challenges:
Agile marketing helps you become quicker at making decisions that deliver better results at every stage of your customer’s journey. As a result, your team works smarter, not harder, to coin an over-used phrase.
Your team works collectively to constantly identify opportunities, so they stop wasting time on lower-value, underperforming tactics. The result is a more organized, collaborative team that feels less intimidated by the idea of experimenting. You can find out what works and deliver short bursts of successful marketing tactics so you’re continuously improving.
Agile marketing teams work in sprints consisting of mini-projects that test how well tactics perform. As the sprints are completed, you assess performance and then apply those findings to the next project. It’s the best way to introduce real-time improvements that make you better at qualifying leads.
Your team is literally waiting for the next thing to come down the funnel and pounce using the latest findings to outperform themselves. Sound exhausting? We prefer to think of it as exhilarating. It’s also highly motivating and effective.
Agile marketing allows you to constantly step away from failing processes and methods and hone tactics that work. As a result, your targeting is more focused, your tactics become more effective, and you cast aside the things that stagnate team performance and basically waste time.
Ongoing experimentation turns losses into wins. In essence, no time is wasted, because every project has a purpose, namely, to use failures to gain newfound, highly insightful, and more importantly actionable insights. As a result, you can:
Agile marketing automation is the best way to quickly adopt B2B demand best practices. A B2B demand generation agency (like us, blush) can introduce you to an enterprise-wide CRM platform that manages the collection, organization, testing and data management that drives your targets and sprint projects.
With automated, targeted campaign delivery, you not only get your campaigns out to your customers but at just the right time based on the leg of their journey. You can also receive sprint-driving tracking and performance metrics. You’re not killing two birds with one stone, but all the birds.
Agile marketing leverages digital technology to collect data that drives improvements based on the most relevant information, offers, and methods to build leads and drive conversions.
ThinkFuel’s B2B demand generation services allow you to overcome common challenges so you:
Click here to set up a free consultation and demo to learn how our agile marketing platform can improve your demand gen strategy.