Do you know what the most important and defining metric for B2B demand generation is?

[Ehsanuls55]

Do you know what the most important and defining metric for B2B demand generation is?

Quality conversations.

What does a “quality conversation” mean?
– That our interlocutor has decision-making power or influence

– We have objective criteria to affirm that the company is a target

– That the prospect has a problem that we can solve

– You are willing to tell us your problem.

How do we generate these types of conversations?
Opening quality conversations with prospects requires coordinating actions of:

attraction,
generation of interest,
capture,
cultivation
and conversion.

These activities typically fall within the purview of an internal marketing engineering directors email list team or a lead generation agency.

The problem is that in order to manage these actions successfully, we need to know a lot about three things:

the ideal customer profile (ICP)
the customer's problem
the solution to that problem
Assuming your company has a clearly defined ICP, with a real problem worth paying for a solution for, even then it will probably be very difficult for your company to generate quality conversations.