The Ideal Demand Generation Personality Profile and How to Cultivate
Having witnessed organizations burn up thousands upon thousands of precious dollars, I can’t help but analyze a lead generation failure when I see it. While the specifics vary in every case, there are certain common traits of a demand generation personality profile that create negative results. I talked about some of these in my last post on the types of demand generation personalities.
Let’s look at some traits that you can consider imbibing to don the ideal demand generation personality profile…please feel free to add to this list and send me your comments on my blog!
- You plan around your target audience, ALWAYS. There is no substitute for doing your homework – you know and understand the goals, motivations, buying habits and behavioral trends of your top leads. You put yourself in the shoes of a quality lead and map the journey from first contact, through the nurturing process, to conversion and closure.
- You stay focused on quality. Dream figures and quantity of leads is easily overwhelming; but you stay on track knowing that quality makes the difference. Your demand generation team is trained to qualify a true lead and sift it out from a pile of big numbers.
- You follow the 3 Ps of demand generation success. You have a Process. You follow it with Patience. Perseverance is a key ingredient of your lead generation activities.
- You are flexible and adapt innovatively to changes. Unlike marketers that are rigid about how they implement sales processes, you “listen” and “observe” market conditions. You use these insights to adapt your demand generation initiatives and approach established strategies in innovative ways.
- You are up for a challenge. And yet, you’re not foolhardy. You weigh the pros and cons, make informed choices and take calculated risks. A great sale often comes out of the toughest, most challenging lead. You know this and meet the challenge head on.
- You work towards branding the experience. Enhancing your brand image is a critical component of targeted lead marketing. You know that image is a perceptions game. And so, you ensure that every touch point where a good lead is exposed to your brand turns into a positive brand experience.
- You move with the times. But you’re not swayed by a fad! Of course you know that the media today is complex. There are several channels you can and should use to reach your demand generation goals. So while you leverage online marketing, social media and other newer lead generation techniques, you meld these into a precise blueprint for demand generation
