Demand Generation

Demand generation is a combination of sales and marketing tactics to help potential customers or clients recognize a need for your product or service. There are many different goals for demand generation campaigns, including building awareness of the product/service and how it is relevant to the customer. Demand generation is often confused with lead generation, which is the process of finding qualified leads for the sales team.

Why Is Demand Generation Important?

Advocates play a dual role in supporting demand generation efforts. First, advocates are very effective at promoting lead generation offers. Second, offers such as white papers and webinars that include contributions from advocates tend to convert leads at a higher rate than those that don’t.

Related Terms: Sales Enablement, Customer Community, Customer Marketing

Related Resources: How DocuSign’s Advocates Influenced Over $3 Million In Sales Pipeline