Did you realize that prospects complete 60% of their research and evaluation of your product or services before they even want to talk with a sales rep? Prospects are more in control of the sales process than ever before, and this combined with the sales cycle increasing 22% over the last five years and the emergence of new technologies and channels in the marketing space mean that marketers’ job is harder than ever.
For these reasons, more and more companies are turning to the demand center model. A demand center acts as a hub for an organization’s marketing services, technologies and processes. Simply put, it provides a more cost-effective and efficient way to manage all the various demand generation activities, including social media, telemarketing, data management, lead nurturing, lead scoring, CRM integration, closed-loop reporting and more.
For many marketers, a demand center is a no-brainer. But when it comes to building your demand center, it can get a little tricky.
Mistake #1: You think technology will solve your problems.
Mistake #2: You think building your demand center will take just a couple months.
Mistake #3: Your agency tells you they do demand gen. And you believe them.
Mistake #4: You have no process for managing your data.
Mistake #5: You only use your marketing automation system for sending out emails.
Mistake #6: You think you can build your demand center internally - even though no one on your team has experience.
Mistake #7: You start by building an overly complex program.
Mistake #8: You measure your success by activity.
Read this white paper to learn about the top eight mistakes (mentioned above) marketers make when building demand centers and how to avoid them.