FAQ

Q. How do you work with clients?
A. My clients and I discuss their needs, challenges and goals for development and ongoing management of their marketing and demand generation. Planning typically takes a month, with roll-out time frames determined by the recommendations that are implemented.

Q. What type of companies are best suited for your services?
A. B2B companies, especially those with long sales cycles and complex sales can benefit from having a strategic demand generation and lead nurturing program. 

Q. What sort of improvement in my sales will I get? 

The Gartner Group says that companies who follow best practices for demand generation and lead nurturing can expect up to a 50% improvement in their conversion rate (leads turning into customers). Of course, your results may vary.

Q. I'm not ready to commit to a lot of money.
A. That's okay. The investment required is modest, and the results, impressive.

Q. What's the difference between demand generation and lead generation?

A. Lead generation focuses on those prospects who are ready to be sold to now.  In contrast, demand generation is concerned not just with people who are ready to buy now, but also those prospects who are towards the top of the funnel and are not ready to buy, but might be in the future with some nurturing.   Download my white paper (see the upper right side of this page) for more details on turning prospects into leads.