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01   Executive           06   Demand             09   Hiring &            15   Sales              44   Technology &        51   Resources          55   Directory
                                                                                  Sales
        Executive
                                                         Hiring &
                                 Demand
                                                                                                           Technology &
                                                                                                                                   Resources
                                                                                                                                                            Directory
        Summary
                                 Generation
                                                         Training
                                                                                  Management
                                                                                                          Experimentation
                                                         Training
                                                                                                           Experimentation
                                 Generation
                                                                                  Management
        Summary
       Demand Generation: The Landscape Is Connected
                                                                            The modern marketing landscape is
                                                                            connected, automated, and driven by
                                                                            data and insights.  Tools now deliver

                                                                            Automated Qualified Leads (AQLs) that

                                                                            provide sales teams with a higher


                                                                            percentage of leads that are at the

                                                                            decision-making point in the purchase


                                                                            consideration process.






       The modern day demand generation program ensures that targeted customers are engaged throughout the nurture cycle with
       relevant communications throughout the sales cycle. These communications enable customers to educate themselves on a product
       or service, and, over time, trust that company. An effective demand generation campaign communicates with buyers cross-channel,
       and at targeted points throughout the sales cycle – ensuring consistent messaging from the initial point in time when a prospect

       engages with a brand, to the moment they are ready to buy. In addition to modern day marketing programs being focused on
       delivering return on investment, today’s sales team operations have also changed. Sales teams are expected to take a proactive                                       Confidential. For Microsoft Office 365 Internal and Channel Partner use only.
       approach to engaging with prospects. They must do their due diligence to understand that prospect’s needs, and provide them with
       relevant information in order to help ensure a successful sale.  Speed, accuracy, and agility are all critical components of this success,
       and are more easily achieved by leveraging modern-day demand generation technology and building a world-class sales team.
       Mindlessly pursuing untargeted, unqualified leads is a fruitless endeavor and will seal a sales team’s fate. Successful sales teams
       engage with the right person at the right time. This strategic, data driven approach results in a high level of success and delivers
       maximum revenue.




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