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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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