#DEMAND GENERATION tweet Book01

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#DEMAND GENERATIONtweetBook01

By Gaurav Kumar

140 Insights on Powering Your Sales Pipeline

E-mail: [email protected]

20660 Stevens Creek Blvd., Suite 210Cupertino, CA 95014

Book Excerpt


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BOOK EXCERPT Table of Contents

Section I: Never Forget the Basics

Section II: Know Your Customers

Section III: Profile Your Accounts

Section IV: Nurture Your Leads

About the Author



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Contents

Section I

Never Forget the Basics 19

Section II

Know Your Customers 33

Section III

Profile Your Accounts 47

Section IV

Nurture Your Leads 61

Section V

Engage and Involve 75

This is the Table o Contents (TOC) rom the book or your

reerence. The eBook TOC (below) difers in page count rom

the tradebook TOC.


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Section VI

Communicate Right! 89

Section VII

Training and Quality 103

About the Author 119



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Section I

Never Forget the Basics

Every organization needs to boost its sales

pipeline, and your organization is not an

exception. This section will help you with the

basic ground rules o demand generation.


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Good leads are the lieblood

o any company, irrespectiveo its size. Its every leaders

responsibility to get them.

You can either have a solid demand

generation strategy or you can

believe in winning a lottery.

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I you dont have a high-quality

product or service, it is not worthwasting your time and money on

generating demand or them.

Build it and the prospects

mightcomebut you dont

want to just hope or that.


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Section II

Know Your Customers

Knowing your customers is NOT optional unless

you want to leave demand generation to chance.

Knowing who your customers are is not the same

as knowing your customers. In this section, you

will learn how to get into your prospects shoes

and see the world through their eyes.


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I you dont know who your idealtarget buyers are, dont expect to

make a lot o progress.

Defining the ideal customer is

not easy, but it is a necessary

requirement or your demand

generation programs to succeed.

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Get in your ideal customers shoesand identiy their biggest pain

points that you can address.

Lie is going on, with or without

your solution. Understand how your

prospects are currentlysolving the

problems you are addressing.


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Section III

Profile Your Accounts

Dig deeper into your target accounts to uncover

opportunities to engage. By profiling and mapping

your accounts, you and your team will learn how to

best help your customers and yourselves.


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Not investing in account profilingis the astest way to squander a

precious meeting opportunity.

Right account mapping exercises

will not only prepare you to pursue

obvious opportunities, they might

also reveal hidden possibilities.

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A lot o inormation to

develop a solid account map isavailable online. O course, you

should know where to look.

Verification o acts is equally

important as good research.


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Section IV

Nurture Your Leads

Anything that you dont pay attention to will

slowly disappear. Your leads need to be nurtured

throughout their liecycle. Not all leads are ready to

buy today, but i you dont nurture them, they wont

be there to buy rom you when they are ready.


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Either you nurture your prospects or

you lose them. The choice is yours.

Invest in lead nurturing

to convert your cold and

warm leads into hot leads.

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Ensure that every meeting generallyends with a date or the next meeting

to keep making progress.

Keeping in touch with

your prospects regularly

is not an expense, it is a

long-term investment.


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Gaurav Kumar is a well-recognized demand generation expert. He is currently

the ounder and CEO o Beyond Codes, which ofers demand generation, account

profiling, and contact discovery services or several high-profile companies in

the U.S., Europe, and the Asia Pacific. Under his leadership, Beyond Codes builds

aggregate pipelines worth several hundred million dollars or its clients.

A serial entrepreneur, Kumar is also the ounder o Entertainment Ecosystem Inc,

one o the leading online radio stations targeted at the South Asian diaspora. He

has been associated with various TiE chapters or over 15 years and is currently

part o Executive Council o TiE Southern Caliornia. He is a sought-ater speakeron demand generation.

Kumar holds an MBA in General Management. He loves to travel; play gol

socially; and spend time with his beautiul 3-year-old daughter, Bani.

Kumar can be reached at [email protected].

About the Author


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Getting #DEMAND GENERATION tweet Book01

(http://www.thinkaha.com/demand-generation-tweet/ )

#DEMAND GENERATION tweet Book01 can be purchased as an eBook or

$14.95 or tradebook or $19.95 at

http://www.thinkaha.com/demand-generation-tweet/ or at other online

and physical book stores.

Please contact us or quantity discounts [email protected] or to beinormed about upcoming titles [email protected] or phone

(408-257-3000).


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