We know that many companies spent the last few years building, staffing and developing their Demand Centers but like many things in life if you build it but don’t improve it or make it innovative it becomes stale and average. We question is your demand center really performing at the level you want it to?
We would argue that it may now be a stale and somewhat overlooked area from some recent customer and prospect experience and interactions.
We pondered the following questions:
- Is chat really a viable conversion tool still on your site?
- Everyone is still searching for better data?
- Have you had turnover in these key positions and not hired to replace them?
- Follow up on downloads? We had two instances where we were never contacted after downloading a partial report. In one instance, with a more detailed report available for purchase we were never contacted about the full report. Did we “score” to low even though we were disappointed with the three pages of light info provided vs. the 200 page research report we may have considered purchasing?
- We have heard of two fortune 1000 leading edge tech companies building out 500 inside sales reps but nothing from either company around improving or growing their demand centers to support this new focused area.
- Two sales executives complained last week to us that the quality of the demand was still poor.
- We sent a referral request to a leading Marketing Consulting firm to the co-founder that our CEO had met and nobody followed up with this opportunity? To busy telling other people what to do versus eating your own cake you sell maybe?
- The icing on the cake every research firm we follow still mentions that Sales is contributing 45-65% of their own leads that lead to closed business. This hasn’t changed at all since the creation of the demand center.
Thoughts? Let us know.