I believe SCORE will enable businesses to craft a world-class demand generation process, and get much better results, than hiring a demand generation manager first.
SCORE (Simple, Clear, Optimal Revenue Enhancement) is a well crafted process and was used in many companies - it’s proven and takes between 4-6 months to implement fully.
Getting a documented best practice program is what, I think, most companies should do BEFORE hiring a demand generation manager. That’s right. You should outsource marketing before hiring in-house. Why? So you will have fully documented processes and metrics to hand to a new employee.
Let’s look at an example from SCORE
One of the foundations of the SCORE demand generation process is Buyer Personas.
Find New Customers uses the processes and methodology taught in the Buyer Persona Institute Master Class. Bottom line: We learn from the experts.
So we not only know how to do buyer persona, but we also know whom to interview and how to collate the finds to drive great marketing content.
Here is another example: Marketing Metrics
One of the key marketing activities in demand generation is development of marketing metrics. By using the SCORE demand generation program, you are hiring a company who has the two top experts in the USA - Laura Patterson and Jim Lenskold as personal friends.
Bottom line: SCORE gives you better metrics than any demand generation manager could deliver.
Do SCORE first over 4-6 months and then hire a demand generation manager for your company. Then you will able to hand him or her a fully documented best-practices program and he and she will get to a very fast start.
It’s the best way for optimal business profits.
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What do you think? Love comments here.
This blog is written by the award-winning marketing expert Jeff Ogden, the Fearless Competitor - President of Find New Customers. You can follow me on Twitter at @fearlesscomp