The four ways of working demand
Posted: Sun Jan 19, 2025 5:09 am
An innovative approach is gaining prominence to boost revenue in the B2B environment in Brazil. Far beyond the conventional, the new inbound marketing represents a true revolution in the way we think about demand generation.
In this article, you will understand exactly what this new Inbound is and how it can be effectively applied to your brand's business strategy. Check it out!
After all, what is the new Inbound?
Results come from revenue, and revenue comes from converting demand. However, the key to success is not just generating demand, but generating demand targeted to the right audience. This is the fundamental piece that makes the new Inbound so efficient.
In the current scenario, especially in the context of B2B companies , an innovative approach to marketing is emerging, known as the “new era of Inbound”. This methodology adopts principles that seek not only to meet existing demand, but to generate demand for companies themselves.
The methodology is being developed in Brazil by David Costa Lima and Gabriel Barboza, co-founders of B2B Insiders. In general, the strategy recognizes the non-linear nature of the buying journey . Unlike traditional funnels, which can force an artificial buying journey, the focus here is on educating, trusting, and qualifying leads.
In this sense, the importance of personalization stands out, promoting exclusive experiences for each customer based on their individual interests and needs. This personalized approach is made possible by leveraging data and Artificial Intelligence .
The “old” and the new
Traditional Inbound adopts a more generic strategy, presenting content and campaigns targeted at a broad audience. In contrast, the new Inbound maintains its focus on creating high-quality content, ensuring that the material is relevant and in-depth.
Producing meaningful insights is not limited to superficialities, which prioritize expert content, in contrast to the traditional approach, which often resorts to less specialized content. This emphasis on expertise ensures that the content precisely meets the needs of customers.
To implement the new Inbound, it is crucial to understand geographic area of argentina the four main ways of working with demand :
Demand creation: This involves generating interest and need in potential customers. It is the starting point for attracting your audience’s attention.
Demand capture: Once you have your audience’s attention, it’s essential to collect valuable information from these prospects, which can include contact details and profile information that will help you in the next steps.
Demand Conversion: Now that you’ve captured demand, the next step is to convert interest into concrete actions, such as sales. This process involves nurturing leads and guiding them through the sales funnel .
Demand Expansion: In addition to acquiring new customers, it is crucial to nurture relationships with existing customers. Demand expansion involves upselling, cross-selling, and ensuring that customers are satisfied and engaged.
The pillars of the new Inbound in B2B
The new Inbound is supported by three fundamental pillars:
Qualification
The new Inbound marketing focuses on personalization and creating unique experiences for each customer. In this context, qualifying leads becomes crucial to directing efforts to the right people and companies.
By carefully evaluating leads and identifying those most likely to become customers, new Inbound strategies can be more efficient and targeted.
In this article, you will understand exactly what this new Inbound is and how it can be effectively applied to your brand's business strategy. Check it out!
After all, what is the new Inbound?
Results come from revenue, and revenue comes from converting demand. However, the key to success is not just generating demand, but generating demand targeted to the right audience. This is the fundamental piece that makes the new Inbound so efficient.
In the current scenario, especially in the context of B2B companies , an innovative approach to marketing is emerging, known as the “new era of Inbound”. This methodology adopts principles that seek not only to meet existing demand, but to generate demand for companies themselves.
The methodology is being developed in Brazil by David Costa Lima and Gabriel Barboza, co-founders of B2B Insiders. In general, the strategy recognizes the non-linear nature of the buying journey . Unlike traditional funnels, which can force an artificial buying journey, the focus here is on educating, trusting, and qualifying leads.
In this sense, the importance of personalization stands out, promoting exclusive experiences for each customer based on their individual interests and needs. This personalized approach is made possible by leveraging data and Artificial Intelligence .
The “old” and the new
Traditional Inbound adopts a more generic strategy, presenting content and campaigns targeted at a broad audience. In contrast, the new Inbound maintains its focus on creating high-quality content, ensuring that the material is relevant and in-depth.
Producing meaningful insights is not limited to superficialities, which prioritize expert content, in contrast to the traditional approach, which often resorts to less specialized content. This emphasis on expertise ensures that the content precisely meets the needs of customers.
To implement the new Inbound, it is crucial to understand geographic area of argentina the four main ways of working with demand :
Demand creation: This involves generating interest and need in potential customers. It is the starting point for attracting your audience’s attention.
Demand capture: Once you have your audience’s attention, it’s essential to collect valuable information from these prospects, which can include contact details and profile information that will help you in the next steps.
Demand Conversion: Now that you’ve captured demand, the next step is to convert interest into concrete actions, such as sales. This process involves nurturing leads and guiding them through the sales funnel .
Demand Expansion: In addition to acquiring new customers, it is crucial to nurture relationships with existing customers. Demand expansion involves upselling, cross-selling, and ensuring that customers are satisfied and engaged.
The pillars of the new Inbound in B2B
The new Inbound is supported by three fundamental pillars:
Qualification
The new Inbound marketing focuses on personalization and creating unique experiences for each customer. In this context, qualifying leads becomes crucial to directing efforts to the right people and companies.
By carefully evaluating leads and identifying those most likely to become customers, new Inbound strategies can be more efficient and targeted.