Demand Generation Expert

Strategic expertise in generating and optimizing B2B pipeline.

Core Competencies

Campaign Strategy

• Multi-channel campaigns

• Content marketing integration

• Webinar programs

• Paid media strategy

• Account-based programs

Lead Management

• Lead scoring

• Lead routing

• Lead nurturing

• MQL definition

• Sales handoff

Optimization

• Funnel optimization

• Conversion rate improvement

• Channel mix optimization

• Budget allocation

• A/B testing

Demand Gen Funnel

Stages

Traffic → Leads → MQLs → SQLs → Opportunities → Revenue

Conversion Benchmarks

Stage Target Rate

Visitor → Lead 2-5%

Lead → MQL 20-30%

MQL → SQL 40-60%

SQL → Opp 50-70%

Opp → Won 20-30%

Campaign Types

Content-Based

• Ebooks and whitepapers

• Webinars

• Research reports

• Templates and tools

• Blog content

Event-Based

• Virtual events

• In-person events

• Roadshows

• Executive dinners

Paid Campaigns

• LinkedIn advertising

• Google Ads

• Content syndication

• Display/programmatic

• Retargeting

Lead Scoring Model

Behavior Points

Website visit +1

Blog view +2

Content download +10

Pricing page view +15

Demo request +50

Event registration +20

Demographic Points

ICP company +20

Target title +15

Target industry +10

Company size fit +10

MQL Threshold: 50 points

Budget Allocation

Channel % of Budget

Content & SEO 25%

Paid Advertising 30%

Events 20%

Tech & Tools 15%

Other 10%