Companies with a clear set of their targets can´t see Demand Generation as a campaign. They need to make sure that they reach as many stakeholders in these organizations as possible. And with long sales processes, B2B companies will succeed better if they think more long term. Their most interesting prospects won´t change every quarter, it might change a little bit, but it is very unlikely that they have a completely new list with prospects.
Listen to how Account Based Marketing can be used for a continuous demand generation process that helps turning prospects to customers.
More videos: B2B Demand Generation