Lead generation is usually great for acquiring many contacts, but it also favors quantity over quality.

Demand generation, on the other hand, focuses on attracting relevant people based on what they need to solve at a given time. It favors quality over quantity and has a greater impact on revenue.

Put simply, companies focusing solely on lead generation may be missing out BIG TIME 😱.

In part 2 of episode 95 of the SaaS Growth Hub Podcast, Adam Holmgren (Global Demand Generation Strategy Lead at GetAccept) shares his thoughts on what it takes for B2B SaaS companies to steer away from Lead Generation and run a Demand Generation Playbook.

Adam, Reeta and Seija cover:

— State of demand generation in Europe

— Mistakes companies make with demand generation

— How to convince your organization of the importance of demand generation

— Is lead generation evil? (The answer surprised even Adam!)

— The difference between demand generation and lead generation

— The role of experimentation in demand generation

— How to switch from a lead generation playbook to a demand generation playbook?

— Key demand generation metrics

Happy listening!