ABM, Demand & Lead Generation

Many manufacturers and distributors invest in marketing but struggle to see real sales results:

• Marketing operates in isolation, leading to misalignment with sales and distribution teams
• Lead generation focuses on clicks and form fills, but lacks the nurturing and engagement to convert
• ABM efforts get siloed—marketing runs campaigns, but sales isn’t fully engaged
• Demand creation builds awareness but fails to drive downstream revenue impact
• Success is measured in impressions, not sales adoption or market share

We don’t just run marketing campaigns—we build full-funnel engagement strategies that bridge marketing and sales, ensuring that every touchpoint moves buyers closer to purchase.

Account-Based Marketing (ABM)

ABM is for companies targeting high-value accounts that require deep engagement from both sales and marketing. Instead of broad outreach, ABM aligns sales and marketing efforts to pursue specific accounts through highly personalized, multi-touch campaigns. Dorn develops customized engagement strategies that use intent data, outbound execution, and targeted sales insights to drive conversions. This approach ensures sustained, strategic engagement with key accounts rather than chasing unqualified leads.

Demand Creation

Demand Creation is for companies that need to build market awareness and preference before leads exist. Many marketing teams focus only on lead generation, but without a strong brand presence and thought leadership, buyers never enter the funnel in the first place. Dorn helps clients create long-term demand through trade media, PR, industry partnerships, and content marketing—positioning brands as market leaders and influencing buyer decisions before they’re ready to purchase. Demand Creation fuels lead generation and ABM efforts by ensuring your brand is top of mind when buyers start searching for solutions.

Lead Generation

Lead Generation is for companies that need to consistently attract and qualify inbound leads through digital and traditional marketing. Dorn executes high-impact, always-on campaigns using digital media, search, social, digital TV, and retargeting to drive inquiries. We optimize multi-channel lead capture, using landing pages, paid search, SEO, and outbound content to convert interest into marketing-qualified leads (MQLs). Unlike typical lead gen programs, we focus on lead quality and alignment with sales, ensuring that every lead has a clear conversion path and follow-up strategy.

Customer Lifecycle Marketing

Customer Lifecycle Marketing is for companies looking to maximize customer retention, loyalty, and lifetime value. Too many businesses focus only on acquiring new customers, ignoring the potential of upsell, cross-sell, and repeat purchases. Dorn develops customer engagement programs that extend beyond the initial sale—driving onboarding, retention, and loyalty marketing through email, SMS, and automated workflows. Whether working with manufacturers or distributors, we help expand share of wallet, ensuring your customers stay engaged and continue buying from you.

Lead Intelligence & High-Value Targeting

Lead Intelligence & High-Value Targeting ensures that your marketing and sales teams pursue the right opportunities at the right time. Too often, companies waste budget on unqualified leads or fail to engage buyers when they’re in-market. Dorn helps clients identify and prioritize high-value leads by leveraging intent data, predictive analytics, and CRM insights. By aligning lead scoring, audience segmentation, and AI-driven insights, we ensure that marketing efforts focus on sales-ready buyers—reducing waste and increasing conversion rates.