How Do You Succeed In B2B Marketing?
There is a battle between your success and that of your rivals in the highly competitive world of B2B marketing. The right marketing strategies can keep you ahead of the curve, but if you don’t keep up with the times, your competition will be tough on your heels.
The modern cycle of B2B has evolved. It is no longer a funnel, but rather a fluid cycle with overlapping points of contact, multiple stakeholders and prospects for more independent research. B2B products and services are also typically more complex and require solutions aimed at rational decision-making rather than on-going purchases.
Consider six key tactics to sustain the effectiveness of your marketing and increasing your revenues:
You may have heard this again and again, but for B2B marketers content marketing continues to be solid. The key point of contact to gather information used to be a representative of the company, distributor or channel associate. The sales agent was the key to all information relevant to the product or service including guarantee details, pricing , product features and more.
Obviously, that is not the case anymore, we realize. B2B purchasers have several testing platforms. Yes, an estimated 57 percent of the buying decision is made just before a sales manager arrives on board. Once testing is conducted, you will ensure that specific material styles are produced depending on where you’re in the purchasing process.Develop a mixture of content to help a buyer move seamlessly from awareness to price and product comparison, without any involvement from a sales rep until the prospect is ready to engage.
Digital Marketing Channels
B2B industry leaders spend heavily in digital marketing. According to a StrongView survey, email, social media , web marketing and search (SEO, PPC) spending is growing.
B2B marketers must ensure that they are applicable to platforms where a prospect is most likely to look. As the prospects go to digital outlets to perform its analysis. The next critical step is to ensure that the content can now be found with a growing arsenal of great content.
- Social Media Channels = #B2B Revenue
Social networking is an ideal platform for products , brand loyalty and opportunities to be exchanged. Real Business Rescue provides some interesting insights into the interest of B2B advertisers in social media:
- 9 in 10 B2B companies state that the number one advantage of social media is increased transparency
- Increased traffic (80%) was also cited as significant benefits for loyal fans (72%) and business insights (71%).
Although social media in the past was seen mainly as a B2C tactic, nothing more can be said about the facts. Despite through word-of – mouth and content marketing impacting consumer purchasing decisions, social media is perfect platforms to explore opportunities.
The Power of Third-Party Data
Holding the client and customers correct and up to date details will make the difference between the selling and the loss. The best marketing plan can be easily lost by incorrect email address or telephone number. Failure to grasp the main changes in management or to build a new business will leave chances.
- Customize your experience
Customization is an active topic of discussion among both B2B and B2C marketers. Your prospects and customers have come to expect companies to know who they are and to deliver customised experiences based on this knowledge. According to Accenture, 50% of B2B buyers want customization and identified it as being a key feature among suppliers they would want to work with.
- Give importance to the Millennials
As millennials age, there has been an increasing shift in the profile of today’s B2B buyer over the last 2 years. Almost half of B2B buyers between 18-34 years old according to Google’s study, an increase of 70%! When millennial buyers are shaping buying decisions, it is increasingly important to introduce ways of relating to this generation. Millennials are more likely to assume that knowledge from social networks is more reliable and authentic. Elite Daily’s survey found that 62% of millennia claim that a brand is more likely to become loyal consumers if it is active in social networks.