B2B Marketing Strategy:
Posted: Thu Dec 05, 2024 5:41 am
A potential customer fills out a form. Who will assist him and who should be informed?
What messages should be conveyed and what type of communications will be used?
Who manages this customer? Marketing or sales? Is it distributed based on purchase potential? Based on the stage in the purchasing process in which they are?
Of course, it is the sales team that is responsible for the “human treatment” with the client, but the marketing department must help answer these questions and generate the internal processes that support the evolution of this potential client throughout the sales cycle.
What role does data play in this process?
Imagine a salesperson assigned to an account that is actively working. One of the contacts associated with that account has visited several sections of the website and has read a success story. What value would this information have for the salesperson? Could it trigger any action? An email, a call?
The information provided by a CRM can help optimize the sales team's time for sales tasks. Organizing and making use of all the data generated in our relationship with the client requires someone within the company with knowledge and analytical skills.
7. Data analysis.
b2b marketing dashboard
According to Forrester , companies that use data analytics to make marketing and sales decisions are 19% more likely to exceed their goals.
Nowadays, all companies have access to a huge amount of information that, when well treated and analysed, can support a continuous improvement of the strategy towards the market. The key lies in identifying which data is really important for our business and how it can be channelled to the sales department.
To achieve this, marketing and sales teams must move in the same direction and under very similar analysis parameters. How can this dialogue between both areas be fostered to boost business results?
A simple example:
Call a monthly meeting between both departments in sweden whatsapp number data which sales puts information on the table about open opportunities (active, won and lost) and answers are given to:
However, organic positioning is a long-term race. It takes time and you will not be guaranteed that your ideal clients will read your blog posts or social media posts.
Outbound channels
Outbound channels are the ways we have to contact potential clients that we have identified as interesting .
It is about focusing your sales efforts on your ideal customer profile. You can define a list of target accounts , identify the decision-making profiles in each of the accounts and approach them directly. How? Through campaigns that can include email sequences (if you have them) with digital assets, phone calls, communications through LinkedIn…etc. The success of this strategy lies in knowing your target customer in depth and being able to convey the messages that they “need to hear”. In short, it is about transferring part of the actions that the sales team has traditionally been carrying out to the digital area and, if possible, in an automated way.
It is a strategy that can help a client consider us as a viable alternative, understand our differential advantages and, ultimately, opt for our solution. It is not an easy path and requires defining communication flows and internal processes in marketing and sales, but it can facilitate an increase in the closing rate and ultimately reduce the time taken in the purchasing process.
Ads Media
If we are given the choice between organic and paid positioning , we would probably all choose the former. But be careful, SEO is not free. We need to produce quality content and distribute it appropriately on a constant basis.
What messages should be conveyed and what type of communications will be used?
Who manages this customer? Marketing or sales? Is it distributed based on purchase potential? Based on the stage in the purchasing process in which they are?
Of course, it is the sales team that is responsible for the “human treatment” with the client, but the marketing department must help answer these questions and generate the internal processes that support the evolution of this potential client throughout the sales cycle.
What role does data play in this process?
Imagine a salesperson assigned to an account that is actively working. One of the contacts associated with that account has visited several sections of the website and has read a success story. What value would this information have for the salesperson? Could it trigger any action? An email, a call?
The information provided by a CRM can help optimize the sales team's time for sales tasks. Organizing and making use of all the data generated in our relationship with the client requires someone within the company with knowledge and analytical skills.
7. Data analysis.
b2b marketing dashboard
According to Forrester , companies that use data analytics to make marketing and sales decisions are 19% more likely to exceed their goals.
Nowadays, all companies have access to a huge amount of information that, when well treated and analysed, can support a continuous improvement of the strategy towards the market. The key lies in identifying which data is really important for our business and how it can be channelled to the sales department.
To achieve this, marketing and sales teams must move in the same direction and under very similar analysis parameters. How can this dialogue between both areas be fostered to boost business results?
A simple example:
Call a monthly meeting between both departments in sweden whatsapp number data which sales puts information on the table about open opportunities (active, won and lost) and answers are given to:
However, organic positioning is a long-term race. It takes time and you will not be guaranteed that your ideal clients will read your blog posts or social media posts.
Outbound channels
Outbound channels are the ways we have to contact potential clients that we have identified as interesting .
It is about focusing your sales efforts on your ideal customer profile. You can define a list of target accounts , identify the decision-making profiles in each of the accounts and approach them directly. How? Through campaigns that can include email sequences (if you have them) with digital assets, phone calls, communications through LinkedIn…etc. The success of this strategy lies in knowing your target customer in depth and being able to convey the messages that they “need to hear”. In short, it is about transferring part of the actions that the sales team has traditionally been carrying out to the digital area and, if possible, in an automated way.
It is a strategy that can help a client consider us as a viable alternative, understand our differential advantages and, ultimately, opt for our solution. It is not an easy path and requires defining communication flows and internal processes in marketing and sales, but it can facilitate an increase in the closing rate and ultimately reduce the time taken in the purchasing process.
Ads Media
If we are given the choice between organic and paid positioning , we would probably all choose the former. But be careful, SEO is not free. We need to produce quality content and distribute it appropriately on a constant basis.