How to prepare a B2B marketing strategy?
To boost B2B lead generation, implementing a digital marketing strategy is essential, especially when you know that: 90% of B2B customers reject sales prospecting phone calls; 61% of potential B2B customers first seek information online. (Source: Demand Survey Report) We offer you a choice of 11 methods, with the appropriate tools as a bonus. Are you ready to generate more customers and make more sales?
Generate B2B leads through inbound marketing
Inbound marketing is one of the best ways to generate qualified B2B leads.
Unlike direct advertising or marketing approaches, Inbound makes it possible to attract truly interested customers and then transfer the contacts to the company’s sales representatives. Produce content that attracts visitors Producing content to generate traffic to your website is the principle of content marketing:
- B2B decision makers type keywords into search engines;
- Your blog responds to their concerns with articles;
- Your content is diverse (videos, texts, downloadable guides, etc.);
- Optimize your content for natural reference;
- Your website attracts qualified visitors. The goal of inbound marketing is to convert the audience of your website (or your social networks) into leads, and then into customers.
A marketing automation solution allows you to generate qualified leads, without wasting time with contacts who are not interested in your content, products, services or business offers.
Win customers through marketing automation
Among marketing automation solutions, Webmecanik improves lead conversion rate by applying inbound marketing techniques: Connect to your website and create landing pages/web pages containing forms to retrieve a contact’s email address; Lead nurturing and automating marketing automation scenarios with auto-responders to initiate contact with content and make it mature in the sales funnel; Connect to your CRM tool: Because your sales team must be able to conduct effective lead follow-up to manage business opportunities and ensure accurate customer follow-up; Lead management: According to pre-defined criteria, the solution assigns a score to each lead generated (lead scoring); It tells your reps the most important leads to contact to close the sale.
How to Build a B2B Marketing Strategy: Improve Your Visibility on Social Media
Social networks are used to improve awareness of a brand or company, but also to connect with new prospects. This practice is called social selling.
By using a specialized tool like Agorapulse, a salesperson gains in productivity:
- Schedules his posts on social networks;
- Personalizes his posts by tagging contacts or other professionals;
- He can make more time to engage in conversation. Thanks to this type of solution, which integrates a social CRM tool, all sales teams: Centralize all actions within the solution;
- Leverage collaborative features to unify sales efforts; Better detection of potential prospects;
- Improved time management on social networks, the use of which can quickly become a waste of time.
Automate your B2B search
Competing sites produce too much content and you can’t match? Lead qualification methods enabled by the following software allow you to: To automate prospecting without human intervention; Generate B2B leads by improving their quality; Increase the volume of qualified leads; Improve your ROI by reducing your cost per lead.
Integrate sales intelligence into CRM
This is artificial intelligence being put at the service of lead generation among companies. That’s what Zoho CRM, a customer relationship management tool, offers. The solution integrates the artificial intelligence Zia, which becomes a real sales assistant for generating qualified leads. artificial intelligence: Learns from salespeople’s practices. Able to assist a new business recruit by mentoring them; Identifies and generates qualified leads from any acquisition channel: email, social, website, and trade shows; Directs the salesperson to create a sales funnel specific to his market and notifies him as soon as a lead is identified; Suggests the ideal time to reach out to a potential client, etc.
Automate searching by email
This is one of the solutions chosen by software publishers, Adtech companies (Awin, Reech, etc.) and consulting (recruiting, engineering), whose career goal corresponds to an average basket of 3,000 euros. If you also want to maintain a constant flow of calls to qualified leads, Blacksales harnesses the full power of BtoB email by combining it with the accuracy of AI to find B2B leads and save you significant time.