As you are aware that B2C is a clear and straightforward jump from advertising to purchasing. This leaves mostly the marketers and B2B business owners in a big muddle. It becomes challenging to know where to invest resources for meaningful ROI. It is evident that in business-to-business you need to acquire qualified leads then hand the reins over to the sales team but in B2C marketing you’re responsible for directly generating the sale by yourself. The B2B buying process is more complicated as you’re allowed to promote products and services which can be highly technical and very complex. So you’re likely to deal with a web of stakeholders, locked and loaded with their own experience and google research where you can see its hectic nature.
Therefore, we will analyze some of the most common challenges that you will face if you’re a B2B marketer when it comes to sales and marketing and provides you with effective tips on how to overcome them.
1. Generating a Pipeline of Qualified Leads
In today’s era, capturing your website visitors is not enough. As a result marketing and sales teams need to present engaging B2B content that captivates users and attracts them to fill out landing page opt-in forms. Inspiring content needs to be developed by marketers but they also need to encourage B2B clients to take significant actions that will fulfill their respective business goals. Below are the unique approaches that you can use to generate more leads:
- Expand Your Market
- Develop Different Content
- A/B Test the Content
2. Getting the audience’s attention
Sales teams need to keep in mind to be more precise than ever. Grabbing the attention of a customer requires focusing on that decision maker’s accurate pain point. Usually, general sales messages will be lost in the horde of pitches. Make sure to find out what the customer is dealing with right now, and what you can offer to help. Attracting people with persona-targeted sales-ready messaging across all marketing channels can help gain the faithful prospect’s attention and lead a more in-depth conversation as long as your content speaks to the pain points of your accurate buyer profiles.
3. Retaining your clients
In a super-competitive marketplace, it is no longer enough to have customers who are just satisfied. Your client will continue to receive sales and marketing messages from your outsmarting competitors always ready to lure your business away. Sales professionals definitely need to work harder than ever to nurture and establish relationships after the sale. You must be aware that the modern CMS allows us to keep track and automate customer engagement and always be ready for an upsell or future purchase.
4. Standing out from the crowd
How do you show your clients that you are different from everyone else trying to get their business? This is the point where you realize that inbound sales strategies are vital. That’s why your pitch is considered essential, but it needs to be a part of a bigger strategy to build customer awareness and trust. Every touchpoint is considered an opportunity to build a relationship. Providing consistent and useful information to your potential customers can help them see you as a reliable and trustworthy partner.
5. Staying motivated is the key
Whether you are leading a team or are just focusing on your own performance, staying motivated is a big challenge for sales professionals. Even the most productive salespeople go through a lot of ebbs and flows. A really challenging time can take the wind from their sales and minimize their productivity. Setting tangible goals, celebrating wins, and offering support are some ways leaders can help their teams stay in the game. It is also important to know when to ask for help or offer help.
The B2B industry is rapidly changing and is no longer simple to convince prospects to work with you. Remember to be proactive in your strategy and find the channels where you can share adequate relevant content and where the best leads reside. Your sales and marketing teams need to work in sync and together to bring in more potential clients into the sales funnel.
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