B2B Marketing Strategy

Reduce your sales lead time by gathering, engaging, then selling.

It’s one thing to have an amazing product or service, but the bigger challenge is gathering and engaging with prospects who need it.

And with over 95% of Australian professionals online, businesses need marketing tools that allow them to capture a piece of this market.

However, many companies invest thousands of dollars in telemarketing or advertising to gain leads, and then struggle to follow through with the sales process.

The B2B buying decision is different.

The problem is that the B2B sales funnel is complicated. The buying process is long, and you’ve got competitors. Credibility, trust and relationships are critical to make sales – a simple website or AdWords campaign won’t sell your services.

It’s nothing like the ‘quick and dirty’ transactional sales of B2C and we’re not going to pretend it is!

For B2B, Lead Generation tools are just the starting point of the relationship, and the start of the funnel. Because no one buys a $10,000 service from one step (e.g. a telemarketing call; or from visiting your website).

You’ve got to Gather, Engage and then Sell.

So we’ve designed a marketing funnel with these challenges in mind. The end result is a funnel that brings together and engages the right prospects for you so selling is easier. See the Lead Creation Funnel…

Take a look at the example of the B2B buying process below. Obviously all the ‘touch points’ aren’t here, but this shows you how a B2B buying process works with a great sales funnel (it can be longer).