5 B2B Demand Generation and Content Marketing Tips For Business Success

Oct 15, 2015

Things to Keep in Mind to ensure that your B2B Demand Generation and Content Marketing is Successful:

Content Marketing and Demand Generation

Content Marketing and Demand Generation Objectives

No matter if you have a strategy that’s written or verbal , in order for it to evolve as you go along , it is critical to monitor content ROI ; meaning it is essential to virtually any type of marketing approach . It’s confusing to see so many B2B marketers continue to invest their time, effort, and money into operating content campaigns that might be randomly constructed, carelessly executed, and then viciously accused of depleting budgets!

There are, well-informed, experienced marketers that focus on demand generation and content marketing.

As provided by results taken from recent studies, we’ve collected a few essential strategies and tips to consider when you are planning out your B2B content marketing campaign:

Web site content has to be useful and relevant to all areas of the sales cycle.

Rather than just knowing the trend that buyers navigate, the marketing team should choose to keep ahead of the game, staying one step ahead of all trends. This can be done by ensuring you provide visitors with content that has the ability to serve your sellers and buyers as they move through the numerous stages of a particular sales cycle.

When it comes to sales cycles, don’t about traditional marketing.

Even with the digital media age, allowing for instant communications, it’s vital to your success to remember the basics and benefits of traditional marketing. When you ensure that your content is influencing the right customers at the right time (times of the highest engagement), you’ll begin to see a real difference in your margins. Whether its content directed towards prospects who are unsure of their next step to those who are further along and ready to get comfy with the features of their newly acquired solution, the marketing plan should always address the many stages of the cycle.

Let the prospect have a snack, not a full-course meal.

Utilize such tools as infographics as opposed to employing tactics that only provide research, whitepapers, or diagnostic content. Although these forms of content items are simple and fast for the reader, you may risk overloading the prospect.

Value (to the new, high-tech consumer) – means quick and easy-to-access.

These days, it’s all about fast and easy. It also needs to be interesting with a huge part focusing on its sharability. So, when it comes to content, remember to keep it short and interesting and to-the-point.

Short, interesting videos work wonders!

Not only does it give your visitor another interesting side show, a short video could keep them on your page or site for much longer than it would let’s say, if you only had a paragraph to read. With video, the sky is the limit, and busy visitors will appreciate a quick and simple tidbit about what your content is sharing.

Bonus Tip:

The ways of the successful sales agent in the final stages of the sales cycle will determine the outcome of the transaction and future business and referrals. With that in mind, this cycle is important and the nurturing needs to continue. You still want to make sure that you make every effort to provide your client with the personalized attention and customizable service options they need to make well-informed decisions. When you incorporate these simple steps, you can ensure that you keep them a client in the future, and this will also go a long ways in offering you a number of referrals in the near future. You have to think of every relationship you build with a customer as a gate or road to another sale or opportunity. Make sure that you have smoothing paved the drive so that the client and their referrals have no obstacles to face when visiting you again.

The experts at Forbes may know more about stocks and bonds, but the general idea is still the same: it’s important that you also concentrate on marketing strategies that will generate understanding regarding the interpersonal aspects of buyer (or seller) identities. They also shared that you have to remember to nurture relationships that aren’t ready to make a move (buy or sale) just yet.

Typically, only a small percentage of leads will be ready-to-buy when you first make contact. What this means is that you need a well-organized process (lead nurturing in order to create a qualified lead until the prospect is actually ready-to-buy or –sale. When this is implemented carefully and successfully, lead nurturing will results in a 50% increase in sales leads.

  • John Ross

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