Post by account_disabled on Mar 6, 2024 5:32:05 GMT
The world of sales is a constantly evolving sector: with it the marketing techniques that companies use to approach prospects and insert them into the funnel also change . In recent years, many companies are reevaluating the impact of content marketing as a strategy to follow in B2B sales. What does this approach consist of? We'll talk about it in today's article. The reasons for the spread of B2B content marketing If until a few years ago the so-called interruption marketing was the standard followed by companies, now the market is more demanding regarding the methods used to capture the attention of potential customers. What has changed? A fundamental aspect is the importance that the company's authority plays today in the sales process . 95% of B2B buyers say they are much more likely to rely on those who provide informative and educational content (source: Demand Gen Report ).
This is because they are much more likely to work with a company that they Germany Phone Number have learned a lot from, that has guided them through their challenges and that has proven itself to be an expert in its field. Content marketing is that area of strategy that uses high-value written or visual content to drive user decision-making towards a product or service. Content marketing in b2b sales Very often we hear about content marketing without focusing on the value of this practice for the sales force . New Call-to-action In reality, this approach creates a very strong connection between the marketing and commercial areas: marketing contents are based on the information that sellers obtain every day from interactions with customers and prospects (for example, the reasons that lead them to be interested to the product in question, the questions that are asked, their evaluation metrics, the most frequent problems, and so on).
On the other hand, the sales team can leverage insights from colleagues to strengthen sales techniques and provide prospects with the materials in question. A best practice is to establish a specific moment in the structure of the sales process at which this exchange must take place; in this regard, it is important that the material is always accessible, through a marketing platform . content marketing But what are the ways in which content marketing impacts sales? 1. Generate new leads According to a HubSpot statistic, B2B businesses with a blog generate 67% more leads than those who don't have one. 2. Create new customers More than half of marketers say they have acquired new customers thanks to their blog (source: HubSpot ).
This is because they are much more likely to work with a company that they Germany Phone Number have learned a lot from, that has guided them through their challenges and that has proven itself to be an expert in its field. Content marketing is that area of strategy that uses high-value written or visual content to drive user decision-making towards a product or service. Content marketing in b2b sales Very often we hear about content marketing without focusing on the value of this practice for the sales force . New Call-to-action In reality, this approach creates a very strong connection between the marketing and commercial areas: marketing contents are based on the information that sellers obtain every day from interactions with customers and prospects (for example, the reasons that lead them to be interested to the product in question, the questions that are asked, their evaluation metrics, the most frequent problems, and so on).
On the other hand, the sales team can leverage insights from colleagues to strengthen sales techniques and provide prospects with the materials in question. A best practice is to establish a specific moment in the structure of the sales process at which this exchange must take place; in this regard, it is important that the material is always accessible, through a marketing platform . content marketing But what are the ways in which content marketing impacts sales? 1. Generate new leads According to a HubSpot statistic, B2B businesses with a blog generate 67% more leads than those who don't have one. 2. Create new customers More than half of marketers say they have acquired new customers thanks to their blog (source: HubSpot ).