If you run a B2B company or are responsible for sales in one, chances are you've given more thought to marketing than you would have a decade ago. Gone are the days of marketing being synonymous with 'brochures and golf balls with our logo on them." Marketing plays a major role in the growth and success of B2B companies now. Here are 5 ways it impacts growth.
1. Marketing strategy
When it comes to growth, nothing has a bigger impact on business success than your marketing strategy.
Your marketing strategy is what you offer, who you offer it to, and how you offer it.
When you spend time working on your marketing strategy, you're planning the future success of your business. You're making sure that you understand your customers' needs and what they want, and that you know how to communicate with them so they understand what you offer.
Want to know more about marketing strategy and how to develop yours? Read 'The 3Cs of Great Marketing Strategy'.
2. Brand awareness
Is your company the best kept secret in your industry?
That's a problem. (Unless you don't want to be successful as a business.)
There are probably thousands of potential customers who would work with your company - if only they knew you exist.
Raising awareness is one of the primary roles of marketing.
How can you do raise awareness? Some of the options include publishing a blog and sharing your expertise, issuing press releases, speaking at conferences, attending industry events, and running campaigns that target your keywords on Google or LinkedIn.
3. Lead generation
Lead generation is consistently ranked the number one priority of B2B marketers.
Do enough qualified leads come to your company through the phone or website? If not, lead generation tactics will help you accelerate your growth.
Brand awareness and lead generation go hand-in-hand in B2B marketing. You can spend lots of money trying to generate leads in B2B, but if you have no credibility (which comes from awareness) in the market, very few prospects will do business with you.
4. Sales support
Does your sales team have effective materials and tools to convert prospects into customers? Since over 46% of B2B purchases involve more than four individuals, your sales people probably needs materials to help them make the sale.
Marketing is playing a larger role in sales enablement - the intersection between sales and marketing, where many B2B companies have a gap that leads to lost opportunities and wasted budgets.
There are other roles that marketing plays in making the sales team efficient and effective. Ensuring the success of sales people at tradeshows and helping to nurture prospects who aren't ready to purchase are two of them.
Read my interview with Salesforce.com for a few more.
5. Customer retention & growth
Are customers loyal and doing more business with the company each year?
Marketing can ensure they will and can assist sales people with customer communication, freeing up their time to develop new business opportunities by using more personal methods. Use communication channels like newsletters and social media to share updates and company news with your customer champions. Additionally, consult with Sales to develop campaigns to assist with their upsell and cross sell strategies.
At Mezzanine, we believe that marketing strategies support business goals. Marketing strategies are executed through tactical plans and each plan normally includes tactics that supports all 5 of these ways marketing supports business growth.
Find us on social: