More than likely, you’re already familiar with most of the business-as-usual B2B sales strategies. Now it’s time to incorporate new digital strategies if you want to keep up with and surpass the competition.
Sometimes change is tough; people like using the tactics they are comfortable with. However, with the fast-paced move from physical to digital sales, the following strategies are essential for building your B2B sales arsenal.
Marketing Automation Software
Marketing automation allows you to set up targeted campaigns and tweak them as needed. Once you create a campaign with your chosen software, you can track leads through the decision-making and buying process. This can include scheduling an alert to go out to potential customers for deals on products they specifically have shown interest in, having an email automatically send when someone downloads your e-book and much more.
The amount of information you can gain on leads from marketing automation goes as far as your imagination and chosen software will allow. According to IDG, B2B marketers see an average of 20 percent increase in sales opportunities from nurtured leads through automated marketing campaigns compared to leads gained in other ways.
SEO: Search Engine Optimization
Definitely the most affordable option, as long as you’re aware of how to apply it, search engine optimization has been around for years. But, like everything in the digital arena, it’s value and the way it is used changes from time to time.
Rather than the old techniques of keyword stuffing, and meta tag defining, SEO is now being used with an emphasis on backlinking and link building. Don’t go ditching your keywords altogether though. They still play a vital role in optimizing websites and landing pages for better ranking search results.
Content marketing is something every B2B sales company must be doing right now. Many companies are already applying this strategy, but not all of them are doing it right. It’s important to know what information potential customers are looking for online, and where they’re going to find that information.
If you’re creating authentic, valuable, and influential content, and getting it in front of buyers before they ask for it, you’re doing it right. Content marketing provides you with the opportunity to highlight yourself as a subject matter expert and influencer in your industry. It’s not all about blog posts and white papers anymore either.
According to Cisco, by 2017, video will account for 69 percent of all consumer Internet traffic. Consider creating webinars, tutorials, and other videos that will place your product at the center of attention and the first page of search results.
With these strategies in place, your B2B sales will surely be on the rise. The best way to utilize these three strategies is in unison with one another. Used alone, you’ll likely still see improved results. Used together, they create a powerhouse trifecta of digital marketing wins.
As you evolve your sales techniques, unburden your sales team from unnecessary tasks. Talk to us about how MonsterConnect‘s sales prospecting enablement tool can help you achieve results.