The purpose of the purchase: companies do not look for the same thing as an end consumer, nor do they buy in the same way. While B2C purchases are more impulsive and based on emotions, companies seek to cover their production needs. Customer service, delivery, profitability, etc. are given priority. These are factors that are more objective and less “emotional.”
The Buyer: Who buys in B2B? This question is fundamental for a B2B marketing strategy. We will always have to direct our actions to our buyer persona. However, in this sector, several people are often involved in the purchasing decision process.
Targeted strategies: our buyers are very specific. In B2B, your clients may belong to very segmented niches. The marketing strategy to follow in your B2B company should be similar as well.
Traditional marketing still has a lot of weight: although many B2B companies are carrying out digital marketing actions, traditional offline marketing actions also still have a lot of weight. For example, attending trade fairs or conferences. But how many B2B companies are able to determine the ROI (Return on Investment) of attending trade fairs and conferences?
The purchasing cycle: Several professionals are involved in the purchase, they base their purchase on objective factors… All of this means that the purchasing cycle is longer. In B2B Marketing, it is essential to carry out a filipina telegram study and monitoring of our conversion funnel, which will show us which stage of the sales funnel the users are in. And also our conversion ratios.
1.2 B2B Marketing Obstacles
What are the main obstacles facing B2B marketing? Many of them are reflected in the Annual Report on the State of B2B Marketing in Spain carried out by Connext. Especially with regard to the digitalization of marketing and sales processes , which are essential for the development and growth of a B2B company today.
Small marketing teams
Marketing teams in B2B companies are usually very small, usually consisting of a maximum of 2 people. Sometimes, there is only one Marketing Manager.
These companies need to work with external marketing agencies to develop and execute a B2B marketing strategy.
Marketing teams, being small, do not have a great decision-making capacity in the company to improve its B2B marketing strategies.
Large sales teams
In contrast to small marketing teams, we find large sales teams with many salespeople. This company structure
