There is no doubt that the sales department of a B2B company knows the product and purchasing needs of customers very well. But where sales and marketing have some catching up to do is in terms of closer cooperation and the exchange of knowledge about the B2B target group.
The user behavior of corporate customers
Has changed dramatically in recent poland phone number list years. Not only are the people who influence purchases often younger than many people assume, they also use the media (search engines, social media, apps, etc.) in the B2B environment much more intensively than assumed. However, since user behavior differs from industry to industry in the B2B segment, it is necessary to research exactly this user behavior for your own industry.
#6 Gain insight into the acceptance of online channels
There is only one decisive reason to traditional and digital marketing: advantages and disadvantages include a certain online channel or an online marketing tool in the B2B online marketing mix: the acceptance of the target group. And there are sometimes huge differences here depending on the industry. B2B studies on online channels often only shed light on the general importance of online channels for B2B. The findings are definitely a good indication. But it is important to determine these findings for your own industry. And you get this insight either through your own studies or experience. But experience is known to cost money, time and sometimes incorrect decisions.
#7 Define the B2B customer journey and content
What steps does a corporate customer go through before deciding on a provider/supplier and their products and services? The answer to this be numbers question leads to the customer journey. This customer journey is essentially the B2B purchasing process expanded to include all touchpoints with your B2B company. Three aspects are of great importance here: the purchasing process phases, the online channels used and the content required in each case. Only those who can define these aspects precisely are able to align their B2B online marketing ideally with user needs. Because every person in the buying center who influences purchases deserves exactly the useful content they need at the respective point in the purchasing process as part of content marketing.