Digital marketing’s impact on B2B Sales

Mindless Tower @mindlesstower

Unless you’ve been living under a rock for the past decade, you most likely understand and already know how digital marketing has impacted B2B IT sales.

Food for thought:

  • Eight people are involved in a typical IT B2B selling/buying process (that’s a 40% increase from the past three years).
  • Prospective customers are 60% (that’s not a typo) of the way through the buying process BEFORE they even speak to your sales team (think of how that customer could have learned and evaluated decisions without even talking to your sales team)
  • ½ of people buying in B2B are all tech-savvy individuals who see digital integration as a necessity and not an option.

MTP tips of the day:

Your customers and prospects don’t just stumble upon your website, social media, or promotions. Getting your customers and prospects to see your digital content is a highly targeted action and needs to be strategically laid out. Think broadly about your sales & marketing funnel, and then apply that to how your customer journey will unfold (depending on which stage of the funnel your customer is in).

A good start is to explore tools that can automate your outbound activities (email marketing, social media posts), and track the interaction with your material (see how successful your output is and identify prospects).

If you would like to learn of industry-specific examples, see what tools are being used, please feel free to contact us. We’ll be more than happy to provide examples and help you with a free consultation.