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Table of Contents
1. What is B2B Marketing Automation?
2. B2B Marketing Automation vs. B2C Marketing Automation
3. B2B Marketing Automation vs. CRM
4. Nine B2B Marketing Automation Strategies to Achieve Success
4.1. Page-based triggers
4.2. Educational material for new clients
4.3. Lead Development
4.4. Segmentation of potential customers
4.5. Qualifying Leads
4.6. Data collection and maintenance
4.7. Sending forms
4.8. Real-time conversation
4.9. Social media
5. Advantages of B2B Marketing Automation
5.1. Increase lead acquisition
5.2. Optimize conversion rates (and therefore revenue)
5.3. Improve customer experience
5.4. Allows you to create scalable campaigns
5.5. Reduce marketing expenses
6. The best methods to increase value
6.1. Identify your target customers and research their behavior
6.2. Align sales and marketing
6.3. First map out the sales cycle, then develop automation
6.4. Use reports and analytics for continuous improvement
6.5. Automatically eliminate dead-end leads
7. Conclusions
1. What is B2B Marketing Automation?
B2B marketing automation refers to the technology and automated processes that businesses use to assist with a range of marketing tasks. It is typically used by B2B professionals to source leads and manage their account requirements throughout the B2B sales lifecycle. The optimal marketing automation setup depends on variables such as your current activities, the size of your company, and the customer journey you want to implement throughout the sales funnel.
What is B2B Marketing Automation?
Almost every strategy for each stage of the sales funnel can be automated if done correctly. This includes:
Sending emails.
Conduct outreach activities.
Finding new potential customers.
Incorporating new clients.
Publish content.
Sending notifications.
Setting up B2B Marketing Automation allows your sales team to focus their efforts where there is the greatest chance of conversion . To do this, optimize the visibility of your company's brand on all the channels used by your potential customers.
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In general, B2B marketing automation adheres to the same basic framework:
Create a list of potential customers to target.
Run an automated campaign .
Evaluate the response of those potential customers to the campaign.
Rank potential customers based on their responses.
Send qualified leads directly to sales and warm leads to a pre-nurturing cycle.
Monitor performance and redirect warm leads to sales when they are qualified.
Typically, software is used to automate B2B marketing , but outsourcing part or all of the sales cycle is a great way to minimize the tedious work so your sales staff can focus on completing deals.
2. B2B Marketing Automation vs. B2C Marketing Automation
Both B2B marketing automation and B2C marketing automation involve the use of workflows and triggers to move leads through the sales funnel. However, the means through which they do so are significantly different.
In B2C marketing automation, the entire process and effort is geared towards personalization. When a consumer places an item in the shopping cart but does not complete the purchase, they may receive emails with reminders or promotional offers.
