The B2B sales process has evolved into a notoriously long and complex sales cycle and buyers now tend to research extensively before making a purchase decision.

Below are three standout strategies which can generate a real impact on your B2B marketing efforts

1) Education based Webinars

Webinars educationally focused are fantastic way to draw people in with your industry expertise and thought leadership. Aim to come up with a topic that is

both interesting, and that ties in with what you sell - so you can show how your solution solves a common problem. Many people will just come to the webinars to learn, but others will be interested in your product/solution, and still others may help you spread the word about your company.

2) Content Marketing

Creating relevant content that will draw prospects to your site is one of the most powerful and cost effective ways to generate engagement and leads. It is important to craft content which provides real value, include meaningful industry data and be good enough to be shared among your target audience.

Once you have created the relevant content, proper distribution is the next key step in the process. Using a well thought out planning schedule will enable you to distribute your content on the relevant networks and Social platforms enabling you to reach your target audience at the right time.

3) LinkedIn

Used correctly LinkedIn is an exceptional platform for connecting with your network, developing quality relationships and driving traffic back to your blog. The key benefit of using LinkedIn is reaching your reach your target group at the exact moment they are looking for your product and make a strong influence on their purchase decision. 

There are three ways in which you can drive instant impact using LinkedIn:

  • As Premium Member using Advanced Search to find the right prospects and then using quality content to drive conversations
  • Using LinkedIn Groups. Find Relevant groups in your sector join and get involved in the conversation
  • Publishing content on Pulse, Slideshare and via Company Pages to drive meaningful conversations

Test, learn, refine and focus and what delivers the most return!


By David Reilly, Digital Marketing strategist and Digital skills trainer for Lets Learn Digital. 

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