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The 7 Keys to B2B Marketing Success

Guest post by: Jeff Ogden

Article Overview: Working with the new client for the B2B lead generation consultancy Find New Customers, we’re coaching them on the basics of B2B marketing. This got me to thinking that a lot of companies could use a primer on the basics. After all, you have so many options today – it’s overwhelming. So we crafted our "7 Keys to B2B Marketing Success." By making sense out of it and focusing on the basics, we can help you save money and time. (Please note that we linked each key to further information, so you can learn more about each key with a single click.)

Free Download - Marketing Made Simple TV is looking for a few good sponsors By Jeff Ogden
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The 7 Keys to B2B Marketing Success

Here are 7 Keys to B2B Marketing Success: (by the President of Find New Customers)

  1. Keywords - Start here. These are the terms people type into Google, Yahoo, Bing, etc. for your products and services. Since 7 out of 10 searchers click on organic search, we focus on natural or organic search and not Pay per Click. Beside, SEO is an asset and PPC is an expense.
  2. Buyer Personas - This refers to deep insights into the afflictions and aspirations of your prospective buyers. The better you know them, the more effective you will be at selling them.
  3. Buying Process - Buying is a journey - from problem to solution. Think of yourself as a tour guide. Since you are going to help them on this journey, you better know the way.
  4. Agreed definition of a Lead - Sales is tired of crap leads. Give them what they want. But you need to first agree with them on what they really want. Talk to sales and ask them.
  5. Content Marketing - Think Like a Publisher - Buyers look for content throughout the process today. You need a consistent, ongoing, multi-channel marketing program. Blog updates, ebooks, white papers, webinars, events, videos, etc. Use the keywords you chose in Key 1. Come up with a plan, document it and get going. But don't ever stop - keep publishing every week.
  6. Lead scoring - If you've done the previous five steps, traffic is way up. But how do we know when a buyer is ready to hand off to sales? This is where scoring comes into place. BANT is one key (Budget, Access to Power, Need and Timeframe) but you also need to rank behaviors - also called "digital body language."
  7. Metrics - The only way to know how well we are doing is to measure the results. Come up with a set of simple metrics to track and measure your process.
For more ideas on how to improve revenue growth in your company, please visit Find New Customers.

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Home > Marketing > Jeff Ogden > The 7 Keys to B2B Marketing Success >
Article Tags: b2b lead generation, find new customers, ideal customer profiles, lead generation companies, sales lead generation

About the Author: Jeff Ogden
RSS for Jeff's articles - Visit Jeff's website

President of the B2B lead generation company Find New Customers. Also the host of the B2B marketing show, Mad Marketing TV. We help companies rapidly grow revenue by transforming the ways they attract, engage and win new customers.

With 8 out of 10 companies saying the lack of quality sales leads is their biggest problem, they need help. SiriusDecisions also found that fewer than 1 out of 10 companies that implement lead management software went beyond the basics. They need help.

We help companies implement world class lead generation programs. Companies need quality sales leads, so they need sales lead generation programs including social media marketing. They need to implement lead nurturing programs. We are considered one of the best leads generation companies in business today.

Click here to visit Jeff's website Dashed Line

More from Jeff Ogden
Definitive Guide Making Quota
7 Keys to Lead Nurturing
How to Find New Customers
7 Keys to B2B Marketing Succes


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