What Is B2B Marketing?

When you work in a company, the usual thing is that you know your product well. But you probably need help in business strategy, digital marketing, media presence, or the best distribution channels. You have to go to a b2b marketing consultancy for these functions and many more.

A b2b marketing consultancy can be an excellent opportunity for marketing experts to help you achieve the business goals you have set for yourself. And help you form a marketing strategy based on your needs.

What is B2B Marketing?

As the name suggests, business-to-business marketing refers to marketing products or services to other businesses and organizations. It has several key distinctions from B2C marketing, geared towards consumers.

B2B marketing content tends to be more informative than B2C in a broad sense. This is because commercial purchase decisions, compared to consumer decisions, are based more on the impact of final income. Return on investment (ROI) is rarely a consideration for the average person, at least in a monetary sense, but it is a primary focus for corporate decision-makers.

Characteristics of B2B Marketing

Long sales process

The products and buying process in the case of B2B tend to be more complicated because the decision-making and buying processes are rarely impulsive. They tend to last longer. There may be cases where the purchase processes take years. And many people participate in the decision-making process.

For this reason, b2b marketing consultancy must face new challenges in developing its plans and strategies.

fewer customers

B2C marketing has a much more massive character since it is aimed at people who act and behave as independent individuals. Therefore, marketing promotions focus on each purchase, registration, or advertising. However, the potential customer of a B2B company is a company. Thus, the number of potential customers is much smaller, allowing greater personalization and other types of a priori strategies.

Messages need to be more personalized.

We need to identify the reasons, define the target groups and carry out precise segmentation. When companies decide to buy a specific product, it can be for many reasons: price/cost, type of customer service, established relationships, knowledge of the B2B company from its customers, etc.

Customer acquisition processes are increasingly complicated by growing competition. And this is increasingly difficult when managing b2b marketing through direct sales networks. Therefore, having the help of a b2b marketing consultancy makes our job much more manageable.

In B2B marketing, customer loyalty is a discipline that acquires enormous weight.

Advantages of hiring a B2B marketing consultancy

It allows you to know the company’s current situation through a commercial audit.

The first phase of this process is carried out through an audit to analyze the company’s internal environment and external environment. In this way, it is possible to detect points of strength and weakness, taking into account the opportunities and threats of the external environment, both micro and macro.

Anyone with the proper training or experience could perform this task. However, consulting services usually offer greater rigor and generate more objective, aseptic and neutral responses because they are not so involved in daily life and can enrich the analysis process thanks to the contribution of other points of view from different companies, sectors, or markets.

It favors the search and choice of new clients.

Conquering new customers is always a very complex task and requires the commitment of all members of a company. Therefore, the support of a B2B marketing consultancy can make the actions carried out more effective. And above all, choose qualified clients instead of focusing on a more significant number of clients.

With technological support, today, it is possible to follow in real-time the stage where a potential client is (lead, MQL, SQL, opportunity, and client). This is critical for marketing and sales. It also enables customization to serve customers at any customer lifecycle stage.

Sales increase

The main objective of hiring a B2B marketing consultancy service is to boost sales. Otherwise, the investment could waste time, resources, effort, or implementation and experience that limits our potential in the market.

The B2B online marketing consultancy must prepare professional background and experience to understand how B2B business relationship models work.

Both in value and volume, increasing sales involves thinking strategically and showing responsibility to satisfy business customers.