B2B sales cycles are notoriously long. The time between the intent to purchase and the act itself can range from 3 months to 5 years, or even longer in some particularly complex industries. This requires a patient and long-term oriented sales and lead nurturing strategy.

E-commerce less relevant, but expanding: Although e-commerce has revolutionized B2C, in B2B its role is even less relevant, even if it is rapidly expanding. Online transactions in B2B tend to focus on repeat purchases or standardized products, while for more complex solutions, direct interaction with a sales representative remains essential. It is a wise decision to start structuring an online sales platform for your products to gain market space on competitors.

Multi-person buying process : The decision-making process in B2B is typically complex and involves an average of 5 people, including decision-makers, influencers and end users. This makes the sales process more complex and requires a marketing and communications approach that speaks to different levels within the organization.

High loyalty rate : in the B2B market, companies tend to select suppliers and keep them for a long time. For this reason, generating new sales opportunities will be a long job and will not give immediate results, but once consolidated the relationship will be more lasting.

Create a B2B digital marketing strategy

We have just seen what the main vk database characteristics of the B2B market are, now all that remains is to create a marketing strategy that can help your company to communicate your proposal with strength. Before starting, try to estimate your online market, so you can get an idea of ​​how companies operate to select suppliers.

It is then appropriate to create materials of interest to all the actors involved in the purchasing process. I recommend that you define the personas profiles of the key figures who have the power to recommend, support and endorse your product within the target company and create a highly personalized message on their needs. 

Keep in mind that when someone in a create a google business profile for your business company decides to propose your company as a supplier, they are evaluating not only your product but also your reliability and professionalism. For this reason, it is important to create a relationship of trust with people and convey trust to the interlocutor to allow them to have confirmation of their choice.

An inbound marketing strategy for a B2B market must be carefully structured, taking into account the peculiarities of the sector. 

High-level technical content

In a technical B2B market, you will want to demonstrate your expertise with highly informative and technical content. This is not just about promoting a product, but about providing interesting information about how your product or service can solve complex problems or improve specific processes. For example, create white papers, eBooks, and webinars that delve into new industry regulations, technological innovation, or ba leads practical case studies that demonstrate how using your products in real-world scenarios has solved specific problems.

• Message Personalization
  The decision-making process in B2B involves multiple people, each with specific needs and interests. The inbound marketing strategy must therefore include personalized content for each target, from the decision-maker to the technician, through the buyer or the purchasing manager.
• SEO focused on technical and specific keywords
  The B2B market is generally very technical and requires a highly specialized SEO strategy, which uses very specific keywords. This helps to intercept professionals who are looking for precise and advanced solutions.