Content Marketing

How to Increase B2B Sales with Content Marketing

You may be wondering if content marketing is the right strategy from a B2B perspective. You may be wondering if content marketing can efficiently reach your best audience and generate sales for your business.

If so, here’s something you should know. Without a doubt, B2B content marketing provides a competitive advantage for businesses. And when exploring together:

  • Provide a direct path to your best customers
  • Saving time for the sales team
  • Generate sales-qualified leads
  • Improve customer retention
  • Introduce yourself as an industry thought leader

What is B2B Content Marketing?

Simply put, B2B content marketing is the process of generating leads and sales through content creation. You can also use content to strengthen your brand and expand your audience. The biggest difference between B2B content marketing and B2C content marketing is that it appeals directly to other businesses, not consumers.

Here are some tips for building a content marketing strategy.

Target Audience Identification

You need to take the time to get to know your audience so that your content marketing plan can be realized. Always remember that your audience includes individuals and that your message should resonate with one reader at a time. 

You can cater to your audience through Wikipedia pages that can get a Wikipedia page made by the service providers providing Wikipedia services. 

It is common to create barriers to this process by convincing yourself that you cannot focus your audience on a particular reader persona.  However, we recommend using your website’s Google Analytics data to get as granular as possible. 

Competitor Research

Make sure your competitors know how to leverage content marketing, but don’t outright copy their efforts.  The reason is that you may be trying to create content that doesn’t directly lead to leads and sales.  Only 45% of all B2B marketers report successfully meeting their lead generation goals. 

You should use tools like Ahrefs, Ubersuggest, or SEMrush to uncover important competitor data such as domain ratings, backlinks, monthly visitors, and ranking keywords.

Write down specific goals

You shouldn’t execute a B2B content marketing strategy without a specific plan that includes specific goals to guide your content team.  If your goal is to increase brand awareness or generate instant sales, generate email subscribers, or showcase behind-the-scenes content on social media, record each goal and create content that helps you achieve that goal. 

Set a Reasonable Finish Date

Creating content takes time and effort.  When setting a due date, stay realistic so everyone on the team feels comfortable that they can complete their responsibilities on time. 

Invest time in content mapping for more accurate planning. This extra organization can help set reasonable deadlines to ensure that everyone can reach their goals.

Challenge Plan

In the real world, plans don’t work out exactly as you think. Even with a business roadmap in place, unexpected things happen. 

For example, dozens of industries have been paralyzed by the COVID-19 pandemic, in which record numbers of people are starting to work from home. This example is extreme, but the point is to identify and consider risks.

Track your progress

Goals are continuously monitored and tracked. If you have 5 Sales Qualified Leads (SQL) per day and you set a goal to reach 20 SQL per day, check the results weekly or monthly. 

Paying close attention to the data can help you make decisions that will help keep you on the right track or ground you.  Now let’s look at the specific benefits of using content marketing for your business. 

Generate quality leads

Compared to marketing without a blog, research shows that you can get 67% more leads when using a blog. 

Training through your valuable blog posts will generate more quality leads and the process will help fill your sales team’s pipeline.

Improve your SEO results

The very act of producing content and hosting it on your website means your search engine optimization efforts will improve. 

Web copy, whitepapers, and blog posts all signal to Google that your site is active with content your audience loves. 

As your marketing team consistently produces quality content, you will see an increase in search rankings, traffic, and lead flow. 

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