Maximizing Impact: Key B2B Demand Generation Strategies 

The business-to-business (B2B) world is marked by fierce competition, long sales cycles, and high stakes. 

Suffice it to say, then, that thriving in such a dynamic environment requires a nuanced approach, one that moves beyond traditional advertising tactics and search engine optimization (SEO). You need a robust B2B demand generation strategy that gets your products and services in front of the right audiences.

If you are looking for ways to build buzz and intrigue among clients, consider the B2B demand generation strategies below:

Content Marketing

Content marketing is all about providing your audience with value, even if you don’t get anything in return. Consistently publishing fresh new content is an effective tool for attracting prospective clients. 

Blogs are a staple of content marketing, but you need to look beyond the basics. As a B2B brand, your company needs to be publishing materials such as:

• White papers
• Webinars
• Demonstrations
• Video explainers
• Case studies

Every consumer wants to be entertained and educated. But they also want to see products that are eye-catching and relevant. Business decision-makers share some of these preferences, but they also need hard facts and quantifiable data to guide their purchasing choices. Whitepapers, case studies, and demo videos satiate their desire to know what your product does and how it will add value to their organizations. 

Lead Scoring

B2B sales cycles take far too long for you to be wasting time on low-quality prospects that are never going to convert. You need to make every dollar (and minute) count. Lead scoring helps you ensure that your leads have a high likelihood of making a purchase.

Create a structured point system and set thresholds to trigger specific actions on the part of your sales team. Through lead scoring, you’ll be able to easily identify which prospects to invest more time and resources in and which you should give some breathing room. The goal is to minimize waste and focus your efforts on the best prospects. 

Account-Based Marketing

Account-based marketing (ABM) focuses on individual accounts or small groups of high-value prospects. Accounts are ranked based on their actual or potential value to your business, allowing you to combine your marketing and sales resources to prioritize top-tier clients. 

Creating an ABM program requires quality data and plenty of it. You need to know what each client’s pain points are, which services they are interested in, and who is in charge of decision-making. Once you do, you’ll be able to rank them and deliver personalized content that sways decision-makers.

Social Media Marketing

One of the underlying objectives of demand generation is to capture the attention of high-quality prospects. Doing so requires a strong presence on several key social media channels, but you don’t want to stretch yourself too thin. 

Focus on the channels that are most relevant to your target audience. As a B2B brand, LinkedIn is one of the channels you need to prioritize. Facebook and Instagram are also great tools to add to your marketing mix. 

After your channels are live, be consistent. Post regularly and engage with your followers. Publish videos, run polls, reply to comments, and stay active. Building a sizable following will take time, but it is a worthwhile endeavor that will pay dividends in the long run. 

Email Marketing

Email marketing can support your demand generation strategy not only as a data-gathering tool but also as a means of distributing great content. Use existing email lists to notify audiences about newly-released content, such as white papers and case studies. Keep them in the loop about any exciting developments at your company as well, such as product releases or redesigns.

You’ll also need to regularly audit the performance of your email campaigns. Pay attention to things like spam complaints, unsubscribe rates, and open rates. Understanding and acting upon performance trends will help you improve the efficacy and reach of your campaigns. 

Integrate Marketing Automation and CRM

Your customer relationship management (CRM) platform consists of a wealth of information, and it can lay the foundation for effective B2B demand generation strategies. Pairing your CRM with automation software will also assist in harnessing all of the data you collect. 

More importantly, automation and CRM technology offer major time-saving benefits, helping your team stay organized and freeing them up to focus on more dynamic tasks in turn. 

Win at B2B Demand Generation

Maximizing the impact of your B2B demand generation strategies requires an integrated approach that leverages the right mix of content marketing, ABM, and social media. By focusing on creating valuable interactions and nurturing relationships with potential customers, your company can build a strong foundation for sustained growth.