How to Create a B2B Marketing Strategy to Improve Sales?

How to create successful B2B marketing strategies to improve sales

How to create a successful B2B Marketing strategy to increase sales is what an enterprise product company would want to know. A well defined B2B Marketing strategy is the key to improving your Sales.

Every organisation is concerned about the revenue generated through its Marketing strategies. However, having a well defined B2B Marketing strategy can help you utilise leads, increase ROI and improve your sales. Let us look at some strategies that can help you reach these goals.

Account Based Marketing

It is always good to dig deeper when targeting your demographic. Spray and pray approach is most of the time a waste of marketing budget. Narrowing down your demographics can get you reach the target and hence your goal.

Including Account based Marketing or ABM in your strategy can help you get started.

Know more about ABM: What is Account Based Marketing? Why Companies Are Moving to Account Based Marketing?

Content Marketing: Thought Leadership

B2B businesses are largely run through Content Marketing more specifically Thought Leadership. Positioning yourself as the leader in the space your product is can help you gain trust as well as loyalty from your customers. Gaining trust and loyalty automatically brings in repeat business which is always a good win for a business.

You can make use of the following while devising your content strategy –

Read more on How to Write Marketing Case Studies for B2B Companies

Lead Generation and Sales Funnel

The difference between B2B and B2C marketing strategies is that, B2B has a longer sales funnel. It could takes months for a deal to close in the B2B business while for a B2C it takes only days or even hours sometimes.

Here is how you can ensure that you have a shorter sales funnel even for B2B sales.

  • Keep a tight check on the quality of the leads that enter your sales funnel.
    • ABM can help you solve a major chunk of the problem
  • Content Marketing
    • Thought leadership, case studies, product explain
  • Engaging through Social Media
    • Use social media to build your brand by engaging with your target audience rather than selling them

Apart from all this, it is important to analyse and measure what is working and what not. There are tools available that help you measure each and every Marketing activities of yours. Try out the tools that works the best for you and your business. This helps in keeping track and not lose sight of the effectiveness of your activities.

Is there any specific strategy that has worked for you? Let me know in the comment below. Would love to know about it.



Avani Lalka is an experienced marketer, and a writer in the field of new-age marketing and career development. She writes from her heart to make a difference in the lives of the people that follow her. Currently she is heading Account Based Marketing (ABM) in a popular Pune-based startup. Feel free to connect her as she welcomes new ideas and opportunities. Email: