Why a Sales Marketing Strategy Is Needed for B2B Technology

By Marianne Chrisos - Published on May 29, 2019
Why a Sales Marketing Strategy Is Needed for B2B Technology

Sales and marketing teams rely on each other to boost revenue, grow a customer base, and impact the business. It’s an important relationship that involves a lot of communication and balance. Beyond a good relationship, there is a lot of strategies that go into the marketing outreach that works to increase sales and customer relationships.

B2B sales require a different sales strategy and marketing outreach. Technology companies can have a particularly difficult time reaching the decision makers and creating the impact they want to see in their sales numbers. Finding the right strategies between both marketing and sales departments can help create a long-term plan of success for your business and help you see the results you want in your business.

The Best Sales Marketing Strategies for B2B Technology

How to use your marketing team to grow B2B sales for technology. Here are some Sales marketing strategies for your B2B tech business.

1. Live event demos

Live events are some of the best marketing tools to drive B2B tech sales They’re an incredible opportunity for sales and marketing teams work together. Live events allow several different things. First, software demonstrations grow brand awareness and customer interest – these can often be conducted in booths that businesses already have a presence at for a conference. Not only can customers get introduced to your tech solution, but you can also gain significant leads by engaging with customers and offering more information. Live events, like conferences and seminars, also allow your brand to get exposure through things like being a guest on a panel or keynote speaker. Finally, if your business is going to be at a conference, think about hosting a happy hour at a local establishment that gives you a more casual way to engage with clients.

2. Video content

Video content is popular with B2C customers, but it’s very valuable for B2B clients as well. Webinars can be a very useful tool that not only communicates useful, valuable information that your clients want and needs; this content can be gated and require customer information for access, giving you more information to develop a quality lead and ultimately a client relationship. Video content is also particularly useful for product demonstrations that can’t be conducted in person, as well as customer testimonials.

3. Marketing automation

Marketing automation is one of the most important marketing strategies for B2B sales. Marketing automation helps businesses remain competitive and communicative with their customers. It’s particularly important for technology companies because marketing automation enables more digital outreach, including email marketing outreach and SMS marketing. This can provide content for businesses by communicating your tech solutions that can solve business problems; it can also offer content like user guides, testimonials, and even free demos and event registration.

4. Other quality marketing content

There’s a lot of businesses in the world creating a lot of content. It’s important that yours is relevant to cut through the noise and be useful enough for your customers to engage with and benefit from. This can include whitepapers, industry guides, ebooks, and exclusive events.

The best sales and marketing strategies for your business may take some time to reveal themselves. It’s okay to start slow and gather information about the success of certain methods; it’s not necessary to fire on all cylinders and engage in every marketing method all at once. It is important, however, to pay attention to what’s working and optimize your strategies from there. Business moves fast and marketing does need to be able to keep up with the demands of your audience, but sales marketing strategies also need to be just that – strategic and built from data.

This can also strengthen your position as a tech company – when you’re pulling information and data and using that to communicate and support claims with customers, they’re likely to choose your solution with confidence.

Marianne Chrisos

Marianne Chrisos | Born in Salem, Massachusetts, growing up outside of Chicago, Illinois, and currently living near Dallas, Texas, Marianne is a content writer at a company near Dallas and contributing writer around the internet. She earned her master's degree in Writing and Publishing from DePaul University in Chicago and has worked in publishing, advertising, digital marketing, and content strategy.

Marianne Chrisos

Marianne Chrisos | Born in Salem, Massachusetts, growing up outside of Chicago, Illinois, and currently living near Dallas, Texas, Marianne is a content writer at a c...

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