How to get B2B clients? Prepare your marketing department
Posted: Thu Dec 05, 2024 8:37 am
Marketing B2B,Marketing and sales
Is your sales department geared towards the new digital B2B customer?
Nowadays, industrial customers (or B2B customers from Business to Business) have multiple tools at their disposal to obtain information about products and solutions without having to contact the sales department of a company. Until relatively recently, the B2B buyer obtained information through contact with suppliers at fairs, in business thailand whatsapp mobile phone number list meetings or through physical catalogues.
Today, technology has enabled customers to increasingly rely on digital media to obtain initial contact regarding solutions to their needs, technical information, demonstrations, and technical service. And current circumstances have only accelerated this trend.
Is your company prepared for this new environment? Is your sales department geared towards the new digital B2B customer? Do you have a marketing team that can support the consultative work of your sales team? Do you know where your customers are, what channels they interact on, but not how to reach them?
The answer to the above questions is to outsource the marketing functions of your B2B company , where you provide the knowledge of the product and the market and an external team offers you the tools and support so that the sales team can reach it . Let us explain how we at Aeroplano B2B Thinking Lab understand this outsourcing.
What can outsourcing the marketing functions of your B2B company mean for you?
Before answering the question, it is necessary to recognize that the marketing department in industrial companies is currently taking on increasing importance, not only in selecting the appropriate strategies, but also as a new ally of the sales department to improve its connection with current clients and improve the identification of potential clients. Given this situation, it is increasingly difficult for a single position within the company to assume responsibility for sales and marketing management.
Outsourcing your marketing department will allow you to have a light, flexible and specialized structure that designs, directs and executes your company's marketing actions on any channel, whether online or physical, through a team of specialized professionals that will provide you with obvious advantages:
Executive consulting : Changes in customer behavior, how customers relate to your company, as well as the multitude of marketing solutions available on the market mean that executives of industrial companies do not have a general picture of where to start when putting together their marketing strategy. Having external executive consulting with experience in sales and marketing in B2B environments will facilitate decision-making and how to take the first steps to put together a marketing strategy.
Specialization . It is difficult to have your own team capable of defining a marketing strategy, designing the actions and using the marketing tools necessary to carry it out, and evaluating the results. Outsourcing marketing puts a specialized team with extensive experience at your company's disposal.
Multidisciplinary team. A marketing team must have analytical skills to draw up strategies and technical skills in multiple areas to design and execute the most appropriate actions for each company.
Cost savings. Having your own team to perform all these functions is extremely expensive, and therefore outsourcing is a suitable option to incorporate talent into your company without increasing costs.
To benefit from all these advantages, you need to partner with an external partner specializing in sales and marketing in B2B environments with the capacity and resources to support Management and Commercial Management in developing a marketing plan. Remember that documenting the business strategy for the market is the only way to plan investments, actions and evaluate the achievement of defined objectives. At Aeroplano, we recommend that the Plan should address and answer the following questions:
What market segments do I sell to?
What customer needs do I meet?
What is my value proposition?
How do my clients find me?
How do I build brand trust?
What does my sales department need to get the offer to customers?
Please do not hesitate to contact our specialists if you need to document your marketing plan.
However, if you already have a minimum marketing plan but do not have the appropriate resources and suppliers, at Aeroplano B2B Thinking Lab we want to share our vision of how the ecosystem of agents involved in the design and execution of a marketing plan has changed and how you could deal with it .
It is necessary to understand the new marketing ecosystem in B2B environments
Nowadays, industrial companies have multiple channels to reach B2B customers , new tools for conversation, new sources of information, new channels to interact with, new means to generate trust and be reachable, etc.
Adapting to this new reality requires significant organizational changes. It is no longer enough to have a powerful sales team with extensive experience, high technical capacity and a wide portfolio of contacts . New players are entering our clients' decision-making process and they must be identified and contacted in a multi-channel environment. Therefore, in addition to being very costly, it is very likely that it is no longer the most efficient formula.
Take a look at the following figures on the management of new marketing needs in B2B environments. In 2020, it no longer makes sense to follow a linear input and output process where you commission an isolated marketing action to an external agency and expect to obtain a satisfactory result from this action towards the market.
Is your sales department geared towards the new digital B2B customer?
Nowadays, industrial customers (or B2B customers from Business to Business) have multiple tools at their disposal to obtain information about products and solutions without having to contact the sales department of a company. Until relatively recently, the B2B buyer obtained information through contact with suppliers at fairs, in business thailand whatsapp mobile phone number list meetings or through physical catalogues.
Today, technology has enabled customers to increasingly rely on digital media to obtain initial contact regarding solutions to their needs, technical information, demonstrations, and technical service. And current circumstances have only accelerated this trend.
Is your company prepared for this new environment? Is your sales department geared towards the new digital B2B customer? Do you have a marketing team that can support the consultative work of your sales team? Do you know where your customers are, what channels they interact on, but not how to reach them?
The answer to the above questions is to outsource the marketing functions of your B2B company , where you provide the knowledge of the product and the market and an external team offers you the tools and support so that the sales team can reach it . Let us explain how we at Aeroplano B2B Thinking Lab understand this outsourcing.
What can outsourcing the marketing functions of your B2B company mean for you?
Before answering the question, it is necessary to recognize that the marketing department in industrial companies is currently taking on increasing importance, not only in selecting the appropriate strategies, but also as a new ally of the sales department to improve its connection with current clients and improve the identification of potential clients. Given this situation, it is increasingly difficult for a single position within the company to assume responsibility for sales and marketing management.
Outsourcing your marketing department will allow you to have a light, flexible and specialized structure that designs, directs and executes your company's marketing actions on any channel, whether online or physical, through a team of specialized professionals that will provide you with obvious advantages:
Executive consulting : Changes in customer behavior, how customers relate to your company, as well as the multitude of marketing solutions available on the market mean that executives of industrial companies do not have a general picture of where to start when putting together their marketing strategy. Having external executive consulting with experience in sales and marketing in B2B environments will facilitate decision-making and how to take the first steps to put together a marketing strategy.
Specialization . It is difficult to have your own team capable of defining a marketing strategy, designing the actions and using the marketing tools necessary to carry it out, and evaluating the results. Outsourcing marketing puts a specialized team with extensive experience at your company's disposal.
Multidisciplinary team. A marketing team must have analytical skills to draw up strategies and technical skills in multiple areas to design and execute the most appropriate actions for each company.
Cost savings. Having your own team to perform all these functions is extremely expensive, and therefore outsourcing is a suitable option to incorporate talent into your company without increasing costs.
To benefit from all these advantages, you need to partner with an external partner specializing in sales and marketing in B2B environments with the capacity and resources to support Management and Commercial Management in developing a marketing plan. Remember that documenting the business strategy for the market is the only way to plan investments, actions and evaluate the achievement of defined objectives. At Aeroplano, we recommend that the Plan should address and answer the following questions:
What market segments do I sell to?
What customer needs do I meet?
What is my value proposition?
How do my clients find me?
How do I build brand trust?
What does my sales department need to get the offer to customers?
Please do not hesitate to contact our specialists if you need to document your marketing plan.
However, if you already have a minimum marketing plan but do not have the appropriate resources and suppliers, at Aeroplano B2B Thinking Lab we want to share our vision of how the ecosystem of agents involved in the design and execution of a marketing plan has changed and how you could deal with it .
It is necessary to understand the new marketing ecosystem in B2B environments
Nowadays, industrial companies have multiple channels to reach B2B customers , new tools for conversation, new sources of information, new channels to interact with, new means to generate trust and be reachable, etc.
Adapting to this new reality requires significant organizational changes. It is no longer enough to have a powerful sales team with extensive experience, high technical capacity and a wide portfolio of contacts . New players are entering our clients' decision-making process and they must be identified and contacted in a multi-channel environment. Therefore, in addition to being very costly, it is very likely that it is no longer the most efficient formula.
Take a look at the following figures on the management of new marketing needs in B2B environments. In 2020, it no longer makes sense to follow a linear input and output process where you commission an isolated marketing action to an external agency and expect to obtain a satisfactory result from this action towards the market.