Use B2B Sales Funnel for Faster Lead Conversion – Deck 7

1. Use B2B Sales Funnel for Faster Lead Conversion – Deck 7 A well-structured digital marketing funnel is what you need to attract new leads, increase leads, and drive sales in the B2B market. However, the B2B buyer's journey can be difficult and exhausting with multiple touchpoints and marketing channels. The lead development cycle in B2B can take months or even years to turn into sales opportunities or paying customers. To deliver a consistent and personalized experience, digital marketing and automation have opened up a whole new world for your prospects and led to an experience across all touchpoints. An alternative B2B sales funnel will help provide a less intangible experience at every stage of the buyer's journey and direct them to the final sales funnel. A sales funnel helps with effective and efficient marketing while increasing your conversion rates and closing more deals for you. Know More About Our Demand Generation Services B2B Sales Funnel Progression The 5 stages of the B2B sales funnel are explained here, but before that, let's understand the broader perspective. A B2B digital marketing funnel is an intelligent system that targets potential customers with personalized messages and offers that are delivered throughout the buyer's journey. From awareness to conversion, your B2B funnel is primed to drive leads and leads to leads and nurture them until they become paying customers. The B2B Sales Funnel Can Be Categorized into Three Main Stages: Top of the Funnel - Finding Leads Middle of the Funnel - Lead Generation Bottom of the funnel - Finalizing the deal The upper funnel stage represents the awareness stage for attracting new prospects and educating them about the specific pain points or challenges that your product or service helps solve. The middle funnel stage helps build a relationship between you and the prospect by demonstrating how your products or services solve their problems. The lower stage of the B2B sales funnel helps the prospect decide whether to buy or make a financial investment in your offer; By removing objections and encouraging intermediate actions. You want to feed your sales funnel with as many targeted leads as possible.

2. However, unlike a B2C funnel, you are targeting a larger group of people. In B2B, you only want to succeed in relevant accounts that make or influence decisions within the business. Users are moved through a funnel stage to support their interactions with content/offers. Contact Us To Increase Your Leads This interaction, called a conversion, is an action that qualifies the user for the next step. Digital marketing gives you a wide range of options to use as conversions. Whether it's a single click on an ad, engaging content on social media, viewing landing pages on your site, optimizing your lead magnet, signing up for a demo, etc., each conversion is often used as a sign that qualifies the user for the next stage of the funnel. . . For example, when a user signs up for your Lead Magnet eBook, it means they're interested, so you move them to the next stage of the funnel to keep the momentum going. A B2B digital marketing funnel is often short or long, depending on your sales cycle. Each funnel stage includes a step and a touchpoint. For example, when users sign up for your whitepaper (a typical MoFu offer), it doesn't mean they will buy your product again. You need to nurture them with other middle-of-funnel (MoFu) content and offers before they move to the bottom of the funnel (BoFu) stage. So in the next step of MoFuoffer, a webinar, then a case study, etc. Nurture takes them one step at a time before choosing to move them to the next funnel step. This is true for expensive, complex and disruptive products/services where decision makers within companies need solid and compelling reasons to consider your offering. But before that, let's take a detailed look at the stages of the B2B sales funnel. B2B Sales Funnel Stages The humble sales funnel has seen many iterations since the 19th century when the science began. Depending on who you're talking to and what type of business you're talking about, a sales funnel can have three or more stages. Basically, every sales funnel is functionally the same. However, there is no single ideal model for the B2B sales funnel. A sales funnel helps you visualize and understand the key steps to turning a complete stranger into a paying customer. To find the best way to lose your business and at what stage you are losing customers, you can identify them all with the main stages of the B2B sales funnel. This will help move your leads to the next stages of the sales funnel. And you can have an optimized and efficient sales process.

3. Every business needs different versions of the B2B sales funnel. However, regardless of the business, here are the basic and important steps of a B2B sales funnel. The Awareness Stage of the B2B Sales Funnel B2B customers are looking for answers in the awareness phase of the B2B sales funnel. Resources, education, data, opinions and ideas are all essential to solving their problems. The problem can be as simple as finding a new supplier for a manufacturing problem. It can be a bit more complex, like software that integrates frontend and backend operations without manual support. At this point, the prospect's value is low because there is no sure way to ensure that they will buy your service or product. But at the same time, if you provide high level and detailed informational content, they are more likely to be interested in your business. At the top of the B2B sales funnel, you need to understand the personality of the buyer and understand how they are best suited to solve the problem. The Interest Stage of The B2B Sales Funnel At the interest stage of the B2B sales funnel, they start looking for your products/services to get more information. This is often seen as a critical process where trust is built in your products/services. From the buyer's perspective, at this stage, lead nurturing focuses on increasing the opinion of your business. The Evaluation Phase of The B2B Sales Tunnel During the evaluation phase, you captured the buyer's attention. Now is the time to become an expert to show how your solution meets their needs. To further build trust, this is the time to let prospects know if your solution isn't in their best interest. Even if your product or service doesn't meet the buyer's needs, demonstrating honesty and integrity at this point pays dividends in the future. The Engagement Stage of The B2B Sales Funnel Once your prospect is in the engagement phase, they will interact with your sales department together. This can include product demonstrations, sales pitches, and clear communication that shows you understand the buyer's pain points and need to help them find an answer. The level of rapport and trust you build at this level can be critical to the prospect in the future. The Acquisition Phase of The B2B Sales Tunnel

4. In a traditional funnel, the acquisition stage is the last. An acquisition order is written or an acquisition commitment is approved. But just moving money and goods doesn't mean you've reached the top of the B2b sales funnel. Post-purchase engagement makes customers happy; This further fuels the funnel and is essential for keeping the B2B sales pipeline together. The vast majority - 84% - of B2B sales start with a referral from a friend or colleague, and those referral leads convert 30% better. While these traditional sales and B2B marketing funnels remain the most commonly used models, advances in account-based marketing are changing the ideal role of the funnel. Stay tuned for an upcoming article on this new way to align sales and marketing. Different Ways to Use B2B Sales Funnels to Convert Leads Marketing Strategies for Different Funnel Stages Buyers' needs change as they move through the marketing funnel. This means that your marketing strategies and practices must also evolve. What works in the awareness phase is ineffective in the purchase phase. Offers adapted to the acquisition stage remain at the notoriety stage. Therefore, mapping your marketing strategy and tactics is as important as mapping the buyer's journey. During the awareness phase and the interest phase, potential buyers may not even know you exist. And to make matters worse, they may not even know what they really want or need. They first start looking for the answer to their problem. Understanding your personality at this stage is more critical than ever. Your SEO tactics, lead generation, and content marketing should all be about your personality. White papers that address common issues, e-books with in-depth information, and instructional videos help buyers identify potential solutions to their problems and simultaneously increase awareness of your business. Pay-per-click advertising campaigns can also be suitable for lead generation. Social media tools such as Facebook chatbot messenger ads prove to be very effective in attracting leads. Ironically, people are drawn to their initial anonymity because they don't have to give out their email address. However, once your lead is selected, you have access to Facebook data about the lead that you don't – and that's important for personalization. The key to effective chatbot messaging marketing is to end each interaction with a prompt for further action. Once you've captured their attention, it's time to tell them why your solution is the best. Now you will really educate your leadership. This is your goal during the assessment and engagement phases. Now is the time to share case studies showing how you have helped others in similar situations. Automating a personalized drip email marketing campaign is easy.

5. Once your prospect is in the acquisition stage, it's time to pursue the deal. Because marketing and sales must work together to manage conversion. Marketing should provide sales reps with case studies, product demos, and promotions. Marketers often offer incentives, case studies, and sales demos too early in the funnel, when prospects haven't yet committed to a sale. When you present your offers at the top when your leads are prioritized, they will be more relevant. Conclusion The modern B2B market has changed. Buyers now have more information than ever before and are in the know. B2B customers want to research and consider many options before they can make a purchase. It's best to set up an optimal B2B digital marketing funnel to introduce your business to potential customers throughout the buyer's journey. Deliver the right message and offer to the right people at the right time to maintain momentum and increase the likelihood of the final sale. Start with something simple, using the offers and content you already have. Use data to strengthen your funnel and add extra steps and elements to increase your conversion rates. And now it's up to you to build your high-converting B2B digital marketing funnel to take your business to the next level. If you have any questions or comments, please leave us a message below. Or, if you're failing in your funnel building efforts, contact us and find out what we can do for your business.