How can you use B2B sales funnel for maximum lead generationby David Jones Digital Marketor
A well-structured digital marketing funnel is something you need to attract new prospects, nurture leads and generate sales in the B2B marketplace. Although, the road to the B2B buyer’s journey would be difficult and tiring, including multiple touchpoints and marketing channels.
Prospectus price cycles in B2B may take months or even years before they are transformed into sales opportunities as paying clients.
To deliver consistent and personalized experiences, digital marketing and automation have unleashed a whole new world to experience your perspectives and leads across all touchpoints. Having an optional B2B sales funnel will give the abstraction less experience at every step of the buyer's journey and set them right in the direction of the final funnel funnel box.
The sales funnel helps pay for marketing effectively and efficiently, while increasing your conversion rates and closing more deals for you.
The advancement of the B2B sales funnel
5 stages of B2B sales funnel are explained here, but let's understand its broader perspective.
A B2B digital marketing funnel is a smart system that directs potential clients to personalized messages and offers made through the buyer's journey. From awareness to conversion, your B2B funnel is ready to attract potential clients and prospects into leads and nurture them until they become paying customers.
The B2B sales funnel can be broadly divided into three main stages:
Top of the Funnel - Find the perspectives
Middle generation funnel- lead
Bottom of the funnel - Finalize the agreement
The upper stage of the funnel represents the awareness stage to attract the new perspectives and learn about the specific pain point or challenges that will help solve your product or services.
The middle stage of the funnel helps in building the relationship between the prospect and you through the demonstration of their problems are solved by your product or services.
The lower stage of the B2B sales funnel helps the prospect to make the final decision of buying or investing financially in your offers; by clearing up the objections and encouraging action.
You want to feed your sales funnel with as many targeted leads as possible.
Unlike the B2C funnel, however, you focus on a large group of people, while in B2B you want to succeed only relevant accounts that make decisions or influence in a business.
Users are moved from one stage of the funnel to then support their content / presentation interactions. This interaction is known as the conversion is often an action that qualifies the user for the next stage. Digital marketing gives you a wide range of options that will be used as conversions.
From easy advertising, engaging content on social media, viewing key pages on your site, optimizing your lead magnets, signing up for a demo, etc., each conversion is often used as a sign that the user qualifies for the next funnel stage,
For example, if a user opts for your lead magnet e-book, it means they are interested, so move them to the next funnel stage to keep up the momentum. A B2B digital marketing funnel is often short or long, depending on your sales cycle. Each funnel stage contains one step and one touch point.
For example, if users choose your white paper (a typical MoFu offer), it does not necessarily mean that they can still buy your product. You may need to further nurture them with other content and offerings Middle of the Funnel (MoFu) before moving on to the Boom of the Funnel (BoFu) stage.
So within the next step of MoFuoffer a webinar, then a case study, etc. Nurture takes one step at a time before choosing to maneuver them to the next funnel stage. This is very true for high-ticket, complex and disruptive products / services where decision makers within a corporation need strong and compelling reasons to consider your offers.
But for that, let’s check the stages of B2B sales funnel in detail.
B2B sales funnel steps
The modest sales funnel has been subject to a number of revisions, dating back to the 19th century when science began. A sales funnel can have three or more stages, depending on who you are talking to and what business is being discussed. In principle, every sales funnel is the same in terms of functioning. However, there is no ideal one-size-fits-all model for the B2B sales funnel.
To turn the total stranger into a paying customer, the sales tunnel helps to illuminate the most important steps at the core.
To find the best way to lose your business and in what stage your customers are losing, you can identify all of this with the key stages of the B2Bsales funnel. This will help you move your perspective to the next stages of the sales funnel. And you can have an optimized and efficient sales process.
Each different business requires different versions of the B2B sales funnel. The following are the basic and crucial stages of the B2B sales funnel, regardless of the company.
Awareness of the B2B sales funnel
B2B customer is looking for an answer in the awareness stage of the B2B sales funnel. All required needs, such as the resources, education, data, opinions and insights, solve their problems. The problem can be very simple, like looking for a new supplier for some manufacturing problems. It can be a bit complex, like the software that integrates the front-end and back-end operations without manual support.
The value of the lead at this stage is low because there is no definitive way to get them to buy your service as a product. But in the same case, if you provide high-level and detailed content, then there are more chances that they will be of interest to your business. At the top stage of the B2B sales funnel, you need to understand the person of the buyer and how they think they are more helpful in solving the problem.
Interest level of B2B sales funnel
In the interest stage of the B2B sales funnel, they started researching your product / services to get more information. It is usually considered as a crucial process where trust is formed about your product / services. In the eyes of the buyer, at this point, taking the lead is aimed at increasing the opinion of your company.
Evaluation stage of the B2BSales funnel
In the evaluation stage, you have firmly captured the attention of the buyer. Now is the time to specialize in showing how your solution is perfect for his or her needs. To further strengthen trust, this is often the time to let leads know if your solution is not in their best interest. A display of honesty and integrity at this stage may pay off in the future, even if your product or service does not meet the buyer's needs at this point.
The B2BSales Funnel Engagement Stage
Once your lead is within the stage involved, they will sell together with your department. This can include product demonstrations, sales pitches, and clear communication that you simply need to understand the buyer's pain points and help them reach an answer. The degree of relationship and trust you build at this level can be an important thing about the lead that goes to the final stage.
The acquisition stage of the B2BSales funnel
In a traditional funnel, the acquisition stage is the end. The acquisition order is written, if the obligation to take over is approved. But just because money and trading moves does not mean you have reached the top of the B2b sales funnel.
Involvement after purchase not only keeps the customer happy; it drives the funnel further and is important for setting up a B2B sales pipeline. This is because the bulk - as 84% of B2B sales start with a referral by a lover or colleague, and these referral leads convert 30% better.
While this traditional sales and B2B marketing funnel remains the most widely used model, account-based marketing benefits are changing the ideal role of the funnel. Stay tuned for a future article on this new way to customize sales and marketing.
Created on Apr 29th 2021 06:40. Viewed 142 times.
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