Today’s B2B buyer acts much like a consumer of any product, and your B2B marketing needs to mirror that evolution. Buyers today are researching, looking for recommendations and educating themselves BEFORE they take your call. Being a B2B vendor today is like finding a needle in a haystack, only you’re the needle hoping a buyer is going to want to look for AND find you, and that haystack is getting bigger by the day, if not the hour or minute.
How do you get in front of people who aren’t taking your calls? How do you get your information in front of buyers who are doing their own independent research? How do you get on the consideration list your target is developing? There are many parts that make up a strong inbound strategy. It breaks down into two general stages. First is information and content that can get you found by your targets. The other stage consists of landing pages and lead forms and the mechanics that add important information to your CRM system to help your sales force.
Today’s B2B marketing is about bringing people to you rather than pushing your messages out to compete in a crowded landscape.