B2B Strategy
B2B Marketing and Advertising Agency
Our client mission is to generate sustainable growth by attracting and retaining profitable customers. We’ll work to create and implement a methodical B2B marketing strategy to increase market share, shorten sales cycles and protect margins.
We like to think we know what we’re talking about when it comes to B2B strategy as our CEO wrote the definitive book on the topic: Business to Business Marketing: A Step by Step Guide which was printed by the world’s largest publisher, Penguin Random House.
Our strategies follow the book’s core framework:
Directions to results
Sales, margins, loyalty. Concentrating on that trinity, we apply a rigorous B2B strategy development process to produce growth from all your marketing activities. It ensures budgets deliver results that matter. It ensures budgets are allocated to tactics that deliver results that matter. This ensures your budget delivers the results that matter.
Identify decision influencers
It’s vital to identify all the people who influence the buying decisions that create your sales, protect your margins and reinforce customer loyalty. Our influencer profiling process pinpoints all the individuals - internal and external - who contribute to informing those crucial, growth generating decisions.
Define their buying motivators
What makes customers buy? Using an analytic process that identifies the five factors that qualify and quantify precisely how you create value for customers, we’ll work with you to translate what you’re selling into the language / messages / content that motivates business to business buying decisions. Reach the right people, generate high quality leads.
Be distinctively different
To avoid the damage of selling on price it’s essential that customers know why you make the greatest difference to their success. We use a methodology that’s designed to discover and present sales triggering evidence of difference.
Work for growth in B2B’s buying cycle
We’ve defined a logical, sequential methodology that moves buying decisions from “We’re interested” to “Where do we sign”? It’s a process based on decades of research and scores of revenue generating implementations.
Create a content map for growth
Most of the B2B buying process happens online. We’ll help you craft content that speaks to the needs of your audience at each of the six steps of the B2B buying cycle. Ensuring you land the right message to the right people for the right reasons at the right time.
