Post by account_disabled on Feb 25, 2024 4:20:09 GMT
B2B Marketing, Sales and Social Selling: what happened in 2018 HomeDigital SellerB2B Marketing, Sales and Social Selling: what happened in 2018 No, we didn't consult the calendar wrong: we know that we are no longer in 2018. But, while 2019 is still young, we decided to take a look at the past, and take stock of the performance of the B2B sector in the year that ended , collecting some interesting statistics on the business, marketing and sales situation in the Business to Business field . The main source we used is Hubspot's annual report , 2018 State of inbound , which is based on a sample of 620 companies surveyed. Index B2B marketing Social Selling Sales and collaboration between marketing and sales force Purchase decision B2B marketing Statistics confirm that in B2B the main marketing objective is the generation of qualified contacts (lead generation); the growing importance of content marketing strategies and blogs to attract prospects also emerges.
B2B companies have lead generation as their Chinese Europe Phone Number List marketing priority ; 68% of B2B companies use strategic landing pages to generate leads ( Marketo 2018 ); In the B2B sector, events generate the majority of contacts , while case studies are the contents that most help convert and accelerate the sales process ( Marketing Charts 2018 ); 43 % of B2B marketers say blog articles are the most important content ( Social Marketing industry Report ); B2B companies that publish more than 11 blog posts per month receive more than three times the traffic of companies that publish only 1 time per month (or never publish at all); B2B companies that publish more than 16 blog posts per month generate 4 times the amount of leads as B2B companies that don't blog; Companies that “nurture” leads using content close 50% more sales and spend 33% less to convert prospects into customers ; By 2020 it is expected that sales on B2B Ecommerce will exceed those on B2C Ecommerce ( Eccomerce Platform 2018 ).
Social Selling Social Selling is becoming increasingly important as a sales tool, helping salespeople to achieve their goals, increase the win rate and the amount of deals. 28 % of companies define Social Selling as the sales department's priority for 2019 ; 12 % of companies declare that Linkedin is the most effective channel for connecting sellers and prospects (in 2016 it was 9%); 65% of sellers who (also) use Social Selling reach their sales goals ; 4 out of 10 salespeople have recently closed 2 to 5 sales thanks to social media ; Using Social Selling can increase your win rate by 5% and the sale amount by 35% . Sales and collaboration between marketing and sales force The 2018 studies confirm that the sales profession is evolving . Cold calling becomes more difficult and the time spent on data entry and contact profiling increases. Direct references remain the best source of business contacts for most companies; however, in companies where there is a strong alignment between marketing and sales force, digital activities bring the best results.
B2B companies have lead generation as their Chinese Europe Phone Number List marketing priority ; 68% of B2B companies use strategic landing pages to generate leads ( Marketo 2018 ); In the B2B sector, events generate the majority of contacts , while case studies are the contents that most help convert and accelerate the sales process ( Marketing Charts 2018 ); 43 % of B2B marketers say blog articles are the most important content ( Social Marketing industry Report ); B2B companies that publish more than 11 blog posts per month receive more than three times the traffic of companies that publish only 1 time per month (or never publish at all); B2B companies that publish more than 16 blog posts per month generate 4 times the amount of leads as B2B companies that don't blog; Companies that “nurture” leads using content close 50% more sales and spend 33% less to convert prospects into customers ; By 2020 it is expected that sales on B2B Ecommerce will exceed those on B2C Ecommerce ( Eccomerce Platform 2018 ).
Social Selling Social Selling is becoming increasingly important as a sales tool, helping salespeople to achieve their goals, increase the win rate and the amount of deals. 28 % of companies define Social Selling as the sales department's priority for 2019 ; 12 % of companies declare that Linkedin is the most effective channel for connecting sellers and prospects (in 2016 it was 9%); 65% of sellers who (also) use Social Selling reach their sales goals ; 4 out of 10 salespeople have recently closed 2 to 5 sales thanks to social media ; Using Social Selling can increase your win rate by 5% and the sale amount by 35% . Sales and collaboration between marketing and sales force The 2018 studies confirm that the sales profession is evolving . Cold calling becomes more difficult and the time spent on data entry and contact profiling increases. Direct references remain the best source of business contacts for most companies; however, in companies where there is a strong alignment between marketing and sales force, digital activities bring the best results.