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Need More B2B Sales Leads? Ignore This Research.
Tom Pick / Business 2 Community / November 13, 2013
According to recent research conducted by InsideSales.com and reported by MarketingProfs, websites, blogs and search are among the most effective tactics for both lead generation and brand awareness. But social media (including Twitter, Pinterest and Google+), display ads and online video are among the worst activities for achieving either objective.
While the findings are interesting and no doubt reflect the experience of many b2b marketers, it’s crucial not to misinterpret the results. Whether one agrees with conclusions of the research or not, it clearly has one important flaw: ignoring the connections between tactics.
Business buyers obtain information from multiple online and offline sources when making significant purchase decisions. A study from Siriius Decisions found that b2b buyers are typically 70% of the way through their purchase process before they contact a vendor’s sales team.
That makes it crucial for companies to be as visible as possible during that research phase, before they even aware of a prospect’s potential interest. And given that more than 90% of b2b buyers use online sources in their buying decisions, it’s vital to maximize web presence.
In order to create a framework to optimize web presence and online visibility, b2b marketers need to understand and capitalize on the connections between these different tactics. For example, just looking at four of the tactics in the “Established Value” quadrant:
Read more at Business2Community.com.