B2B MARKETING SYSTEM
Your B2B Marketing System is the Backbone of Your Sustainable Marketing Strategy
Bring Your Marketing Strategy to Life Through a Powerful B2B Marketing System
Building a B2B Marketing System is the second step in our B2B Marketing Process.
As a B2B firm, you know how important systems and processes are, and they exist everywhere across your organization from product development, to payroll, to manufacturing through to quality control. So why don’t you have a system for your marketing? After all, random acts of marketing in fits and spurts are not going to create the predictable revenue you need over the long term.
In the intricate world of B2B marketing, a B2B marketing system is your compass, your roadmap, and your driving force. It's a combination of tools, strategies, and processes that work cohesively to streamline and automate your marketing efforts. It's not just about doing marketing; it's about setting up a system that ensures all your marketing activities are interconnected, optimized, and measurable.
B2B marketing systems are crucial because they lay the groundwork for predictable, sustainable results. They provide the infrastructure to power your revenue engine and set the stage for consistent performance. No more random acts of marketing in fits and spurts. A robust B2B marketing system puts your firm on the path to long-term success.
The Role of Marketing Systems in Streamlining and Automating Processes
A well-tuned marketing system serves as the engine that propels your marketing activities. It streamlines the way you create, distribute, and track your marketing efforts, making the process more efficient and less time-consuming.
By automating repetitive tasks, a marketing system frees up your time and resources, enabling you to focus on strategic planning and decision-making. It's like having a well-oiled machine working tirelessly in the background to power your marketing and sales infrastructure.
Key Components of an Effective
B2B Marketing System
Your B2B Marketing System ultimately brings your marketing strategy to life in the real world, and enables your ideal clients to take themselves through their own customer journey from initial lead through to customer and raving fan who refers you to others.
It includes all the marketing, sales and educational materials needed to move them through every step along the way, all linked together through your website and marketing and sales tech stack.
Here’s how your B2B marketing system works:
YOUR WEBSITE:
We turn your website into the central hub of your marketing system. It becomes your first 24/7 salesperson, able to answer questions, educate and build trust with your website visitors at any time of day. Every element on your website will be reviewed and streamlined to bring in new leads through practical Search Engine Optimization (SEO) and content, and convert those leads through to sales conversations once they get to your website.
Each of your buyer persona’s will have everything they need to educate themselves on your products and services, move themselves at their pace from initial lead to sales conversion. This could include:
- Educational and information website pages, including hub pages that go deep into important topics for each of your buyer personas
- Credibility and trust elements, such as testimonials, case studies, use cases, white papers and technical specifications
- Carefully curated gated and ungated conversion steps, such as eBook, guide or whitepaper downloads, product demonstrations, or training videos
YOUR LEAD NURTURE SEQUENCE:
We’ll connect your website to marketing automation and lead nurture funnels, to encourage your prospects to share their contact information at an appropriate stage, and send them a series of thoughtfully crafted emails designed to help move them through the buying process.
YOUR ONLINE PRESENCE:
In addition to your website, we’ll review all of your online assets, including social media, listings, review sites, and more to make sure everything is connected into your marketing system.
Once your B2B marketing system is set up and working in the background, it becomes a valuable asset for your marketing campaigns, sales conversations, and customer retention - as you can connect everything you do back into your conversion machine, including:
- Your educational and sales-enablement content
- Your ongoing Thought Leadership content and social media sharing
- Your marketing campaigns, email campaigns, and advertising
- Event, tradeshow and association marketing
- Account-based marketing
Best of all, your sales and customer success teams can use your website to support their sales, training and customer upsell and retention efforts.
Isn't it time you stopped all those random acts of marketing, and invested in a sustainable marketing system?
B2B Marketing Systems 101 for B2B CEOs
We’ve curated a list of the most commonly asked questions around B2B Marketing Systems to guide B2B CEOs in more thoroughly understanding this topic and why it’s an essential to setting the stage for long-term growth.
What is a B2B Marketing System?
A B2B Marketing System is a structured and systematic approach to marketing that includes the strategies, processes, tools, and tactics needed to consistently generate, nurture, and convert leads into customers. It's more than a series of random acts of marketing; it's a cohesive and integrated framework that powers your overall marketing efforts.
Why is it Important to Have a B2B Marketing System?
Having a B2B marketing system is crucial for achieving predictable and sustainable growth. It ensures that your marketing efforts are aligned with your business objectives, customer needs, and market dynamics. It provides the infrastructure for consistently generating high-quality leads, nurturing relationships, and driving conversions.
How is a B2B Marketing System Related to Your Marketing Strategy?
Your marketing strategy is the guiding force behind your B2B marketing system. It outlines your objectives, target market, value proposition, and key messages. Your B2B marketing system is the tactical implementation of this strategy—it's how you bring your strategy to life and achieve your marketing goals.
What is the Relationship Between the B2B Marketing System and the Customer Journey?
A B2B marketing system is designed around your customer journey. It encompasses all the touchpoints and stages a prospect goes through, from initial awareness to consideration, decision, and advocacy. The goal is to deliver the right content, to the right person, at the right time, thereby guiding them through the journey towards becoming a customer.
What are the Components of a B2B Marketing System?
A B2B marketing system typically includes components such as market research, customer segmentation, value proposition, content marketing, SEO, social media marketing, email marketing, CRM, analytics, and more. The exact components will vary depending on your specific business needs and marketing strategy.
How Does a B2B Marketing System Benefit the Sales Team?
A well-implemented B2B marketing system aligns marketing and sales efforts, enabling better lead qualification, faster sales cycles, and higher conversion rates. It provides sales teams with the tools and resources they need to engage effectively with prospects and close deals.
Why is a B2B Marketing System Important for B2B Lead Conversions?
A B2B marketing system helps you attract, nurture, and convert leads more effectively by delivering relevant content at each stage of the customer journey. It allows you to track and measure performance, adjust tactics, and optimize for higher conversion rates.
What Are the Benefits of Having a B2B Marketing System?
A B2B marketing system brings many benefits including predictable lead generation, improved lead quality, shorter sales cycles, higher conversion rates, better alignment between marketing and sales, and measurable ROI. It also provides the foundation for scalability and adaptability in your marketing efforts.
What is the Downside of NOT Having a B2B Marketing System?
Without a B2B marketing system, your marketing efforts may be disjointed, inefficient, and ineffective. You may struggle to generate consistent leads, align with sales, or measure the impact of your marketing activities. Ultimately, this can lead to missed opportunities, wasted resources, and slower growth.
Why Do Many B2B Companies Not Have a Marketing System?
Many B2B companies neglect to establish a marketing system because they are focused on product development or sales-driven growth. Others may lack the knowledge or resources to implement a systematic approach to marketing. However, as they grow and face increased competition, the need for a structured marketing system becomes more apparent.
NEXT STEPS
Talk to a Fractional CMO About How Turning Your Marketing Strategy into a Powerful B2B Marketing System Can Impact Your Business