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The peculiarities of B2B Marketing B2B companies typically have a longer purchasing cycle. This process usually involves more than one person and different levels of hierarchy within the client: analysts, managers and directors. In addition, the sales price is generally higher and the commitment to the product or service is longer , which makes decision making more complex, you have to hit the nail on the head when making a choice. For this reason, B2B companies carefully work through each stage of the sales funnel, with the intention of making the lead advance while their decision matures. This process, however, must be worked on in the medium to long term.
Thus, the strategic objectives of B2B companies focus on capturing and nurturing Phone Number List leads in the sales funnel , processes in which content production plays a fundamental role. In the image we showed above, you can notice that the second quadrant covers the marketplaces and UGC companies that operate in the B2B market. Trello, for example, is a project management software that relies on users producing content (by creating boxes to organize their projects). However, according to Drift, there are few B2B companies that fit the marketplace and UGC model. Most of them must produce content on their own and, for that reason, they fit into the last quadrant.
It is there that we find companies like HubSpot and MailChimp , which focus on the production of content to educate the market and help mature the decision of potential clients. Here in Latin America, we can also fit Rock Content within that quadrant, since it is a B2B company oriented toward Content Marketing. How to apply B2B marketing in practice? Now that you have understood what B2B marketing is, what its advantages are and how it differs from B2C, let's turn to its application in practice. Just as in the final consumer market, the transaction between companies depends a lot on the approach used to be efficient.
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