Top 5 B2B Marketing Strategies

Date Published
November 21, 2022

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Top 5 B2B Marketing Strategies

We are all familiar with the various forms of marketing, including Business-to-business (B2B), Business-to-consumer (B2C), Business-to-government (B2G), and Government-to-consumer (G2C). Every marketing variant has two factors in common and two variables. First, they all have a "seller" and a "buyer," and second, they all try to advertise, sell, or promote a particular sort of product. Regarding the variable front, "buyer" and "seller" are interchangeable based on who is selling whom.


Today's topic is B2B, or business-to-business, marketing, which is sometimes referred to as business-to-employer marketing. We will explore five various marketing tactics to not just consider but also flourish in any business-to-business scenario.

B2B marketing is concerned with the exchange of products and services between businesses. In contrast to B2C, B2B targets a certain sector or profession rather than individual consumers. The significance of B2B marketing rests in its capacity to create numerous leads for businesses, especially when conversion rates from lead to sale are high. B2B marketing  decreases the number of salespeople required by a business via advertising products and services using the techniques we will discuss shortly. Using economies of scale, B2B marketing also helps organizations raise profits and decrease expenses.

All of the B2B methods that I will outline here are applicable to businesses of all sizes and types, moreover these methods increase brand visibility, credibility, trust, and desirability. They will assist you generate more informed prospects to your organization, cut marketing expenses, and increase the number of qualified leads. But most crucially, each of the five tactics will help you to increase brand engagement, "humanization," and trust.

Inbound Advertising

In 2004, HubSpot co-founders Brian Halligan and Dharmesh Shah coined the phrase inbound marketing, which focuses on the consumer and their needs. It is a technique that attracts targeted clients to your business by informing them about what you provide.

Inbound marketing can be thought of as an outside-in style of marketing; it is the "pull" of marketing strategies. Inbound marketing does not interfere with the journey of the user. Content marketing and social media marketing are the two most evident and profitable tactics to employ when implementing inbound marketing.

Although closely interconnected, content and social media marketing encompass the creation of blog posts, articles, white papers, social media material, films, reels, carousels, as well as any other type of visual or written marketing that resides on your platforms and accounts. The sole distinction between social media marketing and content marketing is that social media marketing occurs when content resides on social media, whereas content marketing encompasses all content generation. In addition, social media marketing involves additional monitoring, analysis, crisis management, and feedback loops that are outside the scope of this article.

Inbound marketing does not interrupt people, as opposed to outbound marketing, which pushes adverts and media to them when they do not expect it or do not want to be bombarded. Inbound marketing offers customers with valuable, high-quality content when they need it most.

Advantages to Inbound Marketing

  • Attracts leads into the sales funnel.
  • Aligns relevant content, target markets, and key decision makers
  • Can be readily connected and maintained through the use of customer relationship management (CRM) and content management systems (CMS)

Account-Based Marketing

ABM is a marketing technique that targets specific accounts as opposed to broad demographics. Also referred to as "targeted marketing"

By focusing on the most valuable customers on the market, ABM aims to produce more leads using social media, email, or even direct mail, to reach out to prospects with individualized messaging at a reduced cost per lead. Targeting a smaller number of people who are likely to convert is more successful than targeting a large number of people who may be interested but are unlikely to convert. It is not a novel idea, but it has recently been reinvented by industry leaders such as Marketo and LinkedIn.

Contrary to outbound marketing, ABM is more strategic and personalized than impersonal and generic outbound communication. Account-based marketing aims to deliver relevant, personalized communications to each individual customer. This strategy enables marketers to design campaigns that are more relevant and engaging for customers, hence increasing conversion rates.

Retargeting, a business's retargeting of a subgroup of niche audiences, is an additional strategy that complements ABM. A business's retargeting of a subgroup of niche audiences   Retargeting is a sort of account-based marketing in which corporations display advertisements on social media or other websites to site visitors who did not complete a transaction.

Advantages to Account-Based Marketing

  • By targeting high-value accounts, sales cycles are streamlined.
  • Facilitates visitor segmentation and customized messaging
  • Leverages technology to manage and automate campaigns

Search Engine Marketing

Though we included search engine optimization (SEO) in inbound marketing, SEO deserves its own strategy because it is one of the few but highly successful strategies to optimize a business's website, broaden its reach through search, and render it market-ready.

SEO is a technique for improving the placement of a website in search engines' unpaid result pages (SERPs)- often referred to as "natural", "organic", or "earned" results. It involves both the technical and non-technical aspects of ensuring that web pages are easily crawled by search engines, especially Google, which includes:

  • The usage of relevant keywords inside the website's content,
  • Optimizing the meta title and meta description tags of the website
  • Ensuring that all photos and videos contain a suitable alt text property,
  • Promoting external linkage to the site (such as social media),
  • Optimizing the site's internal links, and
  • Avoid "black hat" techniques such as keyword stuffing.

Check out the comprehensive guide I have published on SEO and its comparison to SEM, search engine marketing.

Advantages to Search Engine Optimization

  • Optimizing content for keywords and phrases helps to target certain audiences.
  • Unrestricted ability to acquire new viewers
  • Builds user trust and helps establish your niche is authority

Earned Media

Earned media is a method of marketing that generates publicity through word-of-mouth and social media. People are more likely to trust and interact with content generated by their friends, family, and acquaintances.

Earned media is an efficient means of boosting a brand's credibility. Customers place a premium on social evidence and non-marketing talk when evaluating a brand. Think of earned media as the new age of public relations . In the past, there were print publications and newspapers, as well as family gatherings. Now we have blogs, new online media, and some of these print newspapers and periodicals have morphed into digital versions. We as well now have online friends and relatives whose product reviews impact us.

A consumer's purchasing decision can be influenced by a robust unpaid online presence. Earned online media is ubiquitous on the web. It is there in every brand-related post, tweet, video, and story that users voluntarily generate. Businesses must ensure that their brand is always in pristine condition since, through earned media, a potential customer's opinion can quickly change based on the positive or negative reviews to which he or she is exposed.

Advantages to Earned Media

  • It is organic and free content
  • It can be implemented as a long-term plan.
  • Highly engaging and instant credibility

Industry Events

This is likely the first time I have ever discussed a kind of marketing that did not originate within the digital ecosystem. Yes, industry conventions have been in-person, face-to-face gatherings for decades, if not centuries, but the pandemic has altered some norms, including this one.

In-person and online trade fairs continue to be a significant B2B networking tool because they bring together companies within a specific industry in a single location, whether through physical, virtual, or hybrid events, and allow them to present their most recent products and services.


Industry events provide organizations with the opportunity to develop or strengthen relationships with key partners, clients, and prospects, discover market trends and opportunities, and see what their competitors are offering in the market.

Industry Events Advantages to B2B Marketing

  • Exposure to new audiences that could not have otherwise been reached.
  • Provide an opportunity to showcase USPs and points of difference to competitors
  • Direct route to lead generation

Last but not least

We covered the five most effective marketing strategies for businesses to excel, grow, and scale in B2B.  There are other methods, such as SEM, search engine marketing, outbound marketing such as pay-per-click marketing, email marketing, and conversational marketing, but they are not always as effective as those mentioned in this article due to the interruption and disruption factor, which may irritate users and prevent them from even considering doing business with you.

In a few days, I will list five highly effective business-to-consumer marketing tactics in my next article.

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