B2B Inbound Marketing – BigFat Digital

B2B inbound marketing.

Inbound marketing attracts new customers by creating highly valuable and compelling content. The first step is to understand your customer better than anyone.

Gripped helps B2B SaaS and tech businesses realise and achieve their growth potential by delivering exceptional inbound marketing results.

Welcome to the B2B inbound marketing learning center

We’ve curated our most popular inbound marketing articles and content. Have questions about B2B inbound marketing and how Gripped can help?

Connected Marketing Activity

We get to take a look at a lot of marketing plans. Now I must admit a lot of the marketing plans we look at are sales-driven. Now in principle, there is no problem with sales and marketing working hand in hand. But, when I talk about sales-led marketing plans – what I mean is a list of stuff. A marketer is under pressure from sales to deliver leads, and they decide a long list of ‘busy activity is the right way to satisfy their sales colleagues. But, those tactics are normally piecemeal, let’s send a tweet about X, let’s write a blog about product Y, let’s do PPC on Z. The tactics themselves are not wrong – but no common thread knits together any single element together. Inbound allows you to structure and interlink your tactics into a coherent structure. Pulling in real actionable data that can measure success and will enable you to plan your next stream of work.

Your Guide to B2B Inbound Marketing

Every day we speak with B2B founders, marketers and sales leaders. Some have been with inbound marketing from the beginning; some are still in camp outbound. With the advent of COVID-19, the world is most certainly taking digital routes to sales and marketing inbound more seriously. Many, however, are still grasping at the concept and trying to understand how does inbound marketing works?

Many people we speak to have a clear conceptual idea of how the structure looks but many fail to grasp how the mechanics work. How they translate those mechanics to new website visitors and how those visitors turn into leads for their sales team. Here, we’ll try and sum up why inbound works rather than how it works. Hopefully, this will provide some insight into why people are making the shift and how it could improve your business.

Sales and Marketing Alignment

It brings together unusual bedfellows. Those marketers who are brand, PR, digital, or demand gen centric are very different beasts, usually with very different aims. Inbound is the only approach that allows everyone to get their way. Whether it be ‘how well known is our brand?’ or ‘where are the leads?’ Inbound is the answer to both questions at the same time. With inbound, you can turn those old-world tactics of thought leadership into a real credible part of your demand generation strategy.

Customer Centricity: them, not us

You don’t have to talk about yourself. Seriously, your prospects don’t want to hear it. In the same way, you don’t want to listen to a cold call from a salesperson; your prospective customer doesn’t care either. Inbound is about being relevant, about helping and being generous. Tell your prospects what is happening in their market, how you see their world, how they can solve common challenges (without mentioning your product), make yourself relevant. Much like good dating advice: talk about them, not yourself.

Measure Successes and Failures and Learn

When I first became a marketer, we built dashboards in spreadsheets and copy and pasted them into presentations and then printed them out to be added to a reporting pack. This process used to take at least half a day to a month getting facts and stats from around the business and different teams and systems. Making them match and, let’s be honest, doing some light massaging to ensure they looked good. Hopefully, those days are long behind us. Today with tools like Hubspot, all of that is at our fingertips, data that is real, actionable and specific. We’ve got more insight than ever before on what works and what doesn’t work all in real-time. It’s almost the nirvana of which we used to dream.

It's Process Driven

When I first became a marketer, I yearned for process and structure. It never came. I could never see how this could scale, systems didn’t do the job you needed, and repeatability was non-existent. More time was spent planning than doing. The doing was stressful and often based on incorrect data. With inbound, it’s a system, a process, dial-up, dial down. Best of all now transparent processes are meaning you can automate the hell out of things; email is a great example. Only send an email when it’s the right moment for that prospect – no more conversations about the right time of the month, week, or day to send 80,000 emails for a 0.5% click-through rate. Now marketing happens while you sleep.

Summary: How does inbound marketing work?

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