How to Grow B2B Revenue in Uncertain Times

In general, research suggests that only 10% of companies achieve significant growth month-over-month, quarter-over-quarter, and year-over-year. This means that 9 out of 10 companies fail to achieve their goals.

To solve this situation and consistently increase revenue, it is important to analyze the strategies implemented so far and understand what has not worked.

Discover how to grow your company’s revenue with our tips

Setting goals
It is important to set annual, quarterly, and monthly revenue goals based on past performance, data, and current expectations and possibilities.

Business performance should then be measured based on the goals, adjusting them accordingly if necessary.

Communicating goals to the team
Revenue goals should be communicated across all areas of the company. So that team members are aware of expectations and results achieved.

Weekly, monthly, and quarterly planning should be done to align all activities.

Lead generation

Lead generation is the strategy through which a company acquires new leads. With the aim of turning them into customers and is therefore the objective of most b2b marketing strategies.

To do this, it is necessary to create an optimal purchasing path, which allows. You to attract potential customers and turn them into leads. Precisely monitoring each phase of the buyer’s journey to anticipate. The needs of prospects and provide them with the answers they are looking for, at the right time.

Corporate storytelling
The company needs a story to tell, something emotional. Compelling and engaging enough to push people to want to know more. To take a look at the website and to take action.

If you want to find out how to use storytelling to increase turnover, read our dedicated article!

Differentiation

The b2b company must be “exceptional”, that is, be able to convey values ​​that no other competitor can say or achieve. It’s about what potential customers perceive, not what actually happens.

Defined buyer personas
It’s essential to know the specific people you want to target through b2b marketing activities.

Who are the customers? What are their demographics and psychographics? What is their buying journey and where do they look for information about certain products or services?

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Optimized website

The b2b website is the most important belgium phone number library asset for both marketing and sales. In most cases, users visit the company website before thinking of talking to salespeople.

The website must tell the story of the company, offer valuable content and be optimized every week to improve performance.

Sales process
It is necessary to establish a specific sales adb directory process, which everyone in the company must follow. If prospects receive conflicting communications at various stages of the buyer’s journey, they will feel confused and may decide to interrupt the process.

B2B marketing and sales must be aligned, so that the tone of the messages, the company storytelling and the methods used by the two departments are consistent.

Qualification criteria

The lead qualification process is crucial to knowing your target audience and starting the right strategies to increase the curiosity of valuable contacts; it is an operation in which it is good to invest, to recognize the nature of the lead and quickly identify potential customers.

Competent resources
To make sure that B2B marketing and sales strategies work, it is necessary that the activities are carried out by people with the right skills. If your company doesn’t have inbound and content marketing experts, it’s best to hire an external agency that has resources that are experts in this field and can deliver long-term results.

Since you don’t have an endless budget or unlimited access to every type of resource, you need to constantly set priorities, evaluate them and align them with your quarterly and annual strategy.

Regular Rhythms
In general, people do their jobs better when they know what to expect. Since companies are made up of people, having regular rhythms is essential. However, meetings, reports, processes and systems established with a certain cadence are essential to ensure that the company reaches its revenue goals.

Metrics and scorecards

Whatever gets measured gets done. You need to establish KPIs (key performance indicators), dashboards and scorecards for the data that is most relevant to achieving your revenue goals each month, for both marketing and sales.

Budget
The larger and more aggressive growth goals also need to be funded consistently. While it would be nice to spend 1,000 euros to get 100 leads per month, this is not possible. In addition, you need to make sure you have a reasonable budget that is aligned with your business goals.

Marketing automation

Considering the amount of work and the different activities to be performed, having cutting-edge technology really makes a difference. Similarly, the best marketing automation platforms can support marketing, sales and customer service, as well as giving you the ability to optimize your website and perform timely analysis on the performance of your strategies.

Content marketing

A content marketing strategy is essential to tell your company’s story, educate potential customers and help them learn about the products/services offered by your b2b company. Therefore, today prospects are the real protagonists of the sales process and, to retain them, it is necessary to offer different types of valuable content, in different formats for each type of customer at each stage of their purchasing journey.

Marketing campaigns

Marketing campaigns cannot be random, but must be designed strategically, personalized and targeted. Also in this case, a b2b marketing software is a great support for monitoring the progress of the campaigns and obtaining the established results, reviewing and modifying them based on concrete data.