How to Create Content That Drives B2B Sales

B2B marketing is a complex process that requires a deep understanding of the products and services being offered, as well as an understanding of the target audience. Contrary to what some people think, content marketing can be a very effective tool for B2B marketing. In fact, it can be essential for successful B2B sales.

Content that is designed to convert should be informative and engaging. It should cover the product or service, its features and benefits, pricing information, and any other relevant details. Additionally, it should address the needs of the target audience in a way that speaks to them directly.

All of this requires expertise and planning. That’s why this article will give you an overview of the best practices for creating content that converts in the B2B sales funnel.

1. Define Your Target Audience

Before you start creating any content, it’s essential to identify who your target audience is and what they need from you. This will allow you to create content that speaks to the right people and it’s relevant to them.

If you’re a B2B marketer, your audience is likely composed of decision-makers and influencers. Knowing who they are and what are their needs, interests, and challenges will help you create content they want to engage with. For example, if the decision-makers are CTOs, you should create content that explains how your product or service can help them with their challenges.

There are multiple ways of defining your audience. The most popular one is to create buyer personas. These are fictional representations of your ideal customers that can help you understand their needs better and create content specifically for them.

2. Choose Your Content Format

Once you’ve identified your target audience, it’s time to decide on the format of your content. It can range from blog posts and white papers to infographics, videos, and more.

The goal here is to create content that resonates with your target audience and fits the context of their journey. For example, if you’re targeting decision-makers, a blog post might not be the best format. In this case, you should consider creating an in-depth white paper or video tutorial.

The content format can also depend on the platform you’re posting it to. For example, if you’re posting on LinkedIn, videos are usually more engaging than blog posts. On the other hand, if you’re posting on your website, blog posts may be the best choice.

3. Make Your B2B Content Visually Appealing

Content has to look good to capture the attention of your target audience. That’s why you should always make sure it is visually appealing. This is a broad statement, especially when you take into consideration that different people will find different things appealing to the eye.

However, there are some things we universally consider interesting and beautiful. When creating content, make sure to include high-quality images and graphics that have a modern design. Moreover, use bright, bold colors to add visual interest and create a consistent look for your content.

The real kicker here is not to go overboard with color and boldness, as that can have the opposite effect of what you were going for. Limit the number of colors and fonts you use, and make sure all of them tie into your brand (i.e., use your brand colors.)

4. Optimize Your Content for SEO

Search engine optimization (SEO) is essential for getting your content seen by the right people. By following the best SEO practices, you will make sure that your content ranks well on search engine results pages (SERPs) and that it can be found by the people looking for it.

SEO is a science in itself, and as such, there are many SEO tactics you can use to optimize your content. The most important ones are:

• Using the right keywords
• Optimizing page titles and meta descriptions
• Creating internal and external links
• Optimizing images

For people who aren’t in the SEO world but simply want to harness its benefits, the most important strategy is, perhaps, outsourcing.

By choosing a reputable content agency to work with, you never have to wonder if you met the right SEO standards or if your content will convert the way you want it to. Another beauty of outsourcing this part of your campaign is that you can partner with a company solely based on the quality of their work—not on their proximity to your office.

Global digitalization has made it possible for people like you to partner with the best innovative agencies around the world. In other words, you can enter the best and most competitive SEO area, get content that’s perfectly optimized, and get more conversions through your B2B funnel. online agencies

5. Optimize Your Content for Mobile Devices

As of 2020, more than half of web traffic is generated from mobile devices. That’s why it’s essential for your content to be optimized for mobile devices. You need to make sure your website content is responsive, meaning it looks and functions well no matter what device it’s viewed on.

Moreover, you should make sure that your content is easy to read, navigate, and interact with on any device. Also, all l images must be properly sized for mobile devices.

6. Promote your Content

Great content is nothing if you don’t have an audience to appreciate it. That’s why it’s essential that you promote your content as much as possible.

The best way to do this is by leveraging social media and other channels, such as email marketing and paid advertising. By using these tools, you can spread the word about your content and get more people to see it.

Lastly, don’t forget about the power of word-of-mouth marketing. Ask friends, family members, and colleagues to share your content if they find it interesting or valuable. This can help you get more exposure and increase the reach of your content.

7. Track and Analyze Your Content

You can work really hard on your content, be sure that it will convert more customers, and still fail to achieve good results. That’s why it’s essential that you track and analyze your content to see if it is actually delivering the results you want. This way, you can change your strategy early on and make sure you’re getting the most out of your content instead of wasting time and money on a campaign that doesn’t work.

Use tools such as Google Analytics and other tracking software to track and analyze your content. This will allow you to measure your content’s performance and determine if there is room for improvement. Use this data to improve your content strategy and ensure that your content is optimized for maximum impact.

For instance, if you find that your content is performing poorly in terms of page views or time spent on the site, you may need to adjust the length and format of your content to make it more engaging. You can also try different keywords, CTAs, and other elements to see what works best for each piece of content.

8. Evaluate and Refine Your Content Strategy

Last but not least, it’s important to evaluate and refine your content strategy regularly. As you track and analyze your content, look for patterns or trends that can help you adjust your strategy. Evaluating and refining your strategy is the second step in analyzing what you’re working with. Tracking results will mean nothing if you don’t intervene and change things when necessary.

This is why the fundamental thing about any B2B content marketing strategy should be flexibility. Instead of sticking to the same type of content and format, look for ways to adjust your strategy as needed and try new things. This way, you can ensure that your content stays fresh and relevant to the changing needs of your audience.

Aside from tracking results and using that data to refine your content, you should also follow the latest industry trends to ensure you stay relevant. Staying up to date with new tools, technologies, and platforms that can help you create more impactful content is essential.

Those in the pharma industry, for example, should also keep an eye on regulations and changes in the healthcare sector to ensure their content is compliant. Those who market food products should also pay attention to the latest trends in nutrition and health. Pay attention to what your audience is talking about, too, and you’ll never run out of topics for your content.

Conclusion

Content marketing can be a powerful tool for B2B businesses, but only if it is done right. With the right strategy in place and the help of the eight steps outlined above, you will be able to create high-quality content that resonates with your target audience and drives tangible results.

Creating content that drives B2B sales may seem daunting at first, but once you get the hang of it, you’ll be well on your way to achieving success. Good luck!

FAQ

What Type of Content is Effective for B2B Sales?
In-depth industry reports, case studies, and educational articles are highly effective.

How Does Content Influence B2B Decision Makers?
It helps them make informed decisions by providing valuable insights and solutions.

What Role Does SEO Play in B2B Content?
SEO makes content discoverable to B2B buyers searching for solutions online.

How Often Should B2B Content Be Published?
Regular publishing is key, but focus on quality and relevance over frequency.

What Makes B2B Content Engaging?
Addressing specific industry challenges and providing actionable solutions engages B2B audiences.

How Can B2B Content Drive Sales?
By educating potential customers and leading them down the sales funnel.

What Metrics Measure B2B Content Effectiveness?
Lead generation, engagement rates, and conversion metrics are crucial.

How Important is Personalization in B2B Content?
Highly important; tailored content resonates more with specific B2B segments.

Should B2B Content Focus on Products or Solutions?
Focus on solutions and benefits to the customer rather than just product features.

How Can B2B Content Build Trust with Potential Clients?
Providing consistent, accurate, and helpful information builds credibility and trust.

How Do Case Studies Enhance B2B Sales Content?
They provide real-life examples of solutions in action, increasing credibility.

What is the Role of Video Content in B2B Sales?
Videos can effectively demonstrate products and services, making complex solutions easier to understand.

How Does Blogging Contribute to B2B Sales?
Blogging regularly about industry topics establishes authority and keeps your brand top of mind.

Should B2B Content Be Industry-Specific?
Tailoring content to specific industries can more effectively address unique challenges and solutions.

How Can Social Media Be Leveraged for B2B Sales Content?
Social media can increase reach, foster engagement, and drive traffic to other B2B content.

What is the Importance of a Content Calendar in B2B Marketing?
A content calendar ensures consistent publication and covers a variety of relevant topics over time.

How Can Customer Feedback Influence B2B Content Creation?
Feedback can guide content to more directly address customer needs and questions.

What’s the Role of Email Marketing in B2B Content Strategy?
Email marketing can effectively distribute content directly to a targeted business audience.

How Do Webinars Contribute to B2B Content Marketing?
Webinars are powerful for deep dives into topics, demonstrating expertise, and generating leads.

Can B2B Sales Content Be Repurposed Across Multiple Platforms?
Yes, repurposing content increases its reach and reinforces the message across different channels.

Author Bio:

Nicole Kelly is a Raleigh, North Carolina, US graphic designer, digital marketing consultant, and writer enthusiast. She loves writing about new business strategies, digital marketing, and social media trends for different blogs and DigitalStrategyOne.