Proven ways of B2B Revenue Growth for Large Enterprise

In the push for B2B revenue growth, businesses are often caught in between budget restrictions, channel decisions, and creative anxieties, which leaves a lot to juggle when creating a marketing strategy.

However, the critical factor in ensuring revenue growth for your enterprise is your audience. When your B2B strategy fails to address the issues of your target audience adequately, then all your advertisements and promotions are futile. 

The onset of the digital age has brought in dramatic transformation upon the players in the B2B process. Today, most B2B purchase decisions are on the internet, and a significant percentage of those making the decisions are millennials.

In contrast to having one or a few people making purchasing decisions, organizations are now involving more and more people in the decision-making process.

For you to be generating B2B leads from online sources, your business needs to have a substantial digital presence, alongside a value-packed marketing strategy.

Over 90% of business buyers seek content that is educative and informative as opposed to pitchy content. Any large enterprise that aims to boost its B2B revenue growth should consider implementing the following strategies:

Segment your target market

Instead of generalizing your target audience, consider splitting it into small segments for a more personalized approach.

You can segment the target group based on geographical area, industry niche, size of the business, distribution channel, or product application. This way, you can generate more leads and increase your revenue as you can appeal to the specific characteristics of the target group more.

Adopt a highly personalized approach

Thanks to AI-motivated technologies, your business can extract valuable marketing data from various sources to help in developing a highly personalized and relevant B2B marketing strategy.

Such information can be obtained from company websites and social media pages and can be used to identify what your target needs. The report helps you develop relevant and smart content while at the same time, enabling a streamlined buying experience.

Learn to nurture leads

This is a simple case of working with what you have. Once you establish contact with a possible client, find a way to earn their business.

Focus less on the sales and instead emphasize the value you are offering by identifying what their needs could be. You will need to make the prospect aware of what you are offering but in an informational way that can set you apart.

Take note that nurturing leads is a process and may take a while before fully converting a prospect to a customer. Therefore, there is a need to communicate consistently with a potential client up until they become customers. This, however, does not mean that you should bombard clients with emails or calls, only reach out when there is a need.

Optimize your website and update your SEO efforts

If you already have a website, ensure that it is easy to navigate, visually appealing, and is rich in the relevant information. Also remarkable is the adaptability of your website to various devices.

However, a great design is pointless if clients cannot find you, therefore ensure you practice ethical SEO habits to make you visible.

Good SEO habits will drive quality traffic to your site through organic search engine results. You can use target keywords that are relevant to your service or product to make you visible on the search engines or employ the use of links to your site.

When you have highly ranked and relevant sites linking to your website, then the search engines will give more credibility to your site. It then results in higher rankings; hence, equivalent to higher visibility.

The pressure to quickly improve your revenue growth may tempt you to right away action on the above areas.

However, for any good strategy to work, you need to plan how and when to implement it carefully. Consequently, while generating leads online may seem like a promising idea, be sure to the first review and update your business model, to make it attractive to prospects.

The bottom line

The above actions are simply a guide and are not exhaustive of the things you can do to boost your revenues in B2B. Since the market is ever-changing, and so are the clients, it is upon you to stay up to date with the scene of B2B marketing to be able to stay afloat.

Author: Dennis Dubner, CEO of SONDORA MARKETING – a multilingual Digital Marketing Agency with HQ in Switzerland helping medium and large-sized businesses with achieving the accelerated growth through micro-targeted online marketing campaigns.