4 Signs Your B2B Marketing Plan Is Flawed

[tonmoypramanik]

1. Your website is not central to your marketing plan
We cover the topic regularly, taking a position that your website should be a lead machine .

But everything seems to indicate that your marketing plan does not put your website at the center of your marketing thinking.

This is a serious mistake.

Your website should be the company's first commercial because it is always available. It concentrates all the important information and disseminates it to curious prospects. Better still, it is the main source of information and can disseminate it to thousands of people at the same time.

Even better, it can generate leads for your sales force.

In addition to this, the B2B decision-maker is increasingly connected and autonomous in his latvia email list purchasing decisions. He uses search engines to answer the questions he asks himself throughout the purchasing process .

No, really, if your website is not at the center of your marketing plan, it is clearly not on track.

2. Your management has not validated your marketing plan
Your annual meeting regarding your marketing plan has been over for days and you still haven't had the "go" you were waiting for and hoping for.

Time is against you since your actions are planned and some require soliciting external partners.

Your CEO is elusive and the head nods that you thought were positive during your marketing plan presentation are finally starting to worry you.

All the evidence indicates that your marketing plan has not pleased your management.

The reason is probably quite simple: your marketing plan does not highlight the expected return on investment .

3. Your marketing plan is based on outdated actions
The way decision-makers buy in B2B has changed profoundly, you absolutely must modernize your marketing and sales strategy.

In this approach, several marketing levers should be avoided since they no longer meet the expectations of the modern buyer .

B2B lead generation stats

It is identified that 61% of B2B buyers begin their purchasing consideration on a search engine. In addition to this, 90% admit to never responding to a sales prospecting call.

The modern buyer has evolved along with the technologies around them. Your marketing plan has not, a priori, followed the same trajectory.

4. Your marketing plan doesn't include sales
It is well known that marketing and sales departments have not always been good friends .

Often presented as sworn enemies, it is in your best interest to work with your sales representatives to establish your B2B marketing plan.

Why approach sales representatives to create your B2B marketing plan?

Salespeople have permanent and privileged contact with your customers and prospects. They are able to give you the temperature and feelings of your targets with regard to the offers coming from the marketing department.

In addition, the success of your B2B marketing plan is directly linked to the success of your salespeople. How do you know if your marketing plan is good? Simply by discussing the quality of the leads generated by the marketing department.