4 Marketing Strategies That Can Boost B2B Sales: Study

4 Marketing Strategies That Can Boost B2B Sales: Study

By Richard Adhikari • E-Commerce TimesECT News Network

Jun 29, 2017 4:14 PM PT

Four business marketing strategies can boost business-to-business sales conversion rates by up to 25 percentage points, based on results of a survey
Altman Vilandrie released this week.

However, only 15 percent of businesses fully take advantage of them.

Even those that do use the strategies sometimes fail to maximize sales conversions because of a lack of coordination and integration.

The four strategies:

  • standardizing lead handoffs;
  • employing lead scoring;
  • creating detailed customer maps; and
  • coordinating between sales and marketing departments.

Researchers polled 190 B2B marketing decision makers at U.S. companies with annual revenues of at least US$100 million. They also interviewed B2B marketers and relied on the industry experience of the firm’s own consultants for the study.

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