84% of your potential B2B prospects start their research online. If you are not online, you are simply not found. Yet, things work differently in B2B. Here are the most common mistakes companies make when they venture in B2B online marketing.

1. B2B Online marketingMistakes You Don’t Know You Are Making
5

2. If you are not online
you are simply not found

3. 84%
of B2B buyers
start their
research online
Source:
The
State
of
Demand
Genera3on
(by
Salesforce)

4. Yet, things work differently
In b2b

5. Do you also Make
these common mistakes?

6. Failing to Attract The Right Prospects

7. Sadly, most of your prospects
are not ready to buy

8. 3
3% Buying Now
6-7% Open to It
30% think that they
are not interested
30% not thinking
30% not interested
Chet Holmes

9. SPECIFIC NICHE
Often, you are active in a
with specialized, complex solutions
Sometimes unknown product categories

10. Your prospects may simply be
unaware
Of the type of service you are offering

11. The Informational Website

12. website
newsletters
social networks
Most companies spread
information about
themselves and their
services via:

13. Only relevant for
small number of prospects
Those aware of the type of service you offer and the terminology you use to describe it.

14. example
For
Searching for Search volume
web conferencing tools 260
tools for online
meetings
0
teleworking 5400
working from home 40500
team collaboration 1300
online collaboration 2400
sales meeting 1000

15. We live in an
Over-communicated
society

16. People are used to
ignore
commercial messages

17. On average you have
8 seconds
to grab the attention of your prospects

18. Attention Capturing Landing Pages

19. Failing to Follow Up

20. Source: The National Sales Executive Association
This is how many times
you need to follow up!

21. Sales professionals follow up on average
only three times
Source: The National Sales Executive Association

22. You don’t have the time

23. Can (parts of) this
Be automated?
The answer is: yes. Coming right up

24. Pitching Too Early

25. Do you Pitch
When you meet someone for the first time
them your service?

26. People being sold tohate

27. 79%
Of marketing leads never
convert into sales.
Lack of lead nurturing is
the common cause
!
Lead nurturing
Answer:
Source: Marketing Sherpa!

28. Companies that excel at
lead nurturing
50%
Source: Forrester Research
more sales-ready leadsat
30%less cost
generate

29. Not building a Growth Engine

30. Sales is not a dark art accessible
to a few selected individuals

31. There is a lot of structure in sales.
In fact, it can be engineered.

32. There is a lot of structure.
In fact, it can be engineered
Growth engineIt’s like building a

33. attract the right prospects
even if they are not ready to buy
capture leads & get their
permission to market to them
nurture your leads
until they are ready to buy
1
2
3
score leads to know when
they are ready for the next step
4
$€£
Use METRICS for
CAC, LTV and conversion
5

34. FREE COURSE: 5 VIDEOS ON HOW TO BUILD THE
GROWTH ENGINE FOR YOUR COMPANY
Check it out here:
j.mp/GrowthTurbine