New B2B Marketing and Sales Strategies for 2020 [Report]
With the end of 2019, it’s time for B2B marketers to look towards 2020 and determine the goals and strategies they’ll use to achieve them. In a recent report, B2B marketing professionals have listed converting leads to customers and increasing sales leads as their top two marketing objectives in the coming year. But how will these objectives be achieved?
Nearly half (47%) of respondents say they will use personalization strategies in 2020, while another 42% will be exploring account-based Marketing (ABM). Although ABM is still a new approach for some, another report indicates that a majority of B2B marketers have been using this strategy, in some variation, for at least 6 months.
Video marketing is another strategy some two-fifths (41%) of the B2B marketing professionals surveyed say they will try next year. Video was tagged as one of the main B2B trends for this year, so it seems that those marketers yet to incorporate it into their arsenal will do so next year.
Marketers are also planning to use other strategies including AI and automation (36%), influencer marketing (27%) and programmatic advertising (19%). Others are exploring newer strategies such as conversational marketing (chatbots; 33%) and podcasts or live streaming (22%). And, although B2B advertising spend allocated for mobile has continued to fall short of that for desktop, 17% of respondents say they will try a mobile-first strategy.
LinkedIn Tops The List for B2B Social Media
Even though marketers are looking into new approaches to achieve their objectives, certain channels, like social media, remain part of their efforts. Nearly half (48%) of respondents say they use paid social media and have seen ROI from it.
When it comes to social media channels, LinkedIn tops the list, with 86% respondents saying they use the channel the most. Prior research has found that LinkedIn is one of the most preferred channels for content consumption for B2B buyers.
Instagram is 5th on the list of most used social media channels for these B2B marketers, with only 3 in 10 respondents (31%) using the platform. Instagram is actually ranked first by respondents among social media channels when looking at engagement, beating out both Facebook and LinkedIn.
Check out the full report.
About the Data: Findings are based on a survey of 100 marketing professionals.
Need help with your 2020 marketing strategies? Schedule a call or email Lori Berson at lberson@BersonDeanStevens.com.
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