Telephone Prospecting vs. Inbound Marketing: Which is the best way to get B2B clients?
Posted: Sun Dec 22, 2024 6:53 am
When it comes to getting B2B clients, we often find ourselves with different paths to follow: Inbound Marketing , Telephone Prospecting, Account Based Marketing, etc. However, we don't have to see one as a rival to the other, because in practice we should have a combined strategy. Why? We give you 4 reasons:
There is no "vs." between telephone prospecting (TP) and Inbound Marketing (IM), but rather a necessary complementarity.
Inbound Marketing is undoubtedly the best way to do digital positioning for a B2B company, but unless you have your entire sales process well-oiled, if these actions are not connected to a telephone follow-up process or one-on-one contact, they will only end up generating more MQL leads that could be lost in the CRM, without activating any commercial relationship. Hence the need to work on both strategies simultaneously.
Telephone Prospecting is nourished by relationships.
When you contact a potential client, whether by phone or LinkedIn, the level of positioning of both the person who contacts you - in the case of the network - and the brand of the company and the product come into play. To the extent that they have a certain recognition and visibility, it will be easier to reach prospects in one-on-one contact, since they will have you more present and therefore, they will consider you in a better way.
Inbound Marketing is the most successful strategy for working on the vietnam mobile number positioning of a B2B brand.
Previously, what those of us who work with marketing for B2B companies did was to contact organizers who had an annual agenda of events related to our sector and pay for sponsorship in order to have brand presence, access direct contact with prospects and receive the guest database. That was the main cost line of a B2B marketing structure.
Occasionally we also invested in advertising campaigns in specialized media, such as articles or advertising graphics in sector magazines, such as Apertura, Mercado or Information Technology, to name a few more related to the IT world.
Over time, this has changed a lot. The incorporation of Inbound Marketing has facilitated the emergence of new positioning actions through content strategies, since the customer, over the years, has migrated those exploratory stages of the purchasing process to the web, and studies assure that they are already resolving up to 70% of the information needs for products or services on the Internet.
There is no "vs." between telephone prospecting (TP) and Inbound Marketing (IM), but rather a necessary complementarity.
Inbound Marketing is undoubtedly the best way to do digital positioning for a B2B company, but unless you have your entire sales process well-oiled, if these actions are not connected to a telephone follow-up process or one-on-one contact, they will only end up generating more MQL leads that could be lost in the CRM, without activating any commercial relationship. Hence the need to work on both strategies simultaneously.
Telephone Prospecting is nourished by relationships.
When you contact a potential client, whether by phone or LinkedIn, the level of positioning of both the person who contacts you - in the case of the network - and the brand of the company and the product come into play. To the extent that they have a certain recognition and visibility, it will be easier to reach prospects in one-on-one contact, since they will have you more present and therefore, they will consider you in a better way.
Inbound Marketing is the most successful strategy for working on the vietnam mobile number positioning of a B2B brand.
Previously, what those of us who work with marketing for B2B companies did was to contact organizers who had an annual agenda of events related to our sector and pay for sponsorship in order to have brand presence, access direct contact with prospects and receive the guest database. That was the main cost line of a B2B marketing structure.
Occasionally we also invested in advertising campaigns in specialized media, such as articles or advertising graphics in sector magazines, such as Apertura, Mercado or Information Technology, to name a few more related to the IT world.
Over time, this has changed a lot. The incorporation of Inbound Marketing has facilitated the emergence of new positioning actions through content strategies, since the customer, over the years, has migrated those exploratory stages of the purchasing process to the web, and studies assure that they are already resolving up to 70% of the information needs for products or services on the Internet.