MAM

For a B2B brand, marketing needs to have a deeply symbiotic relationship with sales

The deeply woven threads between the two create the intricate fabric for business success

https://ntawards.indiantelevision.com/sites/default/files/styles/smartcrop_800x800/public/images/tv-images/2019/10/19/Suvodeep_Das.jpg?itok=axmWTpxQ

Marketing for a B2B brand is becoming more personalised than ever before. Sounds counter-intuitive, right? After all, B2B essentially means selling to a ‘business’, which is a huge entity, and, hence, impersonal. However, in the constantly ‘disrupted’ business world of today, the reality could not be farther from the truth. B2C should ideally be personalised, but in reality it is targeted to a broader set of consumers, neatly grouped and profiled based on certain demographics. B2B, on the other hand, has become much more individualised. Marketing to a business means selling to the key decision-maker(s) in the organisation. Hence, for a B2B brand, marketing and sales are no longer two distinct functions. Rather, the relationship has grown more symbiotic and stronger, aligned for faster growth and greater success.

A paradigm shift

For a B2B brand, marketing is no longer merely about generating or cultivating leads and directing the same towards sales for further engagement. It is about laying foundations for a long-term relationship, the first step in creating a long-lasting relationship, which will then be built upon by the sales team. For ensuring success of the brand, B2B marketers need to take a holistic view, thinking in terms of not just engaging the business customer at the other end, but also how the product/service they are selling will impact the buyer’s end - the consumers. This needs a paradigm shift in the way marketing strategies are drawn up - the consumer experience of the end-buyer needs to be factored into the strategy, for not just a competitive advantage, but with the intention of fostering lasting relationships.  

Marketing and Sales in B2Bs - A Synergistic Relationship

With multiple channels of sales, and the increasing trend of online purchases, even for B2B, what becomes paramount is building on the symbiotic nature of marketing and sales for optimizing revenues.  Most brands are investing in marketing automation and using technology to increase visibility and digital awareness of the brand, through content marketing, social media, innovation, etc. But merely using social media to build brand awareness is not really productive for B2Bs if there are no close and frequent interactions with the person(s) at the other end.

On the other hand, the sale cycle in a B2B can often be a long-drawn-out cycle, needing multiple personal visits and calls. This is why the two teams need to collaborate. The synchronisation of sales and marketing efforts can lead to reduced sale-cycle while boosting revenues. Marketing facilitates sales by identifying potential and engaged customers. In this era of readily-available information, where brands compete and clamour for attention, a proactive marketing strategy can tilt the balance by arming potential buyers with solutions, volunteering expert knowledge, or offering guarantees for performance and services.

B2B business platforms are also transforming, as the impact of newer models and disruptive practices spreads.

LinkedIn and Facebook are good examples. Social platforms launched for P2P interaction, these have grown into P2B / B2P, seamlessly allowing for both personal and business relationships to co-exist. The traditional ‘sales funnel’ model has been transformed by the ubiquitous reach of the internet and digital technology to a multi-channel one. Discerning customers, armed with information, having meticulously researched and reviewed the product/service on offer, seek not just quick, convenient solutions, but also relevant and reliable ones. To succeed with the newer sales funnel, B2B brands require closer and deeper integration of marketing and sales, a cohesive effort which will facilitate a seamless experience for their customers, both current and potential.    

If marketing is the first step, then sale is the closing act.  Without one, the other would not succeed.  The deeply woven threads between the two create the intricate fabric for business success.

(The author is vice president sales & marketing, Sodexo BRS India. The views expressed are his own and Indiantelevision.com may not subscribe to them.)

Latest Reads

https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2020/08/08/netflix_5.jpg?itok=1LFY5Hkq
Brands go creative for 2020 mood calendar meme trend

NEW DELHI: If people could borrow something from Harry Potter this year, it would probably be the time turner. Who wouldn’t want to go back and undo the year 2020 or stop COVID2019 from crippling the world? But since Muggles can’t do that, they must make do with the memes. Social media never backs...

MAM Marketing Brands
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2020/08/07/kfc.jpg?itok=EJF0QYTl
KFC’s super 7 days are here!

NEW DELHI: KFC India presents The Super 7 Days - a week of jaw-dropping discounts and irresistible combos of your KFC favourites! Yes, you heard that right. With savings of up to 42%, and unmatched value and variety, these Super 7 Days are everything that a KFC-lover wished for. From August 10th to...

MAM Media and Advertising Ad Campaigns
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2020/08/07/sam.jpg?itok=0QA7NqLZ
Advertising veteran Sam Balsara demands stimulus package from government

NEW DELHI:  Lamenting the lack of support from Indian government, and Madison Communications founder and CMD Sam Balsara demanded a stimulus package for the advertising industry. He was speaking to Governance Now MD Kailashnath Adhikari on ‘Impact of Covid-19 on media and entertainment industry and...

MAM Media and Advertising People
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2020/08/07/csk.jpg?itok=O7D_OVhe
Equitas Small Finance Bank Limited is now the official retail banking partner of Chennai Super Kings

Equitas Small Finance Bank Limited (the “Bank”), the largest small finance bank ("SFB") in India in terms of number of banking outlets as of March 31, 2019 (Source: CRISIL report), becomes the official retail banking partner for Chennai Super Kings. The Bank becomes the official retail banking...

MAM Marketing Brands
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2020/08/07/war.jpg?itok=PeFJihCI
WATConsult, Pigeon India launch #StandByNursingMoms campaign breastfeeding week

NEW DELHI: Aiming to simply extend the brand's support towards nursing mothers, who go through emotional upheaval and uncertainty during this phase of their lives, the campaign was executed as an online social experiment. The central video piece for the campaign was taken live across the social...

MAM Media and Advertising Ad Campaigns
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2020/08/07/oram.jpg?itok=KlV7OYBw
Ormax Media launches India’s first Approval Rating Poll of Prime Minister & Chief Ministers

NEW DELHI: Media consulting firm Ormax Media has announced the launch of The Ormax Prime Minister & Chief Minister Approval Rating. Based on continuous nationwide tracking across 22 states and one Union Territory, the polling tool covers 275+ cities and towns in India, with a monthly sample...

MAM Marketing MAM
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2020/08/07/bayc.jpg?itok=JcnjfLLs
BARC week 30: Rummy Circle returns to the list

NEW DELHI: The Broadcast Audience Research Council (BARC) of India has released its data for top advertisers and brands for the period between 25 July to 31 July 2020. The data reflects the top 10 advertisers and brands across genres on India television, 2+ Individuals, NCCS All demonstrating ads...

MAM Marketing Brands
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2020/08/07/budwiser.jpg?itok=aixsETSQ
Budweiser 0.0 launches #RuleTheNew initiative in association with Zoya Akhtar and Jay Oza

NEW DELHI: In a bid to inspire and empower consumers to safely adapt to the new normal, Budweiser 0.0 has unified creator communities and individuals across the country in its latest initiative called ‘Rule the New’. As we press play on our lives, individuals across the country are eager to step...

MAM Media and Advertising Ad Campaigns
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2020/08/07/boss.jpg?itok=8FTu7Chb
Jubilant FoodWorks forays into FMCG category with 'ChefBoss'

Jubilant FoodWorks Ltd (JFL), one of the largest foodservice companies in India and master franchisee of Domino's Pizza and Dunkin' Donuts, today announced its entry into the Rs 500 crore ready-to-cook segment with the launch of a new brand, 'ChefBoss'.

MAM Marketing Brands

Sign up for our Newsletter

subscribe for latest stories

* indicates required