B2B companies use LinkedIn to find and connect with their target audience. Through a company profile, they can learn more about the decision-makers in their organizations. They can also target specific decision-makers via a personal profile. With such comprehensive data, B2-B businesses can increase their chances of making sales. For a complete view of the sales pipeline and realized revenue, B2B sales automation solutions can help you achieve this.
Automation is essential for any company to succeed. It can enable you to micro-target prospects based on their online behavior and past interactions. It can help you avoid the common pitfalls of cold calling and spamming your potential buyers. Automation helps you build a strong presence online and pull clients with less effort than ever before. A few simple things can go a long way in helping you achieve your goals. So let's take a closer look at the benefits of B2B sales automation and how it can benefit your company.
How The B2B Sales Landscape Has Changed
Considering the recent shifts in the B2B sales landscape, it is easy to see why companies need to change their approach. While some of these shifts are inevitable, the current paradigm has been disrupted by the pandemic. These changes are accelerating digitalization and B2B buying. To adapt, companies must first examine what their customers are seeking and what they are willing to pay for.
Buyers today are no longer satisfied with the traditional approach to identifying, evaluating, and purchasing a product. They are increasingly turning to digital channels for a self-guided experience. A recent survey found that nearly 40% of B2-B buyers prefer to do business with a company that provides an exceptional digital experience versus one that fails to meet their needs. For B2-B companies, this means adapting to this new reality and creating a more personalized experience for customers.
One of the most significant changes to B2B sales occurred with the Covid-19 disruption. Virtual and digital buying is not built for traditional B2B sales. Buyers who prefer a rep-free experience scored more purchase regret than those who prefer in-person interactions. Further, sellers reported less confidence when they work in a virtual-first environment. However, these changes aren't permanent. In the meantime, the industry is evolving rapidly.
Increasing amounts of information are available online to help prospects navigate the sales process independently. The average buying group of a complex B2B solution is comprised of 6 to 10 decision makers, each of whom has independently gathered four or five pieces of information about the product. This is because each of these decision makers has to de-conflict with the group. At the same time, the choice of suppliers continues to expand and the options for B2-B buyers grow.
Reasons Why B2B Marketers Use LinkedIn
Helps Target Audience
Besides the obvious reasons for generating leads, LinkedIn can also help you to identify your target audience and gain leads from other companies in your niche. You can search by industry, function, and seniority, which can help you find companies with similar goals as yours. Using LinkedIn to promote your product or service is also a smart move for B2-B marketing. Its extensive database of professionals and the vast network of its users help you to build connections with potential clients.
Helps Generate Effective Leads
As an effective B2-B marketing platform, LinkedIn can be beneficial for both your own business and your prospects. Its users are primarily interested in professional connections and information regarding their businesses. According to a Content Marketing Institute survey, over 90 percent of B2-B marketers use LinkedIn to create and generate leads. The use of LinkedIn can help you reach new prospects, and you can use it to distribute your valuable content.
Helps Generate Powerful Business Contacts
Social media marketing is important for B2B marketers, as it offers a variety of tools to make the most of the network. With 675 million users from over 200 countries, LinkedIn is an incredible source of business contacts. LinkedIn's powerful features and advertising tools make it easy to find and talk to your target audience from within the crowd. Follow our guide to LinkedIn and reap the benefits. Your business will thank you.
Helps Build Relationships
Using social media to establish thought leadership and build relationships is a smart move. Besides connecting with people in your field, LinkedIn also serves as a platform for sharing your professional expertise. Since LinkedIn users are professionals, they are more likely to take advice from industry experts than from their colleagues. By creating thought leadership content, you will be positioned as an expert in your industry, allowing your company executives to become thought leaders.
How LinkedIn Automation Grows B2B Businesses
Helps Automate Repetitive Tasks
LinkedIn automation can help you automate repetitive tasks like sending connection requests and following up with leads. It automates your actions to improve your campaigns and collects data to improve your marketing strategies. Automation can help you grow your business by connecting you with potential customers and boosting your brand awareness. Listed below are three ways you can use LinkedIn automation to grow your business. They all take time and effort, but they are essential to achieving your marketing goals.
Helps Focus On Relationship Building
LinkedIn automation allows you to focus on relationship-building instead of routine tasks, like sending out connect requests and following up with messages. Automation allows you to focus on more pressing tasks, such as following up with prospects and streamlining your sales process. Automation also frees up salespeople's time by automating repetitive tasks. By using LinkedIn automation tools, you can automate these tasks and grow your customer acquisition funnel exponentially.
Helps Reach Specific Industry Groups
With LinkedIn automation, you can reach out to specific industry groups to reach the right people. With LinkedIn's lookalike feature, you can target audiences similar to your current customers. Automation tools can scrape profiles from LinkedIn groups and assign them to campaigns. These targeted leads will be more likely to buy from you. Aside from targeting people with similar interests, automation tools also use keywords to ensure the right message reaches the right person.
Advantages Of B2B Sales Automation On LinkedIn
If you're in the business of selling a product or service, you've probably considered using LinkedIn as a demand generation marketing channel. LinkedIn has over 100 million decision makers, making it the gold mine for sales professionals. LinkedIn ads are a relatively cheap way to generate leads compared to other platforms. This means you can generate more leads without spending a dime. Even if you do pay for ads, the savings will far outweigh the cost of using other advertising channels.
LinkedIn Is A Demand Generation Marketing Channel For Buyers
When determining your target audience, it is crucial to use LinkedIn analytics to learn their likes and dislikes. This will help you develop buyer personas and determine the type of content they would like to see. You will want your audience to know who you are, what you have to offer and follow you. Be sure to post useful content that will help them make a decision. Once you know your audience, you can target them more effectively.
LinkedIn is an excellent source of leads for B2-B businesses. Its user base consists of director-level decision makers, and its advanced search capabilities can provide businesses with high-quality leads. In addition, LinkedIn Recruiter is another powerful tool for boosting a company's brand. It helps you automate outreach activities on LinkedIn, saving you time and increasing the quality of your outreach messages.
Automated Lead Generation Tools Can Help
In addition to generating leads for your business, automated content planning is also important. Thought leadership content is a good foundation for your lead generation strategy on LinkedIn because it helps develop your brand's reputation. The benefits of creating evergreen content are numerous. Content planning, scheduling, and workflow management can all be automated with software. This can free up valuable time for other tasks. Another way to automate content creation and distribution on LinkedIn is by creating an organization page.
Automation tools for LinkedIn can help you create leads by visiting hundreds of user profiles and motivating them to read your content. These automated tools can help you manage large campaigns and manage your campaigns intelligently. Tools like Linked Helper can help you save hours by automating your marketing efforts and generating high-quality leads. In addition, these automation tools can automate your invitations and messages to hundreds of your connections. These tools are essential for boosting your lead conversion on LinkedIn and maximizing your ROI.
The Bottom Line
In addition to email automation, B2B sales professionals can automate outreach processes, call center operations, and other administrative tasks. These tools can help salespeople save time, manage prospect data, and improve their close rate. For example, LinkedIn Premium and Sales Navigator can search rich data to target potential customers. Email automation can notify sales reps when a prospect requests a free trial, while insight tools for email can retrieve prospect details.