resource library


Leveraging Your B2B Marketing Funnel to Increase Lead Generation 


The B2B marketing funnel assists in understanding the possible steps your potential customer takes before making a choice in a B2B setting. How can you create a lead generation funnel to future-proof your B2B marketing? 

Generating leads can be a challenging task for B2B companies. However, with the right approach to your marketing funnel, you can attract and convert leads into customers. In this blog post, we’ll discuss how you can leverage your B2B marketing funnel to increase lead generation. 

Understanding Your Marketing Funnel 

Before we dive into leveraging your marketing funnel, it’s essential to understand what it is. The marketing funnel is the process a potential customer goes through before purchasing. It consists of four stages: awareness, interest, decision, and action. Understanding each stage and how to target potential customers at each stage effectively is essential to increasing lead generation. 

Stages of Marketing Funnel

Awareness Stage (TOFU) 

At the awareness stage, also known as the Top of the Funnel (TOFU), the potential customer is just becoming familiar with your brand or product. They may not know that they have a problem that your product can solve. You need to raise awareness of your brand in order to entice prospective buyers. You can do this by creating valuable content that educates your audience about industry trends and pain points. By providing value at this stage, you can build trust with your audience and establish your business as a thought leader in your industry. 

Here are the following ways to generate awareness in the market :

1) Search Engines can generate awareness among potential prospects about the company, product, or services. For example, Google, Yahoo, Yandex, Baidu, etc. 

2) Referrals can also make an impact and drive awareness in the market where the company can promote itself to generate potential leads through guest posts, interviews, social bookmarking, reviews, roundups, and more. 

3) In the business-to-business sector, creating brand awareness through social media platforms like LinkedIn, Facebook, and Twitter is the most important factor.  

Interest Stage 

At the interest stage, potential customers have identified their problems and are actively searching for a solution. To attract potential customers at this stage, you need to provide more detailed information about how your product can solve their problem. You can create in-depth blog posts, whitepapers, and case studies. You can establish yourself as a trusted expert in your field by providing valuable content at this stage.  

Decision Stage 

At the decision stage, potential customers evaluate their options and decide whether to purchase. To attract potential customers at this stage, you need to provide social proof and demonstrate why your product is the best solution for their problem. You can do this by sharing customer success stories and reviews and providing detailed product information. By providing this information, potential customers will feel more confident in their purchase decision.  

Action Stage  

At the action stage, potential customers have decided to purchase your product. However, it’s important to continue nurturing their relationship to encourage repeat business and referrals. You can do this by providing excellent customer service and offering loyalty programs or incentives.  

Targeting the Right Audience 

To effectively leverage your marketing funnel, you must ensure you are targeting the right audience. This means understanding your ideal customer and tailoring your marketing efforts to reach them. You can create buyer personas and conduct market research to identify your target audience’s pain points and challenges. By targeting the right audience, you can ensure that your marketing efforts reach those most likely to become customers. 

Providing Valuable Content 

At each marketing funnel stage, it’s important to provide valuable content to potential customers. This can include blog posts, social media updates, and email newsletters. By providing valuable content that addresses your target audience’s pain points and challenges, you can establish your business as a thought leader in your industry and build trust with potential customers. This trust can ultimately lead to increased lead generation and conversions.  

Nurturing Leads 

Once you have generated leads, nurturing them through the marketing funnel is important. This means providing them with targeted content addressing their pain points and challenges. Doing so lets you keep your business top-of-mind and build a relationship with potential customers. This relationship can ultimately lead to increased conversions and customer loyalty. 

In the End 

Leveraging your B2B marketing funnel is essential to augmenting lead generation. By understanding your marketing funnel, targeting the right audience, providing valuable content, and nurturing leads, you can attract and convert potential customers into loyal clients. With the right approach to your marketing funnel, you can take your B2B lead generation efforts to the next level. 

For ease of doing business in the B2B industry, Vereigen Media aids you to get maximum ROI. The above marketing funnel helps marketers to understand the stages of marketing and to establish communication channels in a systematic manner. We invite you to join us! 

More Posts