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Executive Summary

Discover a new approach to increase B2B sales that combines content restructuring, email and social media advertising banners, and weekly live stream shows to engage business prospects and replace telesales and cold calling. Nigel Maine, a seasoned business to business sales professional and company director with over 30 years' experience, reveals the secrets behind this strategy that's revolutionising the way businesses reach their total addressable market.

Table of Contents

  1. The Need to Increase B2B Sales
  2. Restructuring Content
  3. Social Media and Advertising Banners
  4. Weekly Live Stream Shows
  5. Ditching Cold Calling and Telesales
  6. Actionable Key Takeaways
  7. Frequently Asked Questions
  8. Conclusion

1. The Need to Increase B2B Sales

As business landscapes evolve, B2B companies must pivot to digital selling to stay relevant and competitive. This shift involves adopting new marketing strategies, which Nigel Maine reveals in this comprehensive guide.

2. Restructuring Content to Increase B2B Sales

Your content connects with the 'state' your prospects are in.  They're either just starting out in their research journey or they're further down the line.  When it comes to Search Intent, browsers are either attempting to learn from your website or they're looking for a business who can help them.

Your duty is to provide accurate content, to serve them at the stage they're at.  It does not matter whether you're writing articles, providing video, recording podcasts or broadcasting a live stream.  Everything you do must match with their research stages or search intent as Google puts it.  We have categorised these stages and their levels of importance as follows: -

  • Primary; Primary Content is Thought Leadership,  Educational Information and Whitepapers and so on.  
  • Secondary; Secondary Content is Social Proof, Product informaiton such as Case Studies and Interviews. 
  • General; General Content is lower Interest information like Company News and Charity Events etc.  

Content is king, and repurposing existing content into different formats like podcasts and videos can greatly enhance engagement. The key is to create content that is:

  • Unique and captivating
  • Accessible and SEO-friendly
  • Visually appealing with the help of images and visuals

3. Social Media and Advertising Banners

Harness the power of Social 444 to create 120 advertising banners that promote your content across multiple platforms and have a huge impact on increasing B2B sales. This approach allows you to:

  • Budget accurately
  • Manage the process internally or outsource
  • Analyse your business's tone of voice

We also advocate you mirror your content on LinkedIn so as not have your content throttled by the LinkedIn platform becauyse you are trying to take traffic away from LinkedIn.  Think about it, would you really want someone placing a link on your website to drive traffic somewhere else?  Play the game and use LinkedIn as they intended and explpoit the Company Pages and upload all your good content to LinkedIn using internal links to connect back to your website.  Enable prospects to learn about you via your content before they make the decision to visit your website.

4. Weekly Live Stream Shows to Increase B2B Sales

Replace cold calling with live streaming, an engaging and interactive method that allows prospects and customers to join anonymously. This approach helps build trust and brand awareness, ultimately driving sales.  Take a look at our page and see the types of live show you can broadcast and start to let your mind wander as to the unbelievable exposure you can achieve, completely leaving your competition in the dust.  You'll be pleased to know that live streaming cost so dramatically less than you're paying for all your digital SaaS and marketing teams, you'll be kicking yourself when you find out.

There are many areas you (or your carefully selected senior marketing VP or CMO) needs to learn and understand, especially as our do-or-die strapline would be along the lines of 'Stop marketing like a B2C and start behaving like a B2B salesperson'. It's not very punchy is it, but it is fact.  Your prospects are not buying jeans or trainers, they're palnning to buy something that will increase their profitability, they will not look good in some SaaS!  theyt want to self-educate and self-serve if they can. 

They're looking for a competent supplier who can first teach them and then implement.  They don't want their board of directors being spammed by your marketing department making out they're 'a-la-mode' and all super-technical with all the latest Account Based Marketing (ABM) software.  Ppspects have not been living uunder a rock, they know what technolgiea are available on the market and thet they can do, and it doesn't take fifteen people to make a decision to investigate new technologies!

As you're here, the lsit below links to multiple pages on this website that I reallky do suggest you or your chosen new business 'driver' takes a look at to fully understand what We're saying you need to do and comnpares it against what you have been doing for the past five, ten or fifteen years.  this is the ultimate compare and contrast list: -

5. Increase B2B Sales by Ditiching Cold Calling and Telesales

By adopting a digital selling strategy, businesses can increase B2B sales and overall exposure, eliminating the need for cold calling and telesales. The result is a more effective and profitable way to reach your total addressable market.  Cold calling is to significant extent despised by most businesses as an unwanted interuption to daily work.  In many cases cold calling is pursued due to a lack of expertise, experience and qualificationb within marketing departments.

Cold calling is is not even a last resort.  Businesses continue to make cold telesales calling a staple within their go-to-market (GTM) strategies because very few actually know how to engage potential new prospects and because of a genuine understanding of how to adhere to Google's recommended content structures, many marketers tell businesses owners that Google's contrariness is to blame for their poor performance.  FYI: Google's searcvh engine algorithyms work on mathmatics, not emotion.

The number one reason your digital marketing fails is because you're not getting indexed and the outworking of this fact forces businesses to fall back on cold telesales and cold calling by Business Development Representatives (BDRs).  

If you're not being indexed (See Google Search Console), your whole digital marketing effort is completely wasted, you're not even in the game let along being able to adpat or change anything.  This is probably the single most important factor that holds businesses back. As a business owner, you need to be awarre of these fcts so as not to be mislead by marketers who are none the wiser and simple make up excuses for their por performance.  This why this video exists and is where we help.

6. Actionable Key Takeaways

  1. Restructure existing content into various formats for increased B2B sales and engagement
  2. Create 120 advertising banners for consistent promotion on social media
  3. Use live streaming to replace cold calling and telesales
  4. Engage your audience with interactive and unique content
  5. Use analytics tools like Google Analytics and Google Tag Manager to measure your marketing efforts' effectiveness

7. Frequently Asked Questions

Q: How can I create engaging content?

A: Focus on creating unique, informative, and visually appealing content that speaks to your target audience's needs and preferences. Consider working with professionals like copywriters and graphic designers to help craft compelling content.

Q: What platforms should I use for social media advertising?

A: Choose platforms that are popular with your target audience, such as LinkedIn, Facebook, and Twitter. Use a tool like Social 444 to manage your campaigns and ensure consistency across platforms.

Q: How do I set up a live streaming show?

A: Start by investing in low-cost live streaming technology and equipment from providers like Blackmagic Design. Next, create a studio in your office space or consider hiring a contractor to help set up the equipment. Finally, train your sales team or hire a contract presenter to host the show.

Q: How can I measure the success of my digital selling efforts?

A: Utilise analytics tools, like Google Analytics and Google Tag Manager, to track the performance of your content, ads, and live stream shows. Monitor key metrics to understand which strategies work best and adjust your approach accordingly.

Q: How often should I host a live stream show?

A: Consider hosting a weekly live stream show to consistently engage your audience and keep your brand top of mind. Notify your email database and use pay-per-click campaigns to promote the show and attract viewers.

8. Conclusion

Embrace this innovative B2B digital selling strategy to increase B2B sales and engagement, reach your total addressable market, and boost sales. By restructuring content, utilising social media advertising banners, and hosting weekly live stream shows, you can transform your business into a digital selling powerhouse. Don't miss out on this opportunity - watch the video and learn from Nigel Maine's expertise and n nearly forty years in sales and marketing.

To watch the next video in the series: Digital Selling, Live Streaming & your Organisational Chart.

Go to our Digital Selling pages to see how you can change the way you work and scale up your business.

30 April 2024

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Author

The author and founder of salesXchange, Nigel Maine is a B2B marketing and sales expert with a proven track record in scaling up growth for Technology, SaaS, and Professional Services organisations. With 30 years hands-on experience and unique approach, Nigel has developed an effective strategy that dramatically increases exposure and profitability for B2B organizations.

Nigel has founded multiple start-ups, is a published author, public speaker and hosts both a podcast and business live streaming show, broadcast on LinkedIn Live, YouTube & Facebook. He also has extensive knowledge of MarTech software, creative hardware and software, and A.I. prompting tools.  Contact: 0800 970 9751 or email This email address is being protected from spambots. You need JavaScript enabled to view it.