Businesses investing in digital and sales marketing rely on a solid marketing mix to attract, capture, and retain customers. What is this marketing type? It refers to both strategies and approaches brands rely on to promote their products and services and win new business across marketing channels.
Sales Marketing – What is this Marketing?
Sales marketing is a strategic approach to promoting your products and services to generate new leads, convert prospective customers, and drive revenue across every sales channel. It’s an alignment of marketing campaigns with the sales process to turn prospects into paying customers.
Several goals exist in marketing goals, including:
- Creating brand awareness
- Generating product interest
- Promoting purchases
Individual campaigns may include one or more goals, depending on a business’s needs at the time.
What are the Benefits of Sales Marketing?
What is this marketing with regard to creating value for businesses? You've got several benefits to sales marketing, which is why it's a practice that forms part of every marketing approach in every industry.
Increase Sales Revenue
Driving revenue across the organization is critical to your survival and expansion. Sales marketing is there to produce sales and drive additional revenue, including through bringing in more customers and boosting the lifetime value of existing customers.
Boost Lead Generation
Successful marketing strategies in the sales marketing arena enhance the number of qualified leads flowing into your sales funnel. Enhancing lead generation follows the tried-and-tested principles of knowing your audience, their needs, and how to deliver targeted marketing messaging.
Enhance Customer Conversion Rates
Lead acquisition benefits from sales marketing strategies because businesses learn how to communicate the value of their products and services. Addressing pain points and highlighting the unique benefits enables brands to persuade their target audience to choose them over the competition.
Streamline the Sales Funnel
One of the hallmarks of this marketing type is to align sales and marketing to transition from lead generation into customer conversion. Sales marketing results in qualified leads and valuable insights that enable your sales team to create a frictionless sales process that results in more paying customers.
Types of Sales Marketing
Understanding what is this marketing type involves delving into the techniques businesses can leverage as part of their sales marketing strategies. Here’s a list of some of the most common sales marketing methods:
- Digital Marketing – Online marketing with a focus on typical channels like websites, email, social media, and search engines.
- Content Marketing – The creation of text, image, and video content to build brand awareness and deliver value to prospects.
- Inbound Marketing – Inbound marketing utilizes a customer-centric approach to attract potential buyers through content and value-driven interactions.
- Outbound Marketing – Traditional approach to marketing that focuses on reaching out to your target audience through tactics like cold calling, direct mail, and other forms of offline marketing.
- Event Marketing – Some companies use event marketing, which focuses on leveraging events like conferences, trade shows, and sponsorships to spread awareness of their brands.
Countless sales marketing strategies exist to help companies reach their goals. Which ones you rely on will depend on where your audience is and which industry you’re in. Most brands concentrate their efforts on a smaller number of channels to avoid diluting their efforts.
B2B vs. B2C Sales Marketing
Business-to-Business (B2B) and Business-to-Consumer (B2C) sales marketing are distinct because your audience is different. The needs of ordinary consumers and other businesses differ immensely, meaning you need an entirely different approach to be successful with each group.
Generally, these two types of sales marketing can be defined by four key differences:
- B2C has a larger customer base.
- The B2B sales process is considerably longer than the B2C process because of the number of decision-makers involved in the former.
- B2B salespeople must focus on the facts because emotion doesn’t have the same influence as it does in the B2C sales arena.
- Typically, B2B customers have much more complex needs, meaning these salespeople require much more technical knowledge.
Despite these differences, the core of B2B and B2C sales marketing is you’re targeting a specific group of customers. You’ll likely rely on the same channels and similar tactics to sell to both. In all cases, the goal is to provide value and make your customers feel supported to capture more sales.