Understanding the B2B marketing funnel

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In B2B marketing, reaching your pipeline goal requires careful planning at every stage of the conversion cycle. Starting with market analysis and ending with customer acquisition,

the first step is to create a list of customers you plan to target. You should create this list taking into account the industry you operate in. For example, if your company operates in the B2B space, you should create a B2B marketing funnel. Similarly, if your company operates in the logistics sector, you should create a marketing funnel taking into account the buying cycle and the nuances of this sector.

But what is it? Let’s take a look.

What is a B2B marketing funnel?
A B2B marketing funnel reflects the process of converting leads into customers. It is a series of stages that a new lead goes through to become a customer.

Where a B2B marketing funnel ends, a sales funnel begins. The goal of a B2B sales funnel is to convert leads acquired through the marketing funnel into paying customers. It convinces customers attracted by marketing to make purchases, and often more than one.

The B2B marketing funnel focuses cambodia telegram mobile phone number list on building a brand and raising awareness of the product line. On the other hand, a sales funnel aims to convert a lead into a sale.

Both the B2B marketing funnel and the sales funnel target customers at different stages of their buying cycle. In either case, creating a marketing and sales funnel is the first step for a B2B company to move towards making a profit.

b2b marketing funnel

How do B2B marketers use the funnel?
A marketing funnel maps out the buying journey of a B2B customer. It helps the marketing team understand the steps a buyer takes on their journey to becoming a customer.

A B2B marketing funnel works in the following stages:

Awareness: When a potential customer knows your brand.
Interest: When the potential client is interested in your offer
Decision: When they start wanting to buy your product
Execution: When they decide to buy your product
By boosting each level, you will improve brand awareness and pave the way for conversions. In fact, when you go through these four stages, you are basically moving from the top of the funnel to the middle and then to the bottom.

Let’s understand what it means.

ToFu, MoFu and BoFu
TOFU stands for Top of the Funnel; MOFU stands for Middle of the Funnel; BOFU stands for Bottom of the Funnel. The search behavior of potential customers changes as they move through the marketing funnel. These phases are interchangeable with the previous stages of the funnel: awareness, interest, decision, and execution.

In the TOFU phase, your customers know their needs and are looking for a solution. This is where your product can help. When you introduce the product, you promise to meet their needs. Knowledge is conveyed to the customer through brochures, presentations, videos, or blog posts. Top of the funnel marketing covers the awareness phase of the customer lifecycle.

In the MOFU phase, the customer is made aware of the offer and is persuaded to buy it. The customer's interest is piqued and they begin to weigh their options. They may continue to consult more vendors and compare your product. MOFU is more refined than TOFU, as many customers don’t make it to the second phase.

Only potential customers make it to the BOFU phase. At this stage, customers are almost convinced to buy your product. You can use a mix of product reviews and live demonstrations to persuade the customer. BOFU includes the decision and execution phases of the customer lifecycle. You

may be wondering what role these fancy terms play in B2B marketing, or why you need a B2B marketing funnel. The following explanation will give you the answer.