Back to Basics: The B2B Marketing Funnel

One question we get a lot from clients and prospects is, “What kinds of content do we need to create?”

Many B2B companies have a tendency to focus on early-stage awareness building content. While early-stage content is certainly important to reach and connect with your vast universe of potential prospects, failure to develop marketing content for the consideration, conversion and loyalty stages will result in prospects stalling early in the funnel.

To effectively advance prospects through the funnel, you must develop content that speaks to your different target personas in each of these critical stages.

Below we’ve outlined some content that is effective at each stage of the funnel. Be sure to personalize your content and outreach strategies for each persona at each stage so your message resonates and engages.

Mapping Marketing Content to Your Funnel

Stage: Awareness

Goal: Education/Lead Generation

White Papers
Infographics
Blog Posts
Overview Videos
Role-Based Brochures
Case Studies

Stage: Consideration

Goal: Lead Nurturing

White Papers
Case Studies
Blog Posts
Product/Service Specific Videos
Webinars
Media Articles
e-Books
Demos
Testimonials
Fact Sheets/FAQs

Stage: Conversion

Goal: Purchase

Demos
Testimonials
Analyst Reports
Case Studies
Webinars
Fact Sheets/FAQs

Stage: Loyalty

Goal: Relationship Management

Newsletters
C-Level Communication
Press Releases
Social Media

Of course this is a simplified version of the marketing funnel and just a sampling of the possible marketing and sales content. To explore your options for content creation and strategic marketing, contact us online or call us at 877-887-7611.