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  • Learn how to combine your channels effectively to drive powerful marketing and sales results!
  • Take a glance at the current B2B market and the struggles that comes with it
  • Discover insightful models you can instantly integrate into your marketing and sales systems

The B2B landscape of today

MA002_LP_Graphics_418x382_1.jpgB2B companies should never sit still, as options available to marketing and sales expand and evolve with current desires and trends. If you haven’t embraced multi-channel models then it’s time you started! But first, lets look at the current market, and what challenges we’re all facing:

60% of B2B buyers have already conducted research on the current market before enquiring about your services.

This means to stand a chance against your
competitors, you need a huge online presence and a strong, mature marketing initiative covering multiple channels. Your salespeople also need
to be able to speak as strongly for your brand as they can for your product.

68% of B2B buyers now purchase goods online. There has been a huge surge in people wanting to buy for business like they buy for themselves – with the ease of an online checkout. You may need to prepare for no sales calls altogether – or find a solution for your product/ service that enables an online “transaction”; like the booking of an appointment through your website.


The rise of the mobile begins to take a huge effect on marketing in the sphere of B2B. Your marketing needs to be optimized for mobile use across all channels, from website design to social media.

What is it? 

Multi-channel in business refers to the use of various direct and indirect communications ultimately leading to the same business goal.

  • Marketing - In marketing, multi-channel mainly adheres to the use of multiple techniques in creating interest in a product. These can be online and offline, from physical stores and events to SEO and email marketing.important ROI.
  • Sales - In sales, multi-channel looks to how the salesperson interacts with a prospect leading up to a sale, along with how they leverage information to achieve the sale. Channels open to sales include the traditional phone and face-to-face, along with the more modern email and social media.
  • In summary - Multi-channel starts in marketing, the better it’s embedded there, the more options sales will have open to them when it comes to converting that lead into revenue (and providing that all – important ROI!).n just a few pages, you’ll feel ready to refresh your marketing strategy, to deliver big results.

Why is it important?

72 % of consumers say they would prefer to engage with a brand through multiple channels.

This is reason enough to see how key multi-channel techniques are in business, but if you need a little more convincing – here are some compelling points:

Brand Awareness: As well as boosting inquiries and sales, multi-channel marketing does wonders for brand awareness. The more places you have a presence, the more likely people are to come across your brand.

It’s convenient: Multi-channel allows your brand to be accessible in the best way for every individual. Whether someone prefers email, social media or events, having a multi-channel model in place enables you to cover every area.

 It broadens your reach for less cost: There are multiple channels available to marketers (especially on a social media platform) that enable reach to companies of all sizes, anywhere in the world for little-to-no extra cost. 

You get leads faster: Multi-channel models help these interactions come thicker and faster, so without the prospect even knowing it, they’re ready to invest in your product.

On average, a prospect needs to interact with your business 35 times before they’re ready to speak to a sales rep.

How can it help marketers?

Using multiple channels to boost your marketing efforts is proven to increase engagement. 40% of marketers with integrated multi-channel marketing models saw a revenue increase of more than 15%.

It is also proven to boost revenue – so not only do your buyers prefer it, multi-channel models in marketing improve outreach and revenue (meaning – great ROI!).

There has never been a better time to get your multi-channel marketing on track – within this guide are some simple models you can implement into your B2B marketing mix to bring effective impact and drive results.

A piece of content shared over 2 or 3 different channels receives 24% more interest.

Ready to fuel your sales pipeline with sales-ready leads? 

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With Lead Forensics you can quickly:

  • Understand your user journey - Follow your prospects path from source to pages viewed.
  • Tailor your follow up call/email - Lead Forensics can increase cold calling conversion rates from 2% to 40% and 70% of businesses buy from the first company they speak with!
  • Contact the key decision makers directly - Lead Forensics uses reverse IP tracking and the largest global IP address database to show you the name, email and telephone number of your next customers!

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What can Lead Forensics do for your business?

Imagine if you could take control of your lead generation activity and convert sales-ready prospects, before your competitors even get close? Lead Forensics is the software that reveals the identity of your anonymous website visitors, and turns them into actionable sales-ready leads. In real-time.

Lead Forensics can:

  • Tell you who is visiting your website
  • Provide highly valuable contact information including telephone numbers and email addresses
  • Give insight into what each visitor has looked at, as well as where they came from.

Take a look for yourself with a free, no obligation trial – you can get started today!

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B2B Sales and Marketing Benchmark Report 2018 UK & EMEA

Marketing to the modern B2B buyer

B2B Guide to Turbo-Charged Lead Generation