Why Build a Sales Funnel for A B2B Business?


A B2B marketing cycle is a model that demonstrates to businesses how their clients engage with their brand right away. It outlines the steps people undertake to become customers and specifies the marketing activities that are to be carried out at each stage of the sales funnel.

The distinctions have gotten pretty hazy, and it looks a lot like a sales funnel. But it is simpler to visualize them placed side by side:

Your marketing funnel framework is what establishes touch-points and provides the prospect with justification for buying. Your sales funnel outlines the concrete steps you take to persuade customers to buy.

Build a Sales Funnel

Why Do I Need a Sales Funnel for My B2B Business?

There are many distinct reasons why a B2B advertising funnel is necessary.

  • Because the B2B client experience is more intricate, more control is required.
  • Client experience is the top focus for 45.9 percent of organizations because modern consumers appreciate experiences.
  • It enables you to direct the work of several team members.
  • To a considerable extent, the process may be automated by making the most of marketing technologies.
  • It assists you in identifying waste and streamlining your marketing procedure.

These are all incredibly significant advantages, but the one that a B2B sales funnel offers a strategy may be the most significant. You are not acting haphazardly; rather, you are taking calculated measures to encourage the prospect to make a purchase.

To get to the consideration level, prospects must pass through each of the earlier phases. To achieve this, they require particular information at particular stages throughout the voyage.

When you accomplish this effectively, you get tangible outcomes. A financial software business called GoCardless saw a 139 percent boost in conversions by simply removing friction in their funnel. Sometimes only little adjustments are required, but knowing your funnel is the key.

Stages of a B2B Marketing Funnel

Stages of a B2B Marketing Funnel

The demands of someone engaging with your business for the first occasion are different from those of a frequent site visitor. They will ask you various questions and have different expectations of you. How can you be certain that the proper information or experience is provided at the appropriate time?

You will have a lot better knowledge of what your target market wants at different points in their buyer’s journey if you understand your B2B marketing funnel.

Awareness + Attention = Top of Funnel

Prospects must first learn about your brand in the top portion of the funnel, also known as TOFU, before they consider your items. The top portion of the pyramid is defined by the following factors for many firms today:

  • Developing a brand content marketing
  • Paid SEO advertising
  • Postings on social media
  • Video marketing and influencer marketing

Your potential clients are at this stage of the marketing funnel when they need a problem or query handled. By giving them the solution, you start the connection. However, because your target audience has no love for your brand, you need to grab their interest and hold it.

In busy areas like social media platforms, this is difficult to achieve. That is why having a well-defined marketing pipeline is so beneficial; it will increase brand recognition and provide a foundation for developing partnerships.

Interest + Consideration = Middle of Funnel

You have people’s attention at the top of your marketing funnel; the center of the funnel explains what you are doing with it. Sales in B2B are rarely completed at the initial contact. To make a sale, it typically takes eight touchpoints, so you need to perform a lot of marketing.

Prior to businesses signing on the dotted line, you must establish the relationship and foster trust. You create interest and establish yourself as a reliable partner who can alleviate pain spots in the center of the funnel. To do it, you must show that you can:

  • a concern for the prospects’ concerns and an understanding of those issues
  • own the solutions to those annoyances.

Here, marketers rely on relevant, informative material to point prospects in the direction of solutions to their issues. You will be giving away a lot of material for free there, but do not lose sight of your main objective: persuading prospects that buying from you is the quickest, easiest, and most efficient method to address their problems.

Although we have not reached the hard sale stage yet, we are laying the groundwork and creating buy intent.

Intent plus action equals bottom of funnel

Getting the conversion is the explicit objective at the bottom of every marketing funnel. It took a lot more work to attract individuals, therefore seize this opportunity to profit. To do this, you should be straightforward with enticing calls to action that direct the reader to payment sites.

Although it has changed significantly, you will still utilize content to lead potential customers through the buying process.

Intent plus action equals bottom of funnel

B2B marketing funnel case study

This case study offers clear instructions and direct connections to a website where potential customers may get in touch. By this time, you have assisted the prospect in understanding their problem and persuaded them that assistance is necessary to resolve it. Now you must make sure that, rather than one of your rivals, you are the business that people contact for assistance.

  • case studies, guidelines for comparison
  • free trials, seminars, and optimized landing pages
  • social support

The bottom part of the funnel is where you drive home your point and close the deal; the top as well as middle are only there to draw folks there.


The B2B marketing funnel does not end when a sale is made. You have put a lot of effort into cultivating your connection with them, so you are ready to make the most of it. You must have a thorough grasp of post-purchase marketing to do this.

This is an essential stage in generating ROI (https://study.com/learn/lesson/return-on-investment-calculation-examples-analysis.html) since returning clients are approximately nine times more probable to convert. Here, you maintain contact with the consumer to make sure they are making the most of their purchase and to address any potential problems. You should use this opportunity to offer additional products by:

  • demonstrating how your goods are better together.
  • showcasing improved package features
  • describing the latest adjustments, you are making to your goods and services.

Keep the dialogue going so that you are the first company the consumer thinks of if they decide they need more in the future.

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