1. B2B Buying Habits Have Changed

B2B buyers have changed their purchasing experience preferences. Now, they demand these experiences to minimize the direct interaction with brands and instead maximize their need for digital channels for information.

Here are a few examples of tactics to use to ensure that your content is reflective of the needs of your buyers:

  • Survey existing costumes
  • Perform an audit
  • Download sales team insights
  • Seek out third-party validation
  • Tailor content to specific audiences 

2. Analytics Make It Possible To Better Understand Your Target Customer

Data analytics is a great tool that provides insight into your target customer’s needs and behaviors. Creating content that drives your audience for a website is crucial to gathering the information needed to learn more about your customer.

To gain the most beneficial insights from your content, follow these steps:

  1. Set a consistent publishing schedule
  2. Make your content cohesive
  3. Learn from the analytics and apply them to new content

3. B2B Buyers Use Large And Diverse Teams

B2B buyers use increasingly large groups to make decisions. Typically these groups consist of six to ten decision-makers, making it more challenging to have your content resonate with everyone in the group. Some tips to help improve your content’s chances include:

  • Developing content that is different for each decision maker
  • Develop a complete and balanced mix of content that will focus on each buying stage
  • Target different learning styles
  • Enhance your content’s visibility by making it available wherever buyers may go for information

4. Startups Are Building Recognized Brands - Fast

Many startups struggle with brand recognition in their early stages of development. Although this can be the case, content marketing is beginning to fuel these startups by making their brand name more and more recognizable. Here are a few ways to help grow your brand awareness through content marketing:

  • Utilize third-party outlets
  • Engage influencers
  • Collaborate with partners
  • Gate content intentionally


Read more about B2B Content Marketing at entrepreneur.com

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Tom Foerstel : Founder & President

Tom Foerstel

Founder & President

Growing up in the San Francisco Bay Area in the 60’s, Tom developed a strong desire to create positive change for people and planet.

He went on to pursue his passion for art and design at Art Center College of Design in Pasadena, California, and worked for design firms in Southern California before moving to Boise, Idaho in the early 80’s. Foerstel Design opened its doors in 1985. Since its inception, the firm has cultivated a bold, happy, forward-looking team focussed on creating distinct and effective work on behalf of their clients.

An integral part of Tom’s philosophy is giving back to the community in which he lives — a company cornerstone that drives Foerstel’s long history of providing pro-bono services to local non-profit humanitarian and arts programs.

One of Tom’s proudest personal achievements is his ability to say Supercalifragilisticexpyalidocious backwards.