How to Conquer the 10 Hurdles to Successful B2B Marketing Strategies

Posted by Wendy Marx

How to Conquer the 10 Hurdles to Successful B2B Marketing Strategies

(Editor's note: This post was updated on September 3, 2018)

A lot has changed in the realm of B2B marketing strategies over the past few years. New technologies have entered the market. Executives have new demands on marketers. How can you not only keep up, but pass these hurdles with flying colors?

Top Marketing Challenges -- Hubspot State of Inbound 2017-1

Let’s talk about that.

As reports, such as Hubspot's State of Inbound, come to light, they give us vital information on how to improve our marketing and PR strategy. It is particularly helpful to know what challenges are rearing up so you can be prepared to meet them like a pro.

These complications cover a wide swath of B2B marketing and PR. We're going to look at such areas as lead generation, PR metrics, technology, and more.

Let’s examine the top 10 challenges, and the solutions you need to advance n your B2B marketing strategy and B2B PR tactics. 

10 Hurdles That Today’s B2B Marketing Strategies Face

1. Generating Traffic and Leads

Hurdles to Successful B2B Marketing Strategies

The Hurdle: This overwhelmingly polled as the #1 challenge facing marketers in Hubspot’s State of Inbound report. What makes this such a hurdle? Marketers today face more content overload than ever before, and the competition is fierce to create content that gets people back to your site.

The Solution: Marketers need to focus more on the quality of their content and the types of content formats they use.

Actively participate in your content creation. Look at your competitors to get a clear idea of what content is popular, and pour your efforts into creating similar but better content. To keep your content up to par with today’s bursting marketing scene, utilize tools that will get you results -- such as Canva to create visual content, or Grammarly to ensure your written content is grammatically correct.

High quality content could also mean more long-form content. Do you have an ebook? A white paper? A long-form blog post of 1600 words or more that gets into the nitty gritty of an industry issue? If you don’t, now’s the time! Such content can attract more traffic, and turn that traffic into leads. Studies show that long form content (of 2,000-3,000 words) consistently receives more shares on social media, and more organic traffic than its short-form counterpart.

Browse social media to see what kinds of content your audience most often shares and comments on. Infographics? Videos? Case studies? Approach this with an open mind, and truly get to know what interests your audience. 

2. Proving the ROI of Your Marketing Activities

The Hurdle: Even with the analytics tools on the market today, proving the worth of every campaign or piece of content remains a top barrier for marketers. To many, the time it takes to monitor and prove the effectiveness of every channel, campaign, and piece of content can seem like a monumental task.

For others, the variables that affect a purchase -- from the number of decision makers at a given company to economic trends -- are numerous. How do you keep track of everything? And with so many avenues available to measure ROI, how do you know what is the right fit for your company and goals?

The Solution: First of all, keep it simple. Stick to avenues that will be easy for you to measure and prove ROI. This could include social interactions, brand mentions, and bounce rate. Choose what metrics are most important to your company, and then choose an analytics tool that will put this data at your fingertips.

For example, you can create special links, using such tools as, to see what campaigns and networks are getting you results. You might also use a solution like Marketo or Kapost to get a wider view of your B2B content marketing strategy and its impact.

3. Securing Enough Budget

Hurdles to Successful B2B Marketing Strategies (1)

The Hurdle: Marketers often face the challenge of tight-fisted execs who are scaling back budgets across the board. Meanwhile, startups and small businesses may not have the extra money to invest in a higher marketing budget. 

The Solution: Hubspot’s State of Inbound report revealed that 37% of companies have increased their marketing budget from the past year. This is evidence that when executives see positive results from inbound marketing, they respond. As long as you can show a proven ROI for your B2B content marketing strategy, it's likely your budget needs will be met. 

If you are a startup or small business without the financial reach of larger organizations, focus on cost-friendly or free alternatives to amplify your brand’s message, including social media and blogging. Use employee advocacy programs that encourage your very own employees to be effective brand ambassadors. 

4. Identifying the Right Technologies

The Hurdle: Analytics, collaboration, automation...finding the right tool for each of these can be like finding a needle in a haystack. New marketing technologies feel like they’re popping up all the time. And with so many features and high price tags, the choices are complex and overwhelming for many.

 It can be difficult to find all the answers to your questions, and make an informed decision.

The Solution: Start by narrowing down what your priorities are. What specific tasks do you need the technology to do? Then talk to trusted sources to get the low-down on what tools fit those needs. One easy way is to reach out on social media for advice. 

5. Targeting the Right Audience

The Hurdle: How do you reach your target audience? Defining who the decision makers are within a company and honing in them is one of the major challenges of B2B marketing strategies. 

With so many budding networks, where can you find your audience? What social networks are they on?

Social Media Channels Used for Professional Purposes and B2B Marketing Strategies -- Hubspot State of Inbound-1.png

The Solution: If you want to target a B2B audience, you need to focus on thought leadership material. If B2B buyers recognize your brand, and come to think of you as a leading and trustworthy authority in your industry, you will naturally float to the top of their list when they are serious about buying.

Create content that supports thought leadership at all stages of the buyer’s journey. This will range from how-to blog posts and videos to more in-depth and comprehensive case studies, eBooks, and white papers.

The right channel is also an important component to targeting your audience.

Find out where your B2B buyers live online. According to Hubspot's State of Inbound report, when asked what networks they used most for professional purposes, 84% answered LinkedIn, followed by 77% who used Facebook, and 71% who used Twitter. Are your content and campaigns available on these networks?

6. Having Analytics In Place

The Hurdle: Many companies that use B2B PR and marketing don't see the importance of PR metrics in their strategies. But analytics is important to both your marketing and PR strategy. It is what helps you to readjust your strategies to keep you on course toward your goals.

The Solution: Set specific goals that you would like to reach with each marketing and PR campaign. Make these number-centric, such as X number of website visitors, X number of likes, X bounce rate. If you later find that these goals were unrealistic, you can then readjust them as you see fit.

Then find an analytics program that fits your needs. This could be a free program like Google Analytics, or a more in-depth and comprehensive paid service like Cision or Kissmetrics.

Once you have your web analytics program set up, you'll find it a lot easier to see how you're doing, adjust as the need arises, and prove the success of your program to the executives of your company.

7. Hiring Top Talent

The Hurdle: With more and more companies switching to an inbound marketing strategy, competition is high to find the right talent. Add to this challenge that the pool of eligible candidates with the right skill set is relatively small, and you begin to understand why this is such a challenge.

Hurdles to Successful B2B Marketing Strategies (2)

The Solution: Many companies approach hiring too broadly. Instead, before you can find the “right” candidate, narrow down what your marketing goals are. Would you like to beef up your SEO? How about social media marketing? Content marketing? Once you land on the specific goals you would like to reach, focus on what specific duties and skills you need.

Cast your net wide by posting your needs on a variety of job seeking platforms, including Indeed, LinkedIn, Monster, and more.

Keep informed as to what desirable candidates are after. For example, a recent study showed that 72% of job candidates are looking for positions with an opportunity for growth, while 47% are looking for a good work-life balance. To attract the top talent, highlight these as part of your job description.

8. Leveraging Influencer Marketing Effectively

The Hurdle: Influencer marketing has  grown in the past few years, becoming one of the most effective strategies in the B2B marketing world. Yet, people are still treating influencers like a secondhand tactic. In order to use the full potential of influencer marketing, marketers need to learn how to engage influencers, and what to expect.

The Solution: Marketing departments need to create a team just for the management and nurturing of influencer relationships. Such a team helps to coordinate the use of influencers across departments, and creates a more efficient and effective use of influencers.

Secondly, companies need to define what influencers will be most effective for their industry. It’s not a one-size-fits-all kind of marketing strategy. Find out what networks your audience frequents, and who your audience follows and engages with on those networks. After some observation, you can approach an influencer about working with you in an upcoming program.

9. Managing Your Website

Hurdles to Successful B2B Marketing Strategies (3)

The Hurdle: Your website is the gateway to your brand -- its performance impacts many aspects of your business. Your website works nonstop to attract people to your brand, convert them into leads, and keep customers happy. But the challenge lies in making your website stand out among the zillions of other websites that are vying for people’s attention.

The Solution: If you are a small company, it may be easiest to hire experienced freelancers who can handle the bulk of this work for you.

You must first know what areas of your website need work. Does it have a slow load time? Does it appear in organic search results? Once you pinpoint the problem areas of your website, you’ll be better able to move forward. Create specific, attainable goals for your website. For instance, you might want your website to:

  • Be optimized for mobile
  • Run smoothly
  • Be optimized for organic search
  • Have a modern and intuitive design
  • Feature a variety of content
  • Engage enough to keep people on it 

10. Producing Sales-Qualified Leads

The Hurdle: For years now, there has been a  disconnect between how marketing teams and sales teams define a qualified lead. One survey reported that 61% of marketers across different industries found generating quality leads to be a top challenge. How do marketing teams hand over the right leads to their sales department?

The Solution: There needs to be a middle ground between these two departments. This is where lead nurturing comes into play. With emails and other marketing and PR tactics, your team can build a relationship with a prospect until that prospect becomes a qualified lead.

There are a few different ways that you can generate high quality leads. Perhaps you just need an attractive offer, like a survey, eBook, or white paper to draw the attention of potential leads. You might also need to create a PR metrics program that helps you to see what strategies need to be adjusted for better results.

Investigate your marketing and PR strategies to see where potential holes may be, and fasten them up to make sure your lead generation strategy gets the attention it needs.

In review...

Hurdles to Successful B2B Marketing (4)

As B2B marketing strategies change from year to year, so do the various challenges that marketers confront. Stay on top of the marketing challenges for this year, and stay ahead of your competition. 

Click here to get the free ebook: 30 Proven Tips and Tactics to Get New Leads.

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Wendy Marx

Wendy Marx is the founder and president of Marx Communications, a boutique inbound marketing and public relations agency. An award-winning B2B public relations pro, she has helped many small- & medium-sized firms (SMBs) become well-known industry brands and transform their businesses, going from Anonymity to Industry Icon™.

Her business articles have appeared in The New York Times, InformationWeek, Inc., Advertising Age, & Fast Company, among other outlets. 

View all posts by Wendy Marx