Top Five B2B Marketing Frameworks/Playbooks for Professional Services Firms

The most common challenges that B2B professional services firms face when it comes to business development are: generating high-quality traffic and leads, justifying the ROI of marketing activities, and securing enough budget. Unfortunately, this leads to the inconsistent growth of B2B firms. The major reason behind this is a scattered and non-standardized marketing strategy.?

Most B2B businesses think they have the right business tools and resources to advertise their products and/or service. However, if they did, they would have already solved the issues faced by the majority of B2B firms in regards to business development.?

Deloitte's 2020 CMO Survey found B2B (product-focused) companies attribute roughly 9.4% of the overall budget to marketing efforts, while B2B (services-focused) companies attribute 11.4%. Before you invest in marketing, it is good to know what works and how to do it systematically.

What is a B2B Marketing Framework?

A B2B marketing framework or business playbook allows a professional services firm to follow a systematic approach and use research to make data-driven decisions about marketing campaigns. This approach then allows you to? back up the marketing tactics to your leadership team. In this post, we will look at the top five B2B marketing frameworks you need to scale the growth of your organization.??

1. B2B Professional Services Sales and Marketing Campaigns

This framework allows a B2B professional firm to build a marketing strategy from scratch, and? helps you create a sales playbook for your firm. A sales playbook will help your B2B sales team understand potential clients, handle objections, achieve the right positioning and messaging, and manage different sales cycle stages. The framework contains a combination of playbooks that provide ready-to-go tools to solve issues relevant to your firm. You will get the following solutions:

• Sales Playbook?
• Journey Mapping?
• 7 Ps of Marketing??
• LinkedIn Campaign Planning?
• Marketing Campaign Planning?

2. Complete B2B Target Market Guide

A B2B firm needs to understand its target audience and efficiently single them out. Ideal Customer Profile (ICP) and Business Persona are the two methods used to find the ideal target audience. A complete B2B target market guide includes the following Playbooks and Point Solutions:

• Market segmentation?
• Target personas
• Sales segmentation
• Competitive assessment?
• B2B buyers and The Value Matrix?
• High-level industry framework strategies???????????
• Perceptual Maps

Marketing segmentation provides you with the framework to understand how to carry out market segmentation, targeting, and positioning for your Professional Services firm. Similarly, each playbook and point solution is packed with insights, examples, and actionable strategies to help grow your professional services firm.

3. B2B Positioning and Messaging

It is very important for a B2B firm to understand why a client would want to buy? its products and services. This B2B positioning and messaging playbook provide you with the following set of solutions:?

• Value Proposition Framework?
• Developing Client Personas?
• 7 Ps of Marketing??????
• Brand Archetype?
• Competitive Assessment

4. Competitive Analysis?

Competitive analysis is the process of assessing your competitors within your market to evaluate your strengths and weaknesses. It provides you with distinct advantages and insights into the barriers that can prevent competition from entering your market. This playbook provides you with examples and business strategy templates to create your own competitive assessment by completing the details. You can use this framework to create a customized competitive analysis.???

5. Ultimate Guide to B2B Content Management

This B2B marketing framework provides you with the guidelines to create a content strategy for your B2B marketing campaign. This business playbook is for B2B professional services firms that want to establish consistent and effective messaging in their content.??

?It includes five Playbooks and Point Solutions:

• Editorial Guidelines: it helps your content writers develop blogs and articles that strike the right tone and message with your target clients. It helps establish a consistent style for your firm.?
• Content Repurposing: this helps you take one type of content and rework it to create something new and unique.
• Content Idea Generation: effective content creation planning helps you to create compelling, solution-orientated content that is optimized for SEO
• Content Planning: The purpose of content planning is to ensure brand consistency and tone across your marketing.????

These are the five top marketing frameworks/playbooks B2B firms can use to scale their business operations.