B2B Marketing: Choosing The Right Promotional Mix


No matter what your product or service is, you need to market it to potential customers to generate sales. When it comes to B2B marketing, there are many promotional options available, each with its own set of pros and cons. So, which one is right for you? And how to use them all together effectively? 

In this blog post, we’ll explore the various types of B2B marketing promotions and help you decide which ones are best suited for your business.

Marketing to B2B: A Quick Overview

Before we dive into the promotional mix, let’s first take a quick look at what B2B marketing is and why it’s so important.

B2B or business-to-business marketing is the promotion of products or services to other businesses or organizations. It is distinct from business-to-consumer (B2C) marketing, which deals with the promotion of goods and services to individual consumers.

B2B marketing allows you to target a specific audience with your message. By promoting your product or service to businesses, you can reach decision-makers who are more likely to be interested in what you have to offer.

Another advantage of B2B marketing is that it can help you build long-term relationships with your customers. When you market to other businesses, you have the opportunity to establish yourself as a trusted partner or supplier. This can lead to repeat business and a loyal customer base.

Elements of the Promotional Mix

The promotional mix means a combination of different types of marketing communications to promote your product or service. It includes direct marketing, advertising, sales promotion, sponsorship, and more. 

However, not all of them will be effective in B2B marketing. The types you should focus your attention on are.

  • Advertising
  • Public relations
  • Sales promotion
  • Personal selling

Each of these elements can be used to promote your product or service to businesses in different ways. Let’s take a look at each one in turn.

Advertising is any paid form of non-personal promotion, typically through the use of mass media such as television, radio, magazines, and, recently, the internet. It allows you to reach a large audience with your message and can be very effective in raising brand awareness.

Actionable tips:

  • Use headlines and visuals that grab attention and convey a clear message.
  • Write copy that is clear, concise, and benefits-focused.
  • Use a call-to-action that encourages the reader to take the next step.
  • Test different ad formats, placements, and messages to see what works best.

Public relations involve generating media coverage for your business. This can be done through news releases and press conferences. Publicity is a great way to generate interest in your business and can be very cost-effective.

Actionable tips:

  • Write newsworthy press releases that will interest the media.
  • Plan public events that will generate attention for your business.
  • Build relationships with reporters and editors who cover your industry.

Sales promotion is any short-term incentive that is designed to increase sales of your product or service. Common sales promotions include discounts, coupons, and freebies. Sales promotions are a great way to boost sales in the short term, but they should be used carefully so as not to devalue your product or brand.

Actionable tips:

  • Offer discounts and coupons that provide value to the customer.
  • Make sure your sales promotion is in line with your brand image.
  • Use social media and other channels to reach larger audiences.

Personal selling is the process of promoting and selling products or services through face-to-face interactions with potential customers. It is one of the most direct and effective ways to market your product or service. Personal selling allows you to build relationships with potential customers and get feedback on your product or service.

Actionable tips:

  • Train your sales team on your product or service and your sales process.
  • Teach them how to build relationships with potential customers.
  • Give them the tools they need to be successful, including leads and resources.

Now that we’ve seen an overview of the different types of promotional strategies available, let’s find out how to choose the right combination for your business.

Choosing The Right Promotional Mix

There is no one-size-fits-all solution when it comes to compiling a promotional mix. The right set of tactics for your business will depend on several factors, including your budget, your product, your target market, and your objectives.

Target Audience

The first step is to identify your target audience. Who are you trying to reach with your promotional mix? Consider their needs, wants, and pain points. Once you have a good understanding of your client profile, you can start to think about which promotional tactics will be most effective in reaching them.


What are your objectives for using a promotional mix? Are you looking to increase brand awareness, generate leads, or drive sales? Your answer will help determine which types of promotion will be most effective. For example, if you’re focusing on top-notch brand strategies, then advertising might be a good option. If you’re looking to generate leads, then personal selling or sales promotion might be more effective.


Your budget will also play a role in choosing the right promotional mix. Some tactics, like personal selling and advertising, can be expensive, while others, like public relations and sales promotion, can be more cost-effective. Consider your budget when selecting your promotional mix so that you don’t overspend on tactics that won’t produce the results you want.

Type of Product or Service

The type of product or service you’re selling will also affect your choice of the promotional mix. For example, if you’re introducing a new and innovative product, then advertising might be a good option to generate interest. If you’re promoting a more established product, then personal selling might be more effective.

B2B Marketing Trends

In the world of B2B marketing, trends come and go. What’s hot today might be old news tomorrow. That’s why it’s important to stay up-to-date on the latest trends so that you can adjust your promotional mix accordingly. Some of the latest trends in B2B marketing include account-based marketing, content marketing, and lead nurturing.

Account-Based Marketing

Account-based marketing is a targeted approach to marketing that focuses on specific accounts rather than individual leads. This type of marketing can be especially effective in B2B, where the sales cycle is longer and the decision-makers are usually a team. It involves tailoring your marketing message and strategy to the specific needs of the target account. 

If necessary, you can automate most of the tasks with special software:

  • Research and buy an ABM platform
  • Install a couple of plugins for your CRM
  • Use AI tools to create client profiles

Content Marketing

Content marketing is another popular trend in B2B marketing. This type of promotion is all about creating and distributing valuable, relevant, and consistent content to attract and retain a clearly defined audience.

In the world of B2B marketing, this often takes the form of blog posts, ebooks, infographics, and product videos

To make sure you create top-notch content, pay extra attention to the tools you use:

  • Choose proper video editing software
  • Get a hang of photo-making tools
  • Install a couple of spell-checking apps

Lead Nurturing

Lead nurturing is the process of developing relationships with prospects, even if they are not yet ready to buy. By staying in touch with your leads and providing them with valuable information, you can build trust and credibility. When they are ready to buy, they’ll think of your company first. And, this can eventually lead to a sale. 

Nowadays, you can find plenty of tools to make this process easier:

  • Use a CRM system to automate your lead nurturing
  • Install a plugin to score your leads
  • Set up automation rules in your email marketing software

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Summing Up

When you’re trying to choose the right promotional mix for your business, every factor must be considered. Your target audience and budget should dictate what type of product or service you offer as well so make sure these things line up with one another before going into any agreement. 

Don’t forget that any new tactics should align with B2B trends in mind, so they don’t run counter-productive or stale quickly. Nobody wants an unchanging campaign strategy just like old news.