The best sales channel for real-life B2B companies is word of mouth referrals. For B2B SEO this is replaced by online reviews and customer testimonials. We provide the tools for our clients to gather these reviews from their customers and get them added to the relevant review sites.
Another significant difference from standard B2C digital marketing is the need for multiple touch points for B2B companies. To help with this, lead generation has to be built into every landing page, and marketing automation must be built to handle onboarding new leads.