Power of Personalisation in B2B Marketing

Last Updated: 

March 21, 2023

In a world where consumers are bombarded with marketing messages from companies large and small, it’s more important than ever for businesses to find ways to cut through the noise and reach their target audiences. One way to do this is through personalisation, and B2B marketing is no exception.

Personalisation can take many forms, but at its core, it is about tailoring your marketing messages and communications to the specific needs and interests of your target audience to differentiate your products, services, and brand from the competition. This could mean using data to serve up relevant ads or content, customising your website experience for different visitors, or sending targeted emails or direct mail based on someone’s purchase history.

Personalisation can make a huge difference in how customers perceive and interact with a brand. When done well, personalisation can be a key ingredient in effective B2B marketing campaigns, as it’s highly effective in driving conversions and boosting customer loyalty. In fact, a recent Epsilon research indicates 80% of consumers are more likely to make a purchase when brands offer personalised experiences.

If you’re not personalising your marketing efforts, now is the time to start. Here are a few tips to get you started:

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Collect and Leverage Data

To personalise your marketing, you need data. This could be data you’ve collected yourself through surveys or customer interactions, or data from third-party sources.

Look for data points that will help you better understand your target audience and segment them accordingly. By analysing customer data, you can gain insights into the behaviours, interests, and preferences of your target audience, which will help you deliver more relevant content and offers that are more likely to resonate with them.

Segment Your Audience

The more you know about your target audience, the better you can personalise your marketing efforts. Start by segmenting your audience by demographics, interests, and other factors that will help you better understand who you’re trying to reach.

This will enable you to create more targeted campaigns with specific messages and offers tailored to each segment and drive sales-ready B2B leads generation.

For example, if you sell products or services to both small businesses and enterprise organisations, you’ll need to create separate marketing campaigns that speak to the specific needs of each.

Consider the Customer Journey

Personalisation isn’t just about tailoring your marketing messages; it’s also about delivering a personalised customer experience at every touchpoint. To do this, you need to understand the customer journey and what type of personalised communications would be most appropriate at each stage.

This could include everything from your website and social media presence to your sales and customer service teams. Every interaction should be an opportunity to deliver a more personalised experience that meets the needs of your target audience. For example, someone who is just starting their research may appreciate educational content, while someone who is ready to buy may be more interested in special offers or product recommendations.

By understanding the customer journey, you can identify opportunities to insert personalisation and create a more seamless, integrated experience for your customers.

Embrace Technology

With the help of technology, personalisation has come a long way in recent years. There are a number of personalisation tools and technologies available that can help you automate and scale your efforts. From marketing automation software to data management platforms, there are plenty of options to choose from.

Artificial intelligence (AI) and automation can be used to collect and analyse customer data, segment audiences, and deliver targeted content and offers based on someone’s purchase history or web browsing behaviour in real time.

For example, you can use AI to analyse customer data and identify trends that can be used to segment your audience or trigger automated marketing messages based on customer behaviour. You can also use AI to personalise the content on your website or serve up targeted ads to different visitors.

This can save you time while ensuring that each message is tailored to the recipient’s interests and needs. By using AI and automation, you can scale personalization and deliver a more consistent, relevant experience to your target audience.

However, bear in mind that you have to select the tools that make the most sense for your business and budget, and that will allow you to implement personalisation at scale.

Test & Refine

As with any marketing initiative, personalisation should be tested and refined over time to ensure it’s meeting your goals. Try different tactics and approaches and track the results to see what’s working and what’s not.

Don’t be afraid to experiment, and be prepared to make changes along the way. This will help you optimise your efforts and ensure that your messages are as effective as possible.


Personalisation is no longer a nice-to-have; it’s a must for any business that wants to stay competitive in today’s market. By collecting and leveraging data, segmenting your audience, and using AI and automation, you can deliver a more personalised experience that drives more conversions, helps you stand out from the competition, and builds customer loyalty.

Keep in mind that personalisation is an iterative process, meaning that there is no one-size-fits-all solution. As such, it’s important to keep testing and refining your campaigns. Try different tactics and measure results to see what works best for your audience. The goal is to find what works best for your business and your target audience. Good luck!

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