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follow-up\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>\u003Cstrong>Data, Technology and Measuring Marketing Contribution\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cul>\n\u003Cli>The marketing technology stack: CRM, marketing automation and analytics\u003C\u002Fli>\n\u003Cli>First-party data, consent and data protection obligations\u003C\u002Fli>\n\u003Cli>Metrics that matter: pipeline contribution, conversion rates, deal velocity and customer lifetime value\u003C\u002Fli>\n\u003Cli>Attribution approaches and their limitations\u003C\u002Fli>\n\u003Cli>Reporting marketing performance to senior management\u003C\u002Fli>\n\u003Cli>Action plan: a 90-day B2B marketing improvement plan\u003C\u002Fli>\n\u003C\u002Ful>","\u003Cp>By the end of this programme, participants will be able to:\u003C\u002Fp>\n\u003Cul>\n\u003Cli>Explain how B2B buying groups make decisions and map the roles, needs and objections in a target account\u003C\u002Fli>\n\u003Cli>Define priority segments and an ideal customer profile using firmographic, behavioural and intent data\u003C\u002Fli>\n\u003Cli>Write a value proposition and positioning statement that addresses buyer problems rather than product features\u003C\u002Fli>\n\u003Cli>Build a B2B marketing plan that balances brand building and demand generation\u003C\u002Fli>\n\u003Cli>Design a content plan mapped to each stage of the buying journey\u003C\u002Fli>\n\u003Cli>Select and plan digital channels, including search, LinkedIn, email, webinars and the company website\u003C\u002Fli>\n\u003Cli>Design an account-based marketing programme for a list of priority accounts\u003C\u002Fli>\n\u003Cli>Agree lead and opportunity definitions and a service level agreement with sales\u003C\u002Fli>\n\u003Cli>Use marketing automation and CRM data responsibly, respecting consent and data protection rules\u003C\u002Fli>\n\u003Cli>Build a dashboard that links marketing activity to pipeline, revenue and customer retention\u003C\u002Fli>\n\u003C\u002Ful>","\u003Cul>\n\u003Cli>\u003Cstrong>Marketing professionals:\u003C\u002Fstrong> B2B marketing managers, marketing executives and campaign managers\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Digital specialists:\u003C\u002Fstrong> digital marketing, content and marketing operations staff\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Communications staff:\u003C\u002Fstrong> corporate communications and brand managers in B2B organisations\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Sales and business development staff:\u003C\u002Fstrong> business development managers, key account managers and sales operations staff\u003C\u002Fli>\n\u003Cli>\u003Cstrong>Product and service managers\u003C\u002Fstrong> responsible for bringing offers to business and government clients\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp>Participants should have practical experience in marketing, communications or business development and a basic understanding of digital marketing. The programme is not designed as an exam preparation course for any professional certification.\u003C\u002Fp>","\u003Cul>\n\u003Cli>B2B buying group analysis\u003C\u002Fli>\n\u003Cli>Segmentation and ideal customer profile definition\u003C\u002Fli>\n\u003Cli>B2B value proposition and positioning\u003C\u002Fli>\n\u003Cli>Content strategy for the buying journey\u003C\u002Fli>\n\u003Cli>Digital channel planning for B2B markets\u003C\u002Fli>\n\u003Cli>Demand generation and lead nurturing\u003C\u002Fli>\n\u003Cli>Account-based marketing planning\u003C\u002Fli>\n\u003Cli>Marketing and sales alignment\u003C\u002Fli>\n\u003Cli>Marketing performance measurement and reporting\u003C\u002Fli>\n\u003C\u002Ful>","\u003Cp>B2B buyers now complete much of their research before they speak to a supplier, and decisions are taken by groups rather than individuals. Marketing that still relies on brochures, exhibitions and generic campaigns loses visibility early. This programme helps B2B marketers build a strategy and a digital approach that reach buying groups, generate qualified demand and support sales.\u003C\u002Fp>","\u003Cp>Many B2B marketing teams are busy but not effective. Activity is measured in posts, events and leads, while sales teams complain that leads are poor and leadership cannot see the link between marketing spend and revenue. Common causes are a weak definition of the target customer, messages written around products instead of buyer problems, digital channels added without a plan, and no shared agreement with sales on what a qualified opportunity is.\u003C\u002Fp>\n\u003Cp>This programme treats B2B marketing as a strategic and commercial discipline. It moves through five stages: understanding how organisations buy, defining segments, the ideal customer profile and positioning, designing content and digital channels around the buying journey, running demand generation and account-based marketing with sales, and measuring what marketing contributes to pipeline and revenue.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Built on recognised practice.\u003C\u002Fstrong> The programme references established marketing concepts such as segmentation, targeting and positioning, buying centre and buying group analysis, jobs to be done, the marketing and sales funnel and account-based marketing. It also covers marketing technology practice, first-party data and consent under data protection laws such as the GDPR and the personal data protection laws now in force in several GCC countries. Participants learn how to apply these ideas to their own markets.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>Decisions this programme improves.\u003C\u002Fstrong> Which segments and accounts to prioritise; what value proposition to lead with for each buying role; how to divide budget between brand building and demand generation; which digital channels and content formats deserve investment; when account-based marketing is worth the effort; and which metrics to report to leadership.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>How it is delivered.\u003C\u002Fstrong> Twenty hours across five sessions, built around one running case: an industrial services company that wants to grow with government and large corporate clients. Participants build an ideal customer profile, map a buying group, plan a content and channel mix, design an account-based campaign and prepare a marketing performance dashboard.\u003C\u002Fp>\n\u003Cp>\u003Cstrong>In-house option.\u003C\u002Fstrong> For organisations, the programme can be tailored to your own markets, offers, CRM and marketing automation tools, and delivered to marketing and sales teams together so that both work from the same targets and definitions.\u003C\u002Fp>","Training Program","Basic to Intermediate","mdi-comment",[320],{"id":321,"schedule_slug":322,"start_date":323,"end_date":324,"price":325,"city_id":254,"days":288,"city_name":326},700117,"b2b-marketing-strategy-and-digitalization-in-istanbul","2027-01-04","2027-01-08","4500.00","Istanbul",[328,336,344,350,354,362,366,370],{"id":329,"schedule_slug":330,"start_date":331,"end_date":332,"price":333,"city_id":334,"days":288,"city_name":335},701019,"b2b-marketing-strategy-and-digitalization-in-london","2027-02-01","2027-02-05","5900.00",4,"London",{"id":337,"schedule_slug":338,"start_date":339,"end_date":340,"price":341,"city_id":342,"days":288,"city_name":343},701894,"b2b-marketing-strategy-and-digitalization-in-live-online","2027-03-15","2027-03-19","2900.00",19,"Live Online",{"id":345,"schedule_slug":346,"start_date":347,"end_date":348,"price":325,"city_id":33,"days":288,"city_name":349},703705,"b2b-marketing-strategy-and-digitalization-in-dubai","2027-05-17","2027-05-21","Dubai",{"id":351,"schedule_slug":330,"start_date":352,"end_date":353,"price":333,"city_id":334,"days":288,"city_name":335},705425,"2027-06-28","2027-07-02",{"id":355,"schedule_slug":356,"start_date":357,"end_date":358,"price":359,"city_id":360,"days":288,"city_name":361},707158,"b2b-marketing-strategy-and-digitalization-in-cairo","2027-08-15","2027-08-19","4000.00",11,"Cairo",{"id":363,"schedule_slug":346,"start_date":364,"end_date":365,"price":325,"city_id":33,"days":288,"city_name":349},708437,"2027-09-20","2027-09-24",{"id":367,"schedule_slug":368,"start_date":364,"end_date":365,"price":325,"city_id":259,"days":288,"city_name":369},708493,"b2b-marketing-strategy-and-digitalization-in-kuala-lumpur","Kuala Lumpur",{"id":371,"schedule_slug":372,"start_date":373,"end_date":374,"price":375,"city_id":376,"days":288,"city_name":377},708841,"b2b-marketing-strategy-and-digitalization-in-riyadh","2027-10-03","2027-10-07","5500.00",33,"Riyadh",{"id":254,"city_name":326,"city_slug":379,"country_id":254,"country_name":380,"country_continent":381,"country_continents":382,"featured":33,"price":383,"main_image_alt":380,"detail_image_alt":249,"image_icon":249,"title":249,"h1_tag":384,"content":385,"description":386,"what_to_do":387,"cover":424},"istanbul","Turkey","Europe",[381],4500,"Training courses in Istanbul, Turkey","\u003Cp dir=\"ltr\" style=\"text-align: left;\">Train in Istanbul with access to Elite Academy’s full portfolio of professional programs. In a city known as a major international business crossroads connecting Europe, the Middle East and Asia, organizations and professionals can join upcoming courses or request any program to be arranged locally.\u003C\u002Fp>","\u003Cp dir=\"ltr\" style=\"text-align: left;\">Professional training in Istanbul is not limited to a specific group of subjects. Elite Academy makes its complete portfolio available in the city across management, business, technical and industry-focused disciplines. With a major international business crossroads connecting Europe, the Middle East and Asia, Istanbul provides an effective setting for international learning. Use the schedule below to view courses already planned for the destination, or contact our team to request another program and preferred dates in Istanbul, subject to scheduling and delivery requirements.\u003C\u002Fp>",{"food":388,"places":397,"shopping":406,"experience":415},{"items":389,"title":396},[390,392,394],{"text":391},"Hafız Mustafa 1864",{"text":393},"Karaköy Güllüoğlu",{"text":395},"Pandeli","Dining",{"items":398,"title":405},[399,401,403],{"text":400},"Hagia Sophia",{"text":402},"Topkapı Palace",{"text":404},"Basilica Cistern","Landmarks",{"items":407,"title":414},[408,410,412],{"text":409},"Grand Bazaar",{"text":411},"Spice Bazaar",{"text":413},"İstinye Park","Shopping",{"items":416,"title":423},[417,419,421],{"text":418},"Bosphorus cruise",{"text":420},"Çemberlitaş Hamamı",{"text":422},"Galata Tower","Experience","https:\u002F\u002Feliteacademy.eu\u002Fstorage\u002Fmedia\u002F1281\u002Fconversions\u002Fu1oGShOs26d6sbv9Pp8nGeCTU8EWSwxQWWJiByAI-website.webp",{"image_url":286,"image_alt":426,"alt_text":286,"meta_title":427,"meta_description":428,"canonical_url":286,"schema_json":286,"include_in_sitemap":429,"robots_index":429,"robots_follow":429,"robots_advanced":286,"og_title":285,"og_description":428,"og_url":286,"twitter_card":430},"SeoMetadata image","B2B Marketing Strategy and Digitalization | Elite Academy","B2B buyers now complete much of their research before they speak to a supplier, and decisions are taken by groups rather than individuals.",false,"summary",[],[433,444,457],{"id":434,"name":435,"name_2":286,"slug":436,"schedule_slug":437,"start_date":438,"end_date":439,"days":288,"hours":289,"city_id":334,"city_name":335,"price":440,"country_name":441,"continent_name":249,"continent_names":442,"program_level":317,"program_type":316,"short_details":443,"featured":249,"upcoming":249,"relevance_score":249},610337,"Sales and Marketing Financial Planning and Modelling","sales-and-marketing-financial-planning-and-modelling","sales-and-marketing-financial-planning-and-modelling-in-london","2026-11-15","2026-11-19",5900,"United Kingdom",[],"\u003Cp>Sales and marketing budgets are often set by last year's figure plus a percentage, and forecasts are defended by opinion rather than evidence. This programme gives commercial and finance professionals practical methods to build sales forecasts, plan and allocate sales and marketing spend, model the return on commercial decisions and explain the numbers to senior management.\u003C\u002Fp>",{"id":445,"name":446,"name_2":286,"slug":447,"schedule_slug":448,"start_date":449,"end_date":450,"days":288,"hours":289,"city_id":451,"city_name":452,"price":453,"country_name":454,"continent_name":249,"continent_names":455,"program_level":317,"program_type":316,"short_details":456,"featured":249,"upcoming":249,"relevance_score":249},610577,"Strategic Marketing Management","strategic-marketing-management","strategic-marketing-management-in-casablanca","2026-11-22","2026-11-26",23,"Casablanca",4300,"Morocco",[],"\u003Cp>\u003Cspan style=\"font-weight: 400;\">This advanced-level course aims to equip participants with a deep understanding of marketing and communication strategies to drive business success and deliver exceptional results.\u003C\u002Fspan>\u003C\u002Fp>",{"id":458,"name":459,"name_2":286,"slug":460,"schedule_slug":461,"start_date":462,"end_date":463,"days":288,"hours":289,"city_id":342,"city_name":343,"price":464,"country_name":465,"continent_name":249,"continent_names":466,"program_level":317,"program_type":316,"short_details":467,"featured":249,"upcoming":249,"relevance_score":249},610858,"Strategies for Effective Exhibition Participation","strategies-for-effective-exhibition-participation","strategies-for-effective-exhibition-participation-in-live-online","2026-11-29","2026-12-03",2900,"Online",[],"\u003Cp>Exhibitions are expensive, yet many organisations book a stand, send whoever is available and return with a pile of business cards and no measurable result. This programme gives marketing, business development and events teams a practical method to decide which shows to attend, set measurable objectives, run an effective stand and convert contacts into business.\u003C\u002Fp>","en",{"start_date":323,"city_id":286},{"data":471,"code":279,"status":280,"message":512},[472,478,485,492,499,506],{"id":473,"title":474,"slug":475,"slugs":476,"image_alt":474},28,"Executive Leadership & Senior Management","executive-leadership-and-senior-management",{"ar":477,"en":475},"القيادة-التنفيذية-والإدارة-العليا",{"id":479,"title":480,"slug":481,"slugs":482,"image_alt":484},30,"Leadership Development","leadership-development",{"ar":483,"en":481},"تطوير-القيادة","leadership-courses",{"id":486,"title":487,"slug":488,"slugs":489,"image_alt":491},29,"management skills","management-skills",{"ar":490,"en":488},"مهارات-الإدارة","management-courses",{"id":493,"title":494,"slug":495,"slugs":496,"image_alt":498},18,"Human Resources & Talent Management","human-resources-and-talent-management",{"ar":497,"en":495},"الموارد-البشرية-وإدارة-المواهب","human-resources-courses",{"id":500,"title":501,"slug":502,"slugs":503,"image_alt":505},21,"finance and accounting","finance-and-accounting",{"ar":504,"en":502},"المالية-والمحاسبة","finance-accounting-courses",{"id":507,"title":508,"slug":509,"slugs":510,"image_alt":509},32,"risk, governance, and compliance","risk-governance-and-compliance",{"ar":511,"en":509},"إدارة-المخاطر-والحوكمة-والامتثال","message.Categories have been retrieved successfully"]