Trust in B2B marketing: Why it matters more than ever
Trust has become the defining currency in today’s B2B marketing landscape. Recent studies highlight a stark reality: 75% of consumers and 68% of Australians, won’t buy from brands they don’t trust. For B2B buyers, trust is even more critical, with 87% stating it’s essential in their decision making process. In a digital-first world where attention is fleeting and reputations can rise or fall overnight, trust isn’t just a “nice to have” it’s a business imperative.
In B2B, Trust isn’t just nice—It’s non-negotiable
Why the smartest brands are doubling down on credibility, community, and real-time reputation tracking.
1. Trust is fundamental to B2B success
Trust underpins every stage of the B2B sales process-from getting invited to bid, to closing deals, to upselling and maintaining margins.
B2B buyers are more sceptical and empowered than ever, often consulting multiple sources and peer reviews before engaging with sales.
2. The cost of lost trust
Brand crises are accelerating: 60% begin online and can escalate rapidly before companies even realise, fuelled by social media firestorms and viral posts.
Once trust is damaged, recovery is slow and costly, with negative sentiment often lingering for years.
3. The modern trust challenge
The B2B marketplace is crowded and noisy, making it difficult for brands to stand out and be seen as credible.
Consistency in delivering on promises, transparent communication and expertise are now baseline expectations.
4. Building and maintaining trust
Influencer marketing and community-building are powerful tools for establishing credibility and fostering loyalty.
Brands must own their narrative with credible, peer-reviewed content (i.e. industry expert endorsements, customer case studies / endorsements) and transparent, timely communication.
From reactive to proactive: The AI advantage
How leading brands use AI and social listening to protect reputation - real time visibility is essential.
In an era where a single post can spark a crisis or send a product viral, real-time visibility into your brand’s health isn’t optional, it’s essential. Leading brands are investing in AI and social listening not just to survive, but to thrive by building resilient, trusted relationships in the B2B landscape.
AI-powered social listening tools provide an early warning system, allowing brands to monitor conversations, detect sentiment shifts and identify emerging crises in real time.
Automated sentiment analysis categorises feedback as positive, neutral, or negative, enabling brands to address issues before they escalate.
Do you want to discover how Forza can help your brand earn and keep the trust that drives business success - book a call.