03-07-2025
Rethinking B2B Email Marketing: Why You've Been Doing It Backward
Deboshree Sarkar is the Head of Marketing at Platform.
In the high-stakes world of B2B marketing, email often gets reduced to a tactical checkbox—a lead-nurturing tool driven by templates, automation and so-called 'best practices.' But here's an inconvenient truth: Many of those best practices are stale, formulaic and disconnected from how people actually experience email in 2025.
As leaders, we need to stop asking 'What's our click-through rate?' and start asking 'Did this email move someone?'
The Broken Psychology Of B2B Email
Most B2B emails are structured like polite sales letters: clear, predictable and forgettable. They're optimized for structure, not surprise. And in a world where inboxes are saturated and attention is a currency, that predictability is a liability.
Instead of delivering value, we deliver templates. Instead of writing for humans, we write for HubSpot dashboards.
It's time to rethink.
Proactive Leadership: Building An Email Philosophy, Not Just A Calendar
One of the most overlooked assets in email marketing is a shared point of view. Not content. Not cadence. Philosophy.
Do your emails reflect how your company thinks, talks and solves problems? Or are they just another echo in the noise?
We built a simple internal playbook, and every email we send must do at least one of three things:
1. Teach something others aren't teaching.
2. Say something others aren't saying.
3. Make the reader feel something others aren't making them feel.
That filter keeps us accountable. It stops us from being lazy. It ensures we're not just writing at our audience but writing with them in mind.
The Inbox As A Stage, Not A Transaction
We encourage our team to treat the inbox as a stage, not a sales funnel. Every email is a 10-second opportunity to earn a next click, not force it.
One of our boldest experiments? A 'No Pitch Thursday' series where we told real product lessons, failures and learnings from inside our org. No CTAs. No gated content. Just authentic storytelling. The result was 45% higher open rates and double the replies.
Turns out, honesty still sells—even when you're not selling.
Flip The Funnel: Making The Audience Famous
Here's something even fewer marketers are doing: using email to spotlight the audience, not just to send info, but to make your audience feel seen.
We started highlighting our customers' achievements, referencing their insights and quoting their LinkedIn posts. Not just case studies—celebrations.
Why does this work? Because attention is reciprocal. You spotlight someone, and they'll open your next email just to see who else you spotlighted.
The Next Frontier: Predictive Email Thinking
If you're truly future-forward, you're not just tracking engagement; you're anticipating disengagement.
Here's one proactive move we made: We built an 'Attention Loss Index' for our subscribers. We track declining engagement over a 90-day window and trigger reengagement journeys that don't look like win-back campaigns. Instead, we send thought pieces, customer POVs or ask provocative questions ('What's one thing we should never talk about again?'). The response rates? Often better than our lead-gen campaigns.
Email As A Strategic Leadership Lever
Email isn't dying, but bad email is. Great email marketing is a leadership act. It requires listening deeper, empathizing harder and breaking the templates in service of truth, not trends.
The future of B2B email isn't louder; it's braver.
It's not just automated, but intentionally authored.
And in that future, the marketers who win won't be those who optimize subject lines. They'll be the ones who build trust, one email at a time.
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