If you plan to sell products or services to companies, then you need to learn as much as possible about the B2B business model. In this article, we tell you, using examples, how to advance in this market segment and what sales techniques to use, taking into account business needs.
What is B2B sales
The abbreviation B2B stands for business to business. This means that one company sells some goods or services to another.
A simple example: we sell the corporate messenger c level contact list Compass for businesses in the retail, IT and other companies. That is, we work in the B2B segment. Our clients are businesses, not ordinary buyers.
If a company sells furniture or dishes, TVs or cars, this is a different business model, B2C. It also has an abbreviation – business to consumer, that is, the company sells its product to individuals.
Long sales cycle. In B2B sales, the sales cycle takes a the importance of descriptive file names for seo long time. This is due to the fact that companies carefully analyze ready-made offers and compare them with competitors in the market, study all the nuances of the service. This is why B2B sales are characterized by the longest transaction cycle on the market.
The difference between B2B and B2C sales
1. Sales cycle. Building a sales cycle in the B2B sphere is much more difficult. Buyers hesitate for a long time: about the need to buy or which commercial offer to choose. Often, their financial budget is limited. Therefore, they study different options longer, calculate risks, test the product. The speed of closing a deal depends on how well the company has studied its target audience and how it has built the sales process.
In the business-to-consumer segment, the transaction cycle b2c fax is much shorter. Customers can make decisions quickly and even spontaneously, so there is no need for lengthy negotiations.
2. High transaction cost. In the business-to-business model, companies invest large sums in the purchase, since equipment, services, and other solutions are more expensive than regular goods.