B2B Sales
B2B sales, short for business-to-business sales, refers to the selling of products and services from one company directly to another company. This is contrasted with business-to-consumer (B2C) sales, which targets individual customers.
Here's a breakdown of key points about B2B sales:
Who's involved: Sellers are typically salespeople or teams from a company offering a product or service. Buyers are decision-makers within another business who need that product or service.
What's sold: B2B sales can involve a wide range of products and services, from raw materials and office supplies to complex software and marketing solutions.
Key considerations: B2B sales often involve higher order values and longer sales cycles compared to B2C sales. This means a well-defined sales strategy, strong communication, and relationship building are crucial for success. B2B salespeople frequently deal with multiple decision-makers within a buying company, all needing to be convinced of the product or service's value.
How is B2B different from B2C sales?
ATV focuses on the bottom line - the actual amount of money received after accounting for any promotions or reductions from the original list price.
| Feature | B2B Sales | B2C Sales |
|---|
| Target Audience | Businesses | Individual Consumers |
| Sales Cycle | Longer, More Complex | Shorter, Simpler |
| Customer Focus | Logic, ROI | Emotions, Personal Needs |
| Price Points | Larger Transactions, Negotiation | Smaller Transactions, Standardized Pricing |
| Sales Channels | Direct Sales Reps, Proposals, Relationship Building | Direct Sales, Online Marketplaces, Advertising |
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