B2B Sales: How Companies Can Market and Sell Products to Other Companies

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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.

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What is B2B sales
The abbreviation B2B stands for business to business. This means that one greece phone number list company sells some goods or services to another.

A simple example: we sell the corporate messenger 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.


A company can work in two segments at once. For example, if an agency organizes corporate events, birthdays, weddings, it provides services to both ordinary people and companies.
Features of B2B sales:

Complex decision-making process. Almost always, it is not just one person who thinks about whether to buy a product, but a whole team: procurement specialists, heads of different departments, directors and the owner. There are decision makers and decision influencing persons. This means that the seller must convince not just one person, but several.