B2b sales: the complete checklist to boost your business

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Do you work in B2B sales and have difficulty achieving results with traditional methods ?

Are you looking for knowledge, but in practice it doesn't work very well for your business?

This is because the sales process structures that work for other companies do not necessarily apply to this sales model.

Therefore, companies that do not create a personalized procedure do not achieve their goals.

Today you will understand that B2B sales are not like selling a shirt or a watch, it requires a specific process that you will also have here!

So, keep reading and find out how to define an excellent structure for your B2B sales!

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Reading time: 7 minutes

You will read about:

What are B2B Sales?

The difference between B2C, B2B and B2G

Step by step guide to structuring a B2B Sales operation from scratch

What are B2B Sales?


Basically, B2B sales, or Business to Business , are commercial transactions Poland telegram data where one company sells products or services to another company.

Unlike direct-to-consumer sales, B2B sales involve decisions based on corporate needs, larger volumes, and more complex negotiation processes.

Hence the need to deeply understand this business model and structure a sales process in line with it!

But if these are B2B sales, what other types of businesses are there?



Discover the best techniques for B2B sales!





The difference between B2C, B2B and B2G


In the world of sales, each type of sale, B2C, B2B, and B2G, has its own peculiarities, which determine everything from the approach to the most effective techniques for closing deals.

So, in addition to B2B sales, we have:

. B2C (Business-to-Consumer) Sales: Here, sales are made directly to the end consumer. Purchasing decisions are more emotional and sales cycles are generally short.

. B2G (Business-to-Government) Sales: In this model, companies provide products or services to government agencies. B2G sales are highly regulated, with strict bidding processes and contracts.

In this sense, when you sell software to cybersecurity companies, or to hospitals, when you sell consultancy to other organizations or accounting solutions, you make B2B sales.

And this requires more rational purchasing decisions, based on value and return on investment , with longer sales cycles and more complex approval processes.

So, for you to be successful in your B2B sales, we have created a step-by-step guide to structure your commercial operation according to this business model!



Step by step guide to structuring a B2B Sales operation from scratch


1. Understand your Customer


The first step to effective B2B selling is to deeply understand who your customer is.

We are not just talking about knowing the market segment, but also understanding the buyer’s specific pain points, challenges and needs.

Without this understanding, any sales strategy is just a shot in the dark.

To do this, there is nothing better than analyzing the data you already have about your clientele.

Look for similarities during each person's purchasing journey, the challenges they claimed to have, the steps you needed to complete with them to reach the contract and start creating an ideal customer profile!



. You can learn more about how to detail this profile by clicking here!



2. Develop a Strong Unique Value Proposition


Of course, your product or service needs to solve a real problem for your customer in a remarkable way.

Therefore, you must have a very well-defined PUV .

According to a study by SiriusDecisions, 74% of buyers choose the company that was the first to add value and insights during the purchasing process.

Furthermore, companies with highly effective and well-communicated value propositions have, on average, 15% higher customer retention rates than companies with poorly articulated propositions.

So, make it clear how your solution can significantly improve your customer’s business.

Remember that the value proposition is not about what you sell, but why someone should buy from you.



3. Align Sales and Marketing Strategies


Here, we are always saying that one of the main strategies that yields the most profit is the effective alignment between Sales and Marketing .

These two teams must work hand in hand.

That's because in B2B sales, Marketing helps generate awareness and leads, while Sales converts those leads into customers.

So, for this to happen, both teams need to have aligned goals and routines and continually share information to optimize the sales funnel.