About $3 trillion — that’s Forrester’sOpens in a new window estimate for B2B sales by 2027, almost double what it was in 2021. And B2B salespeople are a big reason why it’s growing.
But before you start dreaming of the commission that comes with big-ticket business sales, there’s a lot you need to know about connecting with buyers and influencing their decision to purchase products or services for their companies.
If you want to be successful in B2B sales, you need to understand the difference between B2B and B2C sales strategies. You must also understand the B2B sales process and how companies think about these big decisions.
What you'll learn:
What is B2B sales?
B2B sales vs. B2C sales: What’s the difference?
How do you measure performance in B2B sales?
Common challenges in B2B sales
B2B sales best practices
Examples of B2B sales
Future trends in B2B sales
Top B2B sales strategies
B2B sales tools
What is B2B sales?
In B2B (business-to-business) sales, one business sells america phone number list goods or services to another. Because businesses typically require chains of approval, closing a B2B sales deal usually involves detailed touchpoints, presentations, product demos, and negotiations with decision-makers, leading to a long sales cycleOpens in a new window.Opens in a new window
Common traits of B2B sales
High-cost and/or recurring contract pricing. B2B sales transactions can run into the millions of dollars. Businesses also tend to invest in products/services for longer periods, owing to the cost/time investment involved in changing to a different solution.
Multiple stakeholders. Decision makers will have different agendas, requirements, and needs for the transaction. They stretch from mid-level managers all the way up to the C-suite.
Longer close time. Given the above, B2B sales are more involved and take longer to close.
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