B2B sales vs. B2C sales:
B2B sales is when a business sells a product or service to another business. B2C sales is when a business sells a product or service directly to a consumer. Because the buyer in these situations has different intent, needs, and requirements, the sales processOpens in a new window and deal timeframe are also different:
B2B sales focuses on long-term relationships. These sales are often complex, with large deal sizes and multiple stakeholders to navigate. B2B buyers need to understand the potential return on investment (ROI) and how a product or service will ultimately benefit their business before they move forward with a purchase. For example, a B2B deal might involve purchasing and onboarding new AI software for hundreds of employees. This likely costs thousands of dollars and touches multiple teams, so they’re are many stakeholders who need to review and approve the deal.
B2C sales target short-term transactions. These are typically america phone number list simpler and lower-cost products or services, so individual customers can make quicker decisions. Because of this, the path to purchase is also shorter. For example, you might impulse-buy a sweatshirt from an Instagram ad or a candy bar while you wait in line at the grocery store.
What is the B2B sales process and who leads it?
Companies that sell B2B have dedicated sales teams that reach out to prospects — sales associates, account executives, and sales representatives. These salespeople find and follow up with prospects and work through the complex and layered B2B sales process:
Because B2B sales requires so many stakeholders to get involved, however, every company will have a different process. That said, there are some core elements that every salesperson will likely experience. Let’s look at what these are in more detail.
Lead generation or prospecting. Sales and marketing teams identify potential customers, either via ads that attract interested prospects or via outreach based on research (more on that below).
Lead qualification. Sales teams assess the product fit of potential customers.