from local to federal — need to buy products and services to support their own programs and services. These transactions are called business-to-government (B2G) sales.
Example: A global aerospace company builds helicopters, missile defense systems, fighter jets, and surveillance aircraft, among many other products, for the U.S. Department of Defense (DoD).
Software-as-a-Service (SaaS)
SaaS companies provide technology solutions to businesses to improve their operations, customer service/experience, and other business needs. SaaS B2B sales involve companies purchasing solutions or products for business purposes.
Example: A nonprofit education organization might buy a CRM tool to keep track of the employees in the school districts it serves.
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Future trends in B2B sales
Just as markets and products evolve, so does the art of selling in the B2B space. Here are a few developing trends that will significantly change how sales reps approach their work in B2B selling.
AI
Artificial intelligence will only grow in importance over the next decade. As we've seen, AI can play a key part in automating previously manual tasks, which then frees up valuable time for reps to be selling. But AI is also shaping other aspects of the B2B selling process, including sales forecastingOpens in a new window, sales territory managementOpens in a new window, pipeline optimization, and more. B2B sales teams that embrace AI's functionality will have an edge over those who don't.