Back to basics! What is B2B sales? What is business-to-business? What does all that actually mean? What should you think when developing your B2B sales? Read this and learn!
Source: Forrester Research US Online Retail Forecast, 2011-2016
B2B sales is short for business-to-business sales. It refers to an activity where a business is selling its products or services (=creating value) to another business. It is distinct from B2C or business-to-consumer sales, which mean sales to individuals rather than businesses.
The key features in B2B sales are the following:
Some would also say that B2B buyers are more price-sensitive. I’d rather argue that they are more value-sensitive. B2B buyers don’t necessarily look for the cheapest alternative but they surely look for the best one to fit their needs.
What is the best alternative depends on a lot of factors of course and that’s exactly why a B2B buyer has the team of professional decision-makers that the B2B sales person has to convince (see earlier)
Sales can of course be categorized in various different levels. An often used categorization is made based the target of the sales activity. Categorizing sales per sales target gives us three different kinds of sales activities:
Digging deeper we can find C2C or consumer-to-consumer sales, such as eBay and even C2B sales, such as [Fiverr](https://fiverr.com. Some may argue that G2G sales is still a big thing, too. However, in this post, we’ll simplify things and say there are two kinds of sales; B2B sales and B2C sales.
Overall business-to-business is the bigger of the two. Still, while walking the streets of any city you’ll mostly see stores clearly made for consumers. Why is that?
While B2C is often more visible, those shops have rented their premises, marketed their services, planned and bought stuff from wholesales businesses before any of those shops can be opened (profitably, at least). Also, a lot of those businesses have bought a lot of the similar services before they could serve the shops.
In many legislations, B2B marketing (or sales) is not as heavily controlled as B2C marketing. For example it could be that it’s not allowed to send marketing mail to a consumer customer without an opt-in but it would be for a business customer. Be aware of the current laws regarding marketing activities!
B2B business can be thought to be the backbone of the economy. Before anything can be sold to consumers, a lot of B2B sales has happened. Wholesellers, transportation companies, raw material companies and a lot more just to create the shoe and then a lot of business services, accounting, marketing, HR and consulting to sell them profitably.
This is exactly why we at Leadfeeder just love B2B sales.
Ps. ICYMI: our tool Leadfeeder shows you which B2B companies visit your website. It’s a valuable source of information for any business-to-business sales person. Read more and sign up for your free trial here.
Reverse DNS (rDNS) lookup is the reverse of the usual “forward DNS lookup” where the DNS is queried for the IP address of a certain hostname. In reverse DNS, the DNS is queried for the hostname of a certain IP address. A reverse DNS lookup returns the hostname of an IP address.
Let’s face it. A crucial part of getting more customers for your products or services is getting more people to get to know about it. No matter how good your product is, if no one knows it, no one buys it. This post will help you to generate more sales leads.
Your SaaS company has got a minimum-touch self-service model working really effectively, your investors are happy and money keeps on coming in without you really touching anything, but there’s one nut that’s a lot harder to crack and that’s how to sell your SaaS product to enterprise customers in a way that is time-effective and cost-efficient, given your relatively low price.
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