Benefits Of B2b Sales

All About B2B Sales and The Challenges That You Can Face doing it

Are you having any questions on what B2B sales are, how they differ and what are the difficulties you can face doing? Well, here you are, this piece will help clear the air and tell you all.

When the acronym B2B is whispered all that comes to our minds is Business to Business. B2B sales refer to a model where companies or salespersons market and sell products and services to other businesses. In B2B, for businesses to save money and time, they work very hard to streamline the process and also ensure their purchase is based on logic and not personal emotions. As a marketer, to develop your B2B sales strategies you have to understand the organizational buyer, how they operate,

B2B sales involve a team of professional buyers or top-notch executives and managers who are very good at what they do. This requires marketers to up their professionalism and be very committed to the sale in order to convince the clients that they are a trusted consultant, can provide an adequate solution and that the solution will add value to their business. This generally makes B2B sales more complex than the B2C sales. In addition, decisions in B2B takes place on more than one level and is usually upwards to the top management, making the process and cycle longer lasting months or even years. B2B clientele often want to be educated and provided with expertise about the product so as to make wise decisions while in B2C this is not usually the case

Different types of B2B sales

B2B sales are classified into several general types that help and aid the marketer in developing his strategies. They include

i. Selling products that meet a business’s needs - they are also referred as facilitation goods and they are aimed at helping a company achieve its objectives through assisting and supporting roles. Examples include copiers, computers and other office equipment. This sale involves the same approach as B2C process the only difference being that more cost will be involved due to bulkiness and complexity of the products. Approval is also required making the sales cycle

Selling of a service – in B2B, products are not only confined to physical products. Services can also be involved. Examples include services offered by auditors, tax consultants, tax accountants or even technical computer consultants.

Difficulties you can face doing B2B sales Challenges exist in all businesses without a doubt. Doing B2B sales is not always easy. It is considered to be more challenging than B2C. Irrespective of how prepared you are as a marketer there are challenges that are facing today's reality. Some of the identified ones include

1. Securing enough budget - as a marketer securing enough budget to help you draw in clients, win them and help you hit your goal is very hard especially for small and startup businesses with small marketing spend. These limits one’s ability to attract, reach and engage all key stakeholders.

2. Getting past the Gatekeeper – most of the buyers are trained in every way possible to get the best deals and see through salespersons. They are able to manipulate trick and wrangle better price from you on the product if you are not careful making the whole process a