B2B Sales: Advantages, Sales Funnel and How to Boost Conversions with Bitrix24

[mostakimvip06]

Professional analyzing B2B sales data on a tablet. Above is a hologram image of graphs on growth, connections and the globe. Obtaining assertive sales strategies with high conversion potential is a challenge for every company, and when it comes to B2B sales, this challenge is even greater. This is because in B2B sales, the purchase time, decision-making processes and sales values ​​are longer and more complex to be effective.

This process requires knowledge, skills and, of course, a lot of perseverance, as the professional will not be speaking directly to an end consumer, but rather to a company.

The term B2B stands for Business to Business, literally translated as “from company to company”. This makes the customer journey more difficult and easy to get lost along the way. Continue reading this article and learn how to overcome these challenges.

Understand what B2B sales are
“B2B” is an acronym that stands for “business-to-business”. In other words, B2B is a term used to describe commercial transactions carried out between two or more companies.

In B2B sales, the products or services offered by a company are offered to support the activities of another company, and are not offered directly to individuals.

Learn how B2B sales work
B2B sales involve greater complexity, greater risk and usually have a higher average ticket than sales made directly to the end consumer, known as B2C (business to customer).

In the case of commercial transactions in the B2B model, some processes remain the same in relation to B2C: it is still necessary to captivate customers, invest in marketing , go through a sales funnel , among other characteristics inherent to commercial activity.

However, as mentioned, sales tend to be more complex, even due to the bureaucratic processes of each company. Among the products and services sold in this category we can highlight the sale of furniture, machinery or even consulting services, for example.

Differences between B2B and B2C sales
We have separated some differences between B2B and B2C sales, which will help hong kong telemarketing data you better understand what each of the modalities means. Check it out:

The main difference is the end consumer. In B2B it is other companies, in B2C it is the end consumer;
The purchase value in B2B is generally high, while in B2C the values ​​vary greatly, usually being very low in retail;
The B2B sales cycle is longer than the B2C sales cycle;
It is common for executives in B2B sales to have a higher level of demand and qualification regarding the products offered.
image with shades of blue and purple, a tablet appears in the layout and next to it is written: 10 steps to optimize your sales strategy and achieve better results! Download free e-book

Learn about the stages of a B2B sale
Professional analyzing data in a printed report and performing calculations on a calculator regarding the returns obtained from B2b and B2C sales.

Now that you have a better understanding of what a B2B sale is, let's go through each of the stages. This way, you will have a complete picture of the sales cycle from one company to another.

Customer profile definition
At this stage, the company needs to identify its customer profile and what needs they have.

At this stage, it is important to analyze the market, your competition and, most importantly, who you should talk to. This is because there are different positions within companies that you should be able to reach. This could be from the president or CEO to a purchasing analyst. Know your market, including who is in charge of it when it comes to closing deals.

Content creation
Once you understand your customer profile, it’s time to attract them. To do this, you need to create rich, relevant, and engaging content that uses appropriate language that is aligned with your persona’s profile.

This content can be blog posts, rich materials, social media posts, offline media articles, a well-designed website, paid media campaigns, videos, among many other content possibilities. Show relevance, product expertise, and confidence in what you produce and what you sell.

Prospecting and qualifying leads
The time has finally come to get leads. In other words, it’s time to serve those potential customers who were attracted by what you’ve produced, and also to go after potential new business.

In addition to this prospecting , it is important to qualify these leads , working with materials that demonstrate the value of your business. Through this strategy, it is possible to avoid wasting time working with unqualified leads. In this context, you should avoid buying leads as much as possible, a practice widely used in the market and which has low conversion rates.

Diagnosis