What is b2b selling? How to get into this business?
Posted: Tue Dec 03, 2024 5:45 am
What is b2b selling and how does it work? That’s exactly what we’re going to talk about in this article!
In short, it is a negotiation between a company and other companies.
Its dynamics are different from the b2c commercial model, which sells directly to the end consumer.
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despite having such a clear definition, the acronym b2b still raises telecommunications email list many doubts among people. The main ones are:
If you are part of this group, this article is for you!
In it, we have prepared a complete guide where we will answer all your questions.
So, continue reading and be amazed by this business model!
What is b2b (business to business) selling?
Literally translated, b2b sales is a commercial modality in which negotiations take place between companies.
Remember: b2b and b2c (business to consumer) sales are not the same thing, ok?
In short, while the term b2b refers to sales made from company to company, the second, in turn, is the negotiation between an organization and the end consumer.
But how does this work in practice? Simple!
Imagine that joão sells a consultancy or corporate coaching service aimed at high-performance organizations.
Therefore, the negotiation is classified as b2b, that is, from company to company.
Now, think of an entrepreneur who sells a cutting and sewing course .
Here, the focus is different, that is, the end customer (individual).
Therefore, this is a b2c negotiation.
Examples of b2b companies
here are some examples of b2b organizations:
What are the advantages of b2b selling?
Among the main benefits of b2b sales are:
more scalability;
high profitability;
revenue predictability;
long-term relationship with consumers;
greater chance of upselling ;
higher average ticket;
lower churn rate .
your value proposition needs to be objective in b2b negotiations. This way, decision-makers will understand more clearly the benefits that your product or service has to offer.
Want to know more? Watch:
what are the disadvantages of b2b selling?
More complex negotiation process;
more adjusted pricing;
demanding consumer;
more specific market.
In other words: in b2b, consumers rely on rational analyses to complete purchases.
In this way, negotiation tends to be more complex and have several phases.
On the other hand, once an organization manages to capture the consumer, the expectation is that they will remain loyal for a long period and make large volume purchases.
>>> check out the main sales stages in the infographic below:
how to make b2b sales?
Here are the best tips for success in b2b sales:
1- study everything about the client
jeff gitomer once said: every sale has five basic obstacles, which can be summed up as a lack of:
need;
money;
hurry,
desire;
trust.
Speaking from the business world, your solution may even be innovative, but if it does not meet the customer's expectations, they will probably not complete the transaction.
Therefore, first of all, you need to investigate all the details about the company you intend to do business with.
It is through market research that you learn about the size of the company, location, types of products or services, revenue, market share, among other issues.
Soon, you will have enough input to put together a value proposition that meets the benefits of that company.
2- meet the decision makers
it is known that b2b negotiations occur between companies.
However, it is people who decide whether or not it is worth choosing the solution being offered by your business, just as happens in b2c.
In short, it is a negotiation between a company and other companies.
Its dynamics are different from the b2c commercial model, which sells directly to the end consumer.
[manual]
how to set up a home studio to record video classes?
In this e-book we teach you step by step how to record your classes at home, but with the quality of a professional studio .
I want the manual
despite having such a clear definition, the acronym b2b still raises telecommunications email list many doubts among people. The main ones are:
If you are part of this group, this article is for you!
In it, we have prepared a complete guide where we will answer all your questions.
So, continue reading and be amazed by this business model!
What is b2b (business to business) selling?
Literally translated, b2b sales is a commercial modality in which negotiations take place between companies.
Remember: b2b and b2c (business to consumer) sales are not the same thing, ok?
In short, while the term b2b refers to sales made from company to company, the second, in turn, is the negotiation between an organization and the end consumer.
But how does this work in practice? Simple!
Imagine that joão sells a consultancy or corporate coaching service aimed at high-performance organizations.
Therefore, the negotiation is classified as b2b, that is, from company to company.
Now, think of an entrepreneur who sells a cutting and sewing course .
Here, the focus is different, that is, the end customer (individual).
Therefore, this is a b2c negotiation.
Examples of b2b companies
here are some examples of b2b organizations:
What are the advantages of b2b selling?
Among the main benefits of b2b sales are:
more scalability;
high profitability;
revenue predictability;
long-term relationship with consumers;
greater chance of upselling ;
higher average ticket;
lower churn rate .
your value proposition needs to be objective in b2b negotiations. This way, decision-makers will understand more clearly the benefits that your product or service has to offer.
Want to know more? Watch:
what are the disadvantages of b2b selling?
More complex negotiation process;
more adjusted pricing;
demanding consumer;
more specific market.
In other words: in b2b, consumers rely on rational analyses to complete purchases.
In this way, negotiation tends to be more complex and have several phases.
On the other hand, once an organization manages to capture the consumer, the expectation is that they will remain loyal for a long period and make large volume purchases.
>>> check out the main sales stages in the infographic below:
how to make b2b sales?
Here are the best tips for success in b2b sales:
1- study everything about the client
jeff gitomer once said: every sale has five basic obstacles, which can be summed up as a lack of:
need;
money;
hurry,
desire;
trust.
Speaking from the business world, your solution may even be innovative, but if it does not meet the customer's expectations, they will probably not complete the transaction.
Therefore, first of all, you need to investigate all the details about the company you intend to do business with.
It is through market research that you learn about the size of the company, location, types of products or services, revenue, market share, among other issues.
Soon, you will have enough input to put together a value proposition that meets the benefits of that company.
2- meet the decision makers
it is known that b2b negotiations occur between companies.
However, it is people who decide whether or not it is worth choosing the solution being offered by your business, just as happens in b2c.