With the methodology, it is possible to increase the productivity of the sales team, improve the customer experience and optimize each phase of the sales cycle, resulting in a more efficient and predictable process.
What does a B2B salesperson do?
The B2B salesperson is the professional who prospects new business opportunities by identifying companies that can benefit from the products and/or services they offer.
In addition, this professional in the sales area interior designers service email list presents solutions to potential customers and encourages them to close a deal. This process can be carried out in person (external sales) or remotely ( internal sales ).
Tip! Preparing properly for a negotiation is essential for those who don’t want to miss out on any business opportunities in B2B. Check out the infographic below to see what you should do!
B2B sales
Take advantage and also read: “ The 10 commandments of the successful salesperson ”
7 advantages of the B2B sales model
The B2B sales format offers a number of advantages for companies that serve other businesses. Here are the main ones compared to B2C transactions:
possibility of scaling negotiations;
profitable business model with chances of recurring revenue;
predictability of earnings;
several opportunities for upselling ;
higher average ticket;
control over the churn rate;
cultivating a long-term business relationship.
Suggested reading for you: “ B2B Market: how to conquer this segment ”
What are the steps in the B2B sales process?
In general terms, the stages of the B2B sales process are the same as those of B2C. The main difference is that different buyers participate in one or more stages . For this reason, it is essential to adopt techniques that are different from those applied to direct negotiations with end customers.
To make what we said clearer, see what these steps are and what you should do in each one.
1. Lead generation
Lead generation involves adopting different sales strategies to identify potential customers for your company. The goal is to attract businesses that will benefit from the solutions you offer.