Features and nuances of B2B sales

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The B2B market is fundamentally different from the B2C market. If in the latter case the buyer purchases a product/service for himself, then the B2B client is looking for either a product for resale or a way to increase the company's profits.

Working in the B2B segment is greatly complicated by its features, which can be divided into four basic blocks.

Market .

Limited demand . There are far fewer B2B companies than B2C;
ABC clients . We are talking about ABC analysis based on segmentation of clients by their expenses: A includes those who bring in 80% of revenue, B — those who bring in 15%, C — the least valuable clients, bringing in the remaining 5%. Therefore, managers evaluate not the current order of a new lead from marketing, but the prospects for its development egypt consumer email list , that is, whether this company can become segment A;
The qualifications of a company are sometimes more important than the qualifications of a lead , and sometimes attracting a company with which no deals have been made yet is more important than working with a brand that is ready to purchase a product/service “here and now”;
Work is carried out through partners or dealer networks , which complicates marketing analytics.
Transactions .

Long transaction cycle . The larger the company, the longer it takes to agree on a contract, so it is not always possible to assess ROI and ROMI at the current moment;