B2B sales can be direct, indirect and mixed
Posted: Thu Feb 13, 2025 6:41 am
The more complex the product and the more expensive it is, the more arguments and evidence the manager must provide to clients during the sales process.
Long sales cycle. In B2B sales, the sales cycle takes a long time. This is due to the fact that companies carefully analyze ready-made offers and compare them with competitors in the market, study all the nuances of the service. This is why B2B sales are characterized by the longest transaction cycle on the market.
High price. In B2B, goods and products have a higher cost than in B2C. This is due to the complexity of the product, the presence of additional services, maintenance, and technical support.
Focus on relationships. In this market segment, they try to build strong relationships with customers. To do this, the seller must offer the consumer additional opportunities: technical support, courses, training, consultations.
Expertise. In the process of attracting customers, you need to position your greece phone number list business correctly so that potential customers understand that the company employs the best specialists. To sell a product, you also need to demonstrate expertise. The seller must present it and prove the value of the product. To do this, you need to work not only on promotion, but also on the positioning of goods.
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Types of sales. Direct - you sell the product yourself, indirect - sales of solutions to the end consumer through intermediaries, for example, through sales representatives. Mixed - the company sells the product to the client both on its own and through intermediaries on the market.
The difference between B2B and B2C sales
1. Sales cycle. Building a sales cycle in the B2B sphere is much more difficult. Buyers hesitate for a long time: about the need to buy or which commercial offer to choose. Often, their financial budget is limited. Therefore, they study different options longer, calculate risks, test the product. The speed of closing a deal depends on how well the company has studied its target audience and how it has built the sales process.
In the business-to-consumer segment, the transaction cycle is much shorter. Customers can make decisions quickly and even spontaneously, so there is no need for lengthy negotiations.
2. High transaction cost. In the business-to-business model, companies invest large sums in the purchase, since equipment, services, and other solutions are more expensive than regular goods.
Long sales cycle. In B2B sales, the sales cycle takes a long time. This is due to the fact that companies carefully analyze ready-made offers and compare them with competitors in the market, study all the nuances of the service. This is why B2B sales are characterized by the longest transaction cycle on the market.
High price. In B2B, goods and products have a higher cost than in B2C. This is due to the complexity of the product, the presence of additional services, maintenance, and technical support.
Focus on relationships. In this market segment, they try to build strong relationships with customers. To do this, the seller must offer the consumer additional opportunities: technical support, courses, training, consultations.
Expertise. In the process of attracting customers, you need to position your greece phone number list business correctly so that potential customers understand that the company employs the best specialists. To sell a product, you also need to demonstrate expertise. The seller must present it and prove the value of the product. To do this, you need to work not only on promotion, but also on the positioning of goods.
Corporate messenger on your server in 10 minutes
We will provide a free period. We will help to set up Compass on your servers or in the cloud. We will simplify the move and adaptation of the team.
Order a consultation
Types of sales. Direct - you sell the product yourself, indirect - sales of solutions to the end consumer through intermediaries, for example, through sales representatives. Mixed - the company sells the product to the client both on its own and through intermediaries on the market.
The difference between B2B and B2C sales
1. Sales cycle. Building a sales cycle in the B2B sphere is much more difficult. Buyers hesitate for a long time: about the need to buy or which commercial offer to choose. Often, their financial budget is limited. Therefore, they study different options longer, calculate risks, test the product. The speed of closing a deal depends on how well the company has studied its target audience and how it has built the sales process.
In the business-to-consumer segment, the transaction cycle is much shorter. Customers can make decisions quickly and even spontaneously, so there is no need for lengthy negotiations.
2. High transaction cost. In the business-to-business model, companies invest large sums in the purchase, since equipment, services, and other solutions are more expensive than regular goods.