Guide to B2B Sales Process: Definition, Examples & Strategies

Are you familiar with what b2b sales is? If not (or even if you are), we want to give you a complete guide to the b2b sales process including its definition, examples, and common strategies to succeed. Keep reading to learn more!

What is b2b sales?

B2b or “business-to-business” sales is the action of one business entity or salesperson selling their product or service directly to another business. In this process rather than individual customers, entire businesses are the target market typically resulting in larger deals.

Familiar examples of b2b sales

There are a lot of common examples of b2b sales everywhere. Here are just a few we see every day:

1. Companies that sell management software (recruiting, HR, etc.) to other companies
2. Specific products or services only available to enterprise companies rather than individual consumers
3. Bulk products or services that are not sustainable for individual consumers
4. Companies that produce/distribute raw materials to manufacturing companies

What is the difference between b2b and b2c sales?

B2b or “business-to-business” sales as we established above is when businesses sell their products or services to other businesses. Well b2c sales is “business to consumer” sales so rather than selling to businesses, Netflix or Nike are prime examples of this—it’s a lower level sale, smaller amount of product and price.

Essential b2b sales roles

Patrick Dang, a business development specialist, lays out the framework for common b2b sales roles and what the team does on a lead generation, closing, and renewal level. Here is a quick breakdown so you can better understand what roles are essential for the b2b sales process:

• Sales Development Representatives
• Account Executives
• Account Managers

6 Ways to develop an effective b2b sales strategy

There are a lot of different variables in a sales strategy depending on the company, product/service, or goals. Here is a basic framework of 6 things you need no matter your industry, company or product:

1. Know your target audience and develop a plan to reach them
2. Hire b2b sales roles (like the ones listed above)
3. Get the necessary software or tools (sales apps like SalesRabbit, recruitment softwares, etc.)
4. Determine OKRs otherwise known as Objective Key Results that will measure what success means to you
5. Make and keep consistent brand messaging across all platforms
6. Continually gather and analyze data from your company and competitors to find room for improvement

More sales knowledge

If you liked getting a guide on b2b sales, we have more sales knowledge for you and any member of your team to make sure you’re always in-the-loop and getting the best possible tips and tricks of the trade. 

If you know that your sales process could use some work or you just want to enhance what you’re already doing, schedule a demo with us now so we can walk you through the best ways to close more deals.