Business to Business (B-2-B) Sales are Different

When we think of “sales”, we usually think of products moving from the manufacturer to the consumer. But before a consumer can buy the finished product many products move from one business to another with each business adding another piece to the puzzle. In business to business marketing, both the buyer and seller within the equation are companies rather than individuals. Sales will typically hinge on bottom-line considerations rather than on a fleeting desire for a product like an individual consumer might have. Here are some factors that makeup business to business marketing.

In B2B Goods and Services Are Still Exchanged

Just like in traditional marketing, the end goal of business to business marketing is to sell some kind of good or service. Examples of business to business marketing might include selling raw materials to a manufacturing company or even paper sales to a book publishing company. In both examples, every part of the equation is a business or organization. However, there is still a need to be met and an item or service that is bought or sold.

In Business to Business Sales Cycles are Extended

When a product like a pair of jeans or a new car is sold to a consumer, the cycle typically ends after the purchase. With business to business marketing, however, the cycle is much longer. Sales may be in monthly installments and the relationships that are formed may last years. If you are selling cotton to a clothing manufacturer, for example, your sales will not be a onetime deal. Instead, you will sell [Read more…] about Business to Business Sales Training