Zoominfo

DECEMBER 12, 2018

Given the complex nature of the modern buyer’s journey, it should come as no surprise that the typical B2B sales cycle is longer than the typical B2C sales cycle. And, many come to the table with a set of non-negotiables— things that ultimately can make or break a purchase decision.

Social Media 210

Social Media Sales Cycle Top of Funnel Media 210

Sales and Marketing Management

NOVEMBER 13, 2020

While this may be the case in B2C sales, B2B transactions are very different. Organizations need to understand the impact that revealing information such as product specifications or pricing will have on leverage and contract negotiations. Show too much and you risk turning your product or services into a commodity.

B2B 177

B2B Strategy B2C Revenue 177

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. B2B customers want a B2C-like experience to self-educate, work independently, and manage their research and due diligence.

Hiring 137

Hiring Lead Rank B2C Conference 137

The Sales Hunter

OCTOBER 29, 2012

This is just as important in a B2B environment as it is in B2C. Use your competitors’ marketing to your advantage by being the one that is there to discuss with the consumer what is right for them. When prospects become aware of something, they will develop questions and this is where you shine.

Microsoft 161

Microsoft Advertising Advertising B2C 161

Hubspot Sales

AUGUST 6, 2019

If you’re B2C, describe the types of consumers reps should be targeting. Practice negotiating and common object handling. Even experienced reps need to know how your company approaches the negotiation phase. Have your reps role play an exploratory call, demo, negotiation, and closing call.

Hiring 145

Hiring Training Hubspot Inbound 145

Partners in Excellence

APRIL 5, 2024

They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C. Some are or have been senior executives in very large companies, some are individual contributors. So far, I have 51 stories (not all have been published yet).

Analysis 143

Analysis Motivation Education B2C 143

Hubspot Sales

NOVEMBER 1, 2017

Bots will handle everything -- from identifying leads and qualifying them to creating customized proposals and negotiating with buyers. They treat the sales process like they’re B2C, not B2B. By the time December 2018 rolls around, the entire sales process will be automated from beginning to end. Not so fast. And it really works.

Top of Funnel 145

Top of Funnel Trends Funnel Decision Maker 145

DiscoverOrg Sales

APRIL 17, 2019

Decisions aren’t made in a vacuum – not usually in B2C, and definitely not in B2B. Step 7: Negotiation and purchase. Step 7: Negotiation and purchase. From here, then it becomes a negotiation. Start planting seeds here and there. Now you have a head start! Look, I know what I want to buy.

Intent Data 120

Intent Data Intent Data Top of Funnel 120

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. The second is the sequence of actions both parties must adhere to in terms of adding any changes to the documents they’re negotiating.

Negotiation 98

Negotiation Decision Maker How To Face-to-face 98

Pipeliner

MARCH 20, 2018

There is a mistaken belief that B2B buying behavior rests in coldly logical, rational business decisions, and that business-to-consumer (B2C) decisions are more personal and emotional. It is even more so than B2C buying, simply because of the inflated personal risk experienced by B2B buyers. B2B Buying Perspective.

B2B 76

B2B B2C Telemarketing Decision Maker 76

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever.

Hiring 104

Hiring Retention B2C Demand Generation Targets 104

John Barrows

AUGUST 26, 2019

Transparency in negotiation. I mean that volume of reviews we’ve always associated with B2C. Transparency in Negotiation. From the first conversation that you have with a customer all the way to the point where you’re negotiating the deal. Transparency in sales. Follow the podcast: Subscribe on iTunes.

Lead Rank 97

Lead Rank Sales Qualified Lead GoldMine Negotiation 97

Anthony Iannarino

JUNE 14, 2020

Rackham provided a better structure with SPIN Selling, recognizing the dramatic differences between B2C and B2B sales. The most common frameworks tend to be around asking questions, even if they are limited to the idea of open-ended and closed-ended questions, a frame from a time that is long past. No B2B Sales Training or Development.

Hiring 104

Hiring Lead Rank eBook Account 104

Sales Hacker

JUNE 26, 2020

For example, B2C businesses need a shorter consideration phase than B2B businesses, which require more lead nurturing. We positioned a member of our sales team as a thought leader and worked some PR magic to negotiate interviews and push articles written on his behalf.

Top of Funnel 129

Top of Funnel Buyer Persona Marketing Ideal Customer Profile 129

Highspot

JANUARY 19, 2022

B2C or business-to-consumer sales : Built for B2C-style businesses that market their products directly to consumers. Challenger Negotiations : How to negotiate using the Challenger Selling model. Sales Training Programs for Beginners. Corporate Visions. But that isn’t the best part.

Training 92

Training Lead Rank Hiring Course 92

PandaDoc

JUNE 11, 2024

Compared to B2C (business-to-customer) selling, B2B selling is much more complex. Reliable revenue: Because B2B buyers aren’t as fickle as B2C buyers, you can rely on them to make regular orders, generating predictable revenue. Unlike B2C, B2B supplier sales are made in large quantities.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel B2B Examples 52

Pipeliner

DECEMBER 17, 2024

Brands with strong positioning and consumer personas offer negotiated partnership opportunities to creators, who in return offer a strong commitment to a cause, an aspirational lifestyle, interactive and authentic communication, and ownership of a niche community. What is the role of negotiation in the digital landscape?

Influencer 52

Influencer Scale Cost Per Click How To 52

PandaDoc

JUNE 23, 2021

On the other hand, buyer personas can be used by both B2B and B2C companies, but they are mostly used by businesses selling to specific individuals. All of these concepts can be easily applied both by B2B and B2C companies. Understanding buyer personas. You should be investing in ICPs and buyer personas.

Ideal Customer Profile 94

Ideal Customer Profile Buyer Persona Buyer Customer 94

The ROI Guy

FEBRUARY 22, 2013

According to Jim, applying B2C persona concepts, where you name each buyer - Mike, Zoe, Geoff, and then describe key aspects about their life – their marital status, how many kids they have, the house they own, cars they drive, - this is less than applicable to your B2B sales and marketing efforts.

Buyer Persona 91

Buyer Persona Buyer Lead Rank Lead Scoring 91

Nutshell

MAY 26, 2020

Both B2C and B2B organizations can find success using this classic marketing and sales strategy. This is normally the largest expense when it comes to direct mail, but it can be reduced by mailing in bulk, or by working with a direct mail company that has previously negotiated discounted postage rates. That’s direct mail.

Direct Mail 140

Direct Mail Campaigns ROI How To 140

Gong.io

JULY 5, 2022

While B2C unicorns like Netflix and Uber can take a product-led approach and drive sales using organic consumer hype, we B2B reps need to be a bit more strategic and methodical about the steps that lead from initial interest through to getting the dotted line signed. We made it!

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Adaptive Business Services

MARCH 6, 2019

Your services may fit better in a B2B environment rather that B2C or … you might reverse that order. You will also likely want to mark certain criteria as being non-negotiables. Do the other members share my same general market (B2B or B2C)? Type of business – Your product or service may be industry specific.

Networking 67

Networking Opportunity Referrals B2C 67

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Negotiation: Sales reps and prospects will enter talks to find an agreement that suits the client’s needs and the sales goals. B2C sales training will focus on emotional appeal and techniques that drive immediate sales.

B2B 52

B2B Training Top of Funnel B2C 52

Mindtickle

MAY 22, 2024

Prospects make their decision based on all the information they’ve gotten up to this point – including: Sales collateral Sales battle cards Pricing information Demos Free trials Testimonials and reviews from existing customers Negotiations are common at the evaluation stage of the sales funnel. But B2B and B2C sales funnels aren’t the same.

Top of Funnel 52

Top of Funnel Funnel B2B B2C 52

PandaDoc

NOVEMBER 19, 2019

Because that’s how we expect to shop in the B2C world. Empowering sales teams to simplify the process to generate, negotiate, and eSign proposals, quotes, and contracts. But, nearly 50% (or $7.3 trillion) of B2B sales are still conducted manually. For PandaDoc users, learn more about the Stripe integration here. Try it free.

Proposal 72

Proposal B2C Small Business Small Business 72

Hubspot Sales

MAY 24, 2023

If you work for a B2C business, this step might not apply. Handle concerns and negotiations. How well you handle pushback and negotiations will depend entirely on what you do and how well you prepared before the closing call. Or maybe your product or offering has a USP like no other. Get the scoop from your coach. Be yourself.

Closing 116

Closing Proposal Call-back Vendor 116

Vengreso

JUNE 27, 2022

For instance, while a B2C sale may happen in a matter of minutes, a B2B sale may take months to complete and often includes many more stakeholders. Therefore, your approach in the B2B industry is different from that in B2C. Not even the most skilled contract negotiator is an expert in every area of the business. Collaboration.

B2B 127

B2B Top of Funnel Decision Maker Ideal Customer Profile 127

Mindtickle

APRIL 30, 2020

For example: A retail sale—business-to-consumer (B2C)—might require a shorter, but more personal interaction. Conventional training programs focus on behavior modification, communication, and negotiation skills. What are “the essentials” of choosing a sales training program, and why do they matter? That drives revenue growth.

Training 76

Training Negotiation Retail Quota 76

Pipeliner

APRIL 19, 2021

The current commercial environment has trained people to be discount junkies, searching for the lowest price in every available opportunity, both in B2C and B2B commerce. Businesses know that they’re never going to pay list price unless they buy only one piece of a given item, which is seldom the case.

Video 52

Video Hotels Discount How To 52

Anthony Iannarino

SEPTEMBER 16, 2019

A standard process might look like this: Target, Qualify, Diagnose or Discovery, Solution Design, Presentation and Proposal, Acquisition and Negotiation, and Won, Lost, or Status Quo. But there are other journeys, many of which are more easily applied to B2C. The sales process guides your actions as you move from target to close.

Sales Qualified Lead 75

Sales Qualified Lead Territories B2C Sales Process 75

Salesmate

MARCH 17, 2020

B2B sales is a much more complex process than B2C sales. Let’s just say that buyer personas are not limited to B2C companies. Now that you have your lead, you contact them, give them a demo of your product, take the communication to the negotiation stage. As B2B sales have multiple stakeholders and steps.

Sales Process 125

Sales Process Top of Funnel Buyer Persona Lead Rank 125

Nutshell

AUGUST 28, 2023

This could include delivering a proposal based on verbally agreed-upon terms, getting buy-in from all the decision-makers, and making final negotiations on the price. Examples of tasks for this stage: Deliver proposal Final negotiations Acquire signed contracts 7. What were the major sticking points during negotiations?

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Hubspot Sales

NOVEMBER 21, 2018

Negotiation: Both sales rep and decision makers discuss pricing details and feature needs. We typically see this model with B2C purchases in which a customer can find and buy a product via a website, like Netflix or Amazon. Business case: The prospect tests the product through a free trial or POC to see if it can solve their needs.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Customer Centric Selling

FEBRUARY 19, 2016

While most applicable to B2C sales, the "always be closing" mentality has unfortunately become part of the general sales stereotype. It most cases it isn’t a single “hit and run” order as is the norm in B2C transactions. Vendors and salespeople don't seem to realize that people prefer to buy rather than be sold.

Closing 40

Closing Decision Maker B2C Proposal 40

Sales Evangelist

JUNE 4, 2019

Statistics show that 95 percent of consumers in the B2C world are looking at reviews before they buy. If you search Google for tips on negotiating, you’ll find countless pointers that destroy trust. You create buyers who are actually able to negotiate their own deals. Remember that you aren’t negotiating hostages.

Sales Qualified Lead 49

Sales Qualified Lead Leads Marketing Qualified Lead Discount 49

Pipeliner

MARCH 20, 2018

There is a mistaken belief that B2B buying behavior rests in coldly logical, rational business decisions, and that business-to-consumer (B2C) decisions are more personal and emotional. It is even more so than B2C buying, simply because of the inflated personal risk experienced by B2B buyers. B2B Buying Perspective.

B2B 40

B2B B2C Telemarketing Decision Maker 40

Pipeliner

JULY 10, 2019

It is, of course, possible with some products—mostly B2C products—to sell through automation only. There must be no need for asking questions or negotiation. I know that technology has changed everything, but I say that we lose something if we go astray from humanity. We’re then only communicating with machines.

Outbound 75

Outbound Loyalty B2C Call-back 75