B2B sales are the practice of a company selling products or services to another company. This type of sale is common in the software as a service (SaaS) industry, and is often conducted through relationships and networks rather than through advertising or retail stores. B2B sales are rewarding work, and success is determined by the degree of participation you put in. Sales territory management is a popular system used by B2B teams to assign leads and geographies to specific sellers.
Research shows that there are an average of 7 decision makers involved in the buying process, and that 80% of B2B sales require at least 5 follow-up calls. Personal branding is also an important part of B2B sales, as it helps build a reputation as a valuable source of information without driving sales. The B2B sales environment has become more complex in recent years, with more decision makers and touchpoints involved than ever before. This has led to longer sales cycles, which pose a number of new challenges for all B2B sales stakeholders.
It's important to remember that when it comes to B2B sales, your clients' decision makers should have the authority and budget to negotiate and close deals with your company. In the past, a B2B seller could be a generalist who sold to anyone who expressed an interest in their product. However, today's buyers don't care about sophisticated features or buzzwords - they want to know how your product can solve their problem. You can use customer relationship management (CRM) software or a B2B email marketing tool with an integrated CRM to generate and track leads and build better relationships along the sales funnel.
Automation technology has also revolutionized sales and marketing processes.