Knowing the differences, advantages, disadvantages and main challenges of each one is important to understand how sales work depending on the nature of the client, whether it is a natural person or a legal entity.
The acronym B2B stands for “business to business”. B2C stands for “business to customer”.
B2B companies are organizations whose business model is to sell products or services to other companies (legal entities), while B2C companies sell solutions directly to the end customer (natural persons).
The main difference between B2B and B2C is who buys the product. In addition, B2B companies usually do not have a physical sales establishment, but rather have sales representatives
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It is worth noting that in B2B negotiations, the process tends to be more analytical and data-based, while in B2C sales the emotional factor is a decisive aspect in whether a customer buys a certain product or not.
An example of B2B is agencies that provide a service to other companies. B2C businesses can be, for example: e-commerce, supermarkets, clothing stores, among others.
Read also: Top 5 differences between B2B and B2C .
B2B relationships are those that occur between one company and another. A notable characteristic is that sales processes between companies are more complex, mainly because products have higher prices.
In this way, the B2B seller has the challenge of making more elaborate negotiations to show the relevance of the solution to the interested company.
In addition, the B2B sales funnel has more stages and is a more consultative process, which is why it is important for professionals working in this sector to be clear about what the stages are, and thus draw up more assertive strategies for each of them.
In this sense, B2B relationships require more charm and also more data and information so that the client can make a complete analysis of the cost-benefit of the service for their company.
What is a B2B seller?
A B2B seller is someone who represents a company and negotiates directly with other organizations.
Although B2B and B2C sales have the same stages (prospecting, qualification, offer, negotiation, closing and post-sale), sales to B2B clients can be more complex, as they have more decision makers, more bureaucratic contracts and a longer purchasing process.
Therefore, it is important that the professional is properly prepared to face these challenges, keeping in mind that, by guaranteeing customer satisfaction , there are greater chances that the contract will be renewed when the first contract ends.
A good B2B salesperson needs to develop a clear and saleable value proposition for the product or service so that decision makers can more easily understand the advantages that your company has to offer them.
What is it like to work with B2B?
A B2B seller must keep in mind that negotiated products will usually be more expensive and that the sales cycle may be longer, since contractual details are sometimes more complex and take time to be adjusted .
Furthermore, in B2B sales there is usually more than one decision maker: various areas may be involved in the process and a committee is appointed to select suppliers, to mention a few examples.
One positive aspect of B2B work is that sales are usually more recurrent, as companies tend to change suppliers less than brand clients. Finally, these changes may involve training and adaptations, which is more costly for a business.
You may also be interested in: 11 factors for success in your B2B sales strategies .
What is B2B SaaS?
SaaS stands for “Software as a Service.” So, B2B SaaS are companies that provide online software as a subscription service to other companies, as is the case with Zendesk .
Those who contract the service do not need to download any program, because the software is used in the cloud. In addition, the supplier companies provide all the necessary support and perform maintenance whenever required, to facilitate the use of the product.
