What is B2B sales?

Find out more about B2B sales and three B2B sales processes that will win you more customers!

Transcript

1. Liinea.com THREE B2B SALES PROCESSES THAT WILL WIN YOU MORE CUSTOMERS WHAT IS B2B SALES www.liinea.com/worshops
2. Liinea.com B2B sales is short for business-to-business sales, which involves one company selling its goods/services to another company, rather than selling them directly to consumers
3. Liinea.com Liinea.com B2B sales are more complex, require more people, and take longer than business-to-consumer (B2C) transactions
4. Liinea.com Liinea.com Two variables are responsible for defining the type of B2B software-as-a- service (SaaS) sales processes: 1. Product complexity 2. Product price Three different types of B2B SaaS sales processes: • Self-service • Transactional • Enterprise
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6. Liinea.com Self-service sales model characteristics
7. Liinea.com • Self-service B2B sales is selling off-the-shelf services directly to consumers. It is easy to implement and use. • The sales approach is similar to the B2C sales process, which mainly involves self-service. • The process relies heavily on marketing automation. If a potential buyer recognises a need with themselves, it only takes them seconds to read reviews, subscribe, and start using the product/service. • Canva, a visualisation platform, and Evernote, a collaboration platform, – are promoted this way. Self-service
8. Liinea.com Transactional sales model characteristics
9. Liinea.com • In the transactional model simplicity remains the same from the end user's perspective. However, the product is sold to a whole company so the cost goes up. • A salesperson gets involved in helping define the use case, price the service, and assist with the implementation coordination. • The majority of the time this will be carried out by insider sales (sales team that stays inside the office) who support clients over the phone. • Amazon Web Services or Stripe are other good examples of businesses that use B2B transactional sales. Transactional
10. Liinea.com Enterprise sales model characteristics
11. Liinea.com • Enterprise B2B sales are the most complex out all of sales types; they also have the longest sales cycles, require multiple decision-makers, and the product itself requires heavy onboarding • The enterprise sales team usually consists of a number of people, such as field-sales team members and pre-sales team members. • Pre-sales generally involves highly knowledgeable product consultants, or, in some cases, product managers. • SalesForce, IBM, Oracle, and SAP are companies that make use of enterprise sales. Enterprise
12. Liinea.com Examples of the SaaS sales models
13. Liinea.com Scale up smart Liinea.com Join our sales workshops to create a winning sales playbook and to master the art of sales liinea.com/workshops