What is B2B sales?

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THREE B2B SALES PROCESSES THAT WILL WIN YOU MORE
CUSTOMERS
WHAT IS B2B SALES
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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
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B2B sales are more complex, require more people,
and take longer than business-to-consumer (B2C)
transactions
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• Two variables are responsible for defining the
  type of B2B software-as-a-service (SaaS) sales
  processes
• Product complexity
• Product price

• Three different types of B2B SaaS sales
  processes
• Self-service
• Transactional
• Enterprise

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Self-service sales model characteristics
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Self-service

• 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.

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Transactional sales model characteristics
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Transactional

• 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.

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Enterprise sales model characteristics
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Enterprise

• 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.

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Examples of the SaaS sales models
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