Close

Choose a country

United KingdomEnglish
South AfricaEnglish
IndiaEnglish
InternationalEnglish

Smart Sales – Transforming the B2B Sales Process

Blog
7th February 2017

Inside Sales Divider Image

I’ve always been interested in sales. Not just the act of selling itself, but the psychology of how to convince a customer that you are offering a solution to their problems, rather than trying to convince them to part with their cash. The advertising industry has perfected the art of convincing customers that wants should be needs, but most of what we think of as sales and advertising relates to the B2C marketplace.

B2C means Coca Cola or Fairy liquid. It’s the products that you go out and buy. Those companies need to develop marketing campaigns that remind you why you need them. In some cases, these can be very clever – look at how Heineken beer has become a very subtle staple of the James Bond movies. In others, like most washing powder ads, it looks like the format has not changed for decades.

But there are also B2B relationships and although there are naturally fewer customers in the B2B world, it is also extremely important..

B2B sales has been traditionally very relationship based over the years. A company manager will buy from a company that meets the correct criteria, offers the right price, but more importantly has people he or she feels trustworthy. Often these relationships will endure over many years, so a manager leaving one company for a rival can often win business from previous clients – if that manager previously did a good job managing the relationship between the two companies.

There are some very smart changes that are changing the B2B sales process though – reflecting the complexities that have transformed how B2C companies market themselves. This Inc.com features dates from one year ago, but the observations are still valid, and are in fact accelerating:

B2B sales are being transformed by these processes and companies not exploring all three areas will struggle in a more flexible environment where marketing, sales, and relationships blur together. How has your own sales process evolved recently? Leave a comment below, or get in touch on LinkedIn, and let me know.


Leave a Reply

Your email address will not be published.Required fields are marked *


Helen Murray
Article by: Helen Murray

News & Insights

Recommended for you
Solution Designer
Service Provider
Technology Enabler
News
Webhelp creates a buzz at Sheffield customer experience centre

Leading business process outsourcer (BPO), Webhelp, has announced a new partnership with Plan Bee Ltd, with the installation of its first ever bee colony at its customer experience centre in Sheffield. The importance of honey bees to food production has come into sharper focus recently, with greater recognition of the vital role that bees play in either pollinating the many vegetables and...

News
Webhelp to sponsor Josh Llewellyn-Jones’ Fitness Feats

    Webhelp UK, one of the country’s leading customer experience and business process outsourcers (BPO), has proudly announced its sponsorship of ultra-athlete and cystic fibrosis warrior Josh Llewellyn-Jones. It will support him through a series of remarkable fitness...

Blog
Tips to optimise your business’ cash flow

Lack of cash: all fashion brands are short of cash at some time or another. This was the reason for organising a workshop entitled: "Cash is king - How to optimise cash flow at each stage of your development". It was suggested by the Fédération Française du Prêt à Porter Féminin (French...

Whitepaper
B2B Marketplaces are blossoming

Following our publication last year of " The Spring of B2B Marketplaces ": it is time to look back and to answer these questions: has there been some movement in the market? Have B2B players evolved in their marketplace business models? Is launching a new market observatory worthwhile? The answers...

Case Studies
Webhelp People Analytics

...

×

Webhelp Cookies Preference Centre

Strictly Necessary Cookies
The website requires the use of cookies for essential functional requirements and these are outlined in the terms and conditions.

Enhanced Functional Cookies
Some features of this website use services provided by third parties websites. These features use cookies to implement their services on this website and may collect data about your visit to help them optimize their functionality. The Webhelp terms and contitions outlines the cookies used by these services.

We have links to social networking such as Twitter, Facebook and LinkedIn.
These websites are third party sites. We do not place cookies on their behalf, and do not have control over the way they collect or use your data.
We encourage you to read more about their policies:
Twitter
LinkedIn
Facebook