What is B2B sales? - PowerPoint PPT Presentation

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What is B2B sales?

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Find out more about B2B sales and three B2B sales processes that will win you more customers! – PowerPoint PPT presentation

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Title: What is B2B sales?


1
THREE B2B SALES PROCESSES THAT WILL WIN YOU MORE
CUSTOMERS
WHAT IS B2B SALES
www.liinea.com/worshops
2
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
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.

10
Enterprise sales model characteristics
11
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.

12
Examples of the SaaS sales models
13
Scale up smart
  • Liinea.com
  • Join our sales workshops to create a winning
    sales playbook and to master the art of
    salesliinea.com/workshops
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