B2B sales: how do they work and what processes do they have?

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Differentiation in sales processes may not seem so important to the customer. However, if you are on the other side of the table, knowing who you are selling to and how you should do it is essential.


Using the same sales techniques for all types of audiences can lead your company to failure, for this reason, it is very important that you identify the different aspects of your potential clients and the ways in which you should communicate with them to reach them.

Ultimately, the process of selling to businesses has many unique uruguay phone data points compared to selling to individual consumers. It is necessary to know these distinctions in order to act accurately in each case.

In this context, we will talk about B2B sales, one of the fastest growing segments in today's market. Keep reading!

What are B2B sales?
B2B sales are commercial exchanges that occur between two companies, that is, when a business sells its product or service to another business. Hence the origin of its name in English Business to Business , which in Spanish means "from company to company".

How they differ from B2C sales
Just as there are B2B sales, there are also B2C sales. The main difference between the two is that, in the latter, the sale is directed to the consumer. This means that the buyer is not a business person and their purchase is generally individual.

On the other hand, in B2B negotiations, sales executives deal with CEOs, directors and corporate influencers, who depend on the corporate budget to close a deal.

As you can see, what differentiates the two types of sales has nothing to do with the activity — both are commercial transactions — but with the public for which the offer is intended.

Particularities of sales for companies
B2B sales require special attention due to the profile of your buyer.

In this type of sale, buyers have a much more involved position in decision-making, which is why they spend more time on a detailed and critical analysis of the proposal.

B2B buyers choose companies that allow them to create strong business relationships, with guaranteed supply and compliance with deadlines.

This is because B2B negotiations require effort, time and investment that, if any inconvenience occurs, can be difficult to recover and find a new supplier.

The target audience of B2B sales also requires highly segmented and targeted marketing actions . Furthermore, given their research profile, Inbound Marketing actions are usually quite efficient in reaching them.