B2B Sales: Complete Guide on How to Sell to Companies

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B2B (Business to Business) sales are commercial transactions between companies, where one organization sells products or services to another. This model involves more complex negotiations, longer sales cycles, and b2b email list based on added value and ROI.
businessman smiling with arms crossedB2B (Business to Business) sales are a commercial process carried out from one business to another. In other words, they are companies that have other companies as customers.

This modality is characterized by more complex negotiations, longer sales cycles and decisions based on rational factors, such as cost-benefit, efficiency and return on investment (ROI).

B2B sales cover sectors such as industry, technology, services and wholesale, and are essential for the functioning of the production chain and the corporate market.

If you want to know how it works in practice and what the main trends are for this type of sale, continue reading and stay informed!

What differentiates B2B from B2C sales?
B2B (Business to Business) and B2C (Business to Consumer) sales have fundamental differences in the way products and services are offered, in the purchasing process and in the relationship with customers.

Target audience: In B2B, customers are other companies, while in B2C, they are end consumers.
Sales cycle: B2B sales tend to be longer and involve multiple decision makers, while in B2C, purchases are quicker and more emotional.
Average ticket: B2B transactions generally have higher values ​​and recurring contracts, B2C focuses on unit or impulse sales.
Personalization: In B2B, there are personalized negotiations and offers, while in B2C, the experience is standardized to reach a large audience.