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What is B2B sales?

Find out more about B2B sales and three B2B sales processes that will win you more customers!

Liinea
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What is B2B sales?

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

  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 Liinea.com

  3. B2B sales are more complex, require more people, and take longer than business-to-consumer (B2C) transactions Liinea.com Liinea.com

  4. Two variables are responsible for defining the type of B2B software-as-a- service (SaaS) sales processes: Three different types of B2B SaaS sales processes: • Self-service • Transactional • Enterprise 1. Product complexity 2. Product price Liinea.com Liinea.com

  5. Liinea.com Liinea.com

  6. Self Self- -service sales model characteristics service sales model characteristics Liinea.com

  7. Self Self- -service 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. Liinea.com

  8. Transactional sales model characteristics Transactional sales model characteristics Liinea.com

  9. Transactional 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. • Liinea.com

  10. Enterprise sales model characteristics Enterprise sales model characteristics Liinea.com

  11. Enterprise 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. Liinea.com

  12. Examples of the SaaS sales models Examples of the SaaS sales models Liinea.com

  13. Scale up smart Liinea.com Join our sales workshops to create a winning sales playbook and to master the art of sales liinea.com/workshops Liinea.com

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