5 Things I Learned About Sales Coming From B2C to B2B:
I have been in sales for almost eight years now. Working in different industries I’ve been able to gain significant experience, yet most of the companies I’ve worked with were B2C companies.
When joining Roojoom recently as a B2B account manager, I had to learn how to sell to businesses instead of consumers. If you are in sales, you probably know how different the two are.
As a person who likes challenges, I quickly adapted into the new world of B2B, and thought I should take some time to describe the changes I have learned coming from dealing with consumers to dealing with clients.
1. It’s a marathon, not a sprint: If previously the goal of each call I made to a potential customer was to get the sale, now in B2B, the sales process is not as quick. It takes time and the process is much more in depth, starting with research, initial reach, follow up calls and emails and all the way up to the sales itself. Each part of the process has a different goal depending on the position of the lead in the acquisition funnel.
2. Education: The B2B clientele want to be educated with the product before deciding if it’s right for their business. The consumer, on the other hand, is making a more spontaneous purchase based on his/her sole interest.
3. CONTENT, CONTENT, CONTENT. With B2B, the more I am able to show the client what/how/why, the more it will benefit both sides. The best for me to show them is to create engaging content, such as use cases, tutorials and how to guides.
I have collected a few links that will help you get started with content marketing in the Roojoom below:
4. It’s all in the relationship: With B2B, the relationship between me and the client is a lot deeper than that with the consumer. In B2C, I got to know who the person on the other end was, but more than a name and location there was no relationship. It was more like watching the championship game, but without following the team for the entire season.
5. It doesn’t end when they buy: While the relationship between the salesperson and the consumer ends the moment he or she buys your product, as an account manager I am still responsible for the account after they made the purchase. My job is not just to get them in the door, but also to be there for them for everything they need as clients and help them make the most of roojoom. The goal of this is two-fold: first, happy clients will lead to word of mouth marketing, and second — in B2B there is always a chance of the same client upgrading their subscription or continuing after the account term ended.
At the end of the day, if you are a good salesperson you can adapt to any change. But as anything else in life, change takes time and re-thinking your strategy.
Were you ever going through a similar transition? What did it feel like? I’d love for you to share your thoughts and input in the comments below!