Is B2B Sales Hard?
Updated: Mar 8
Is B2B Sales Hard?:
Yes, B2B sales are hard. The B2B sector is more competitive than the B2C one. In B2C, retail companies compete with one another to sell their products to consumers.
In B2B industries, companies compete with other businesses to sell their products to businesses. This competition is higher in B2B industries.
It can be a tall order convincing a prospect to buy from you and not from your competitor. Even if you’re the best at what you do, it will take time to earn trust and prove yourself worthy of the business you want.
To succeed in B2B sales, you need to know the ins and outs of this sector. You need to get comfortable with rejection and learn how to deal with it. And most importantly, you need to learn how to effectively close deals.
“48% of B2B purchase decision makers find B2B advertising boring” – LinkedIn Marketing Solutions.
Why B2B sales are hard?:
When you’re selling to businesses, there are no customers waiting in line to purchase products from you. Instead, you have to convince the business owners or the decision-makers to make a decision about whether to use your services or not.
The demand for B2B products is low compared to the number of buyers. This makes B2B businesses less responsive to sales offers, unlike B2C.
B2B sales is a long-term approach. This means that you need to build a relationship with the decision-makers of your B2B prospects. And because these people don’t have the same urgency to buy products that consumers do, it’s harder to convince them to use your services.
Persistence is the key to closing deals. You have to be willing to call, email, follow-up, and visit businesses until you get a response.
Know what problems your clients currently have and what are their biggest concerns. You will be able to create a solution for these problems and have an easier time convincing your clients to use your services.
You don’t want to waste your time selling what your clients don’t need. You want to sell them products that are relevant to their current needs and their budget.
“B2B audiences exposed to both branding and acquisition campaigns are [6x] more likely to convert than those only exposed to one or another” - LinkedIn Marketing Solutions.
[If interested, see how the Pandemic transformed B2B Buying]
B2B sales are hard or difficult. It takes time to build relationships and establish yourself as a trustworthy salesperson or business.
However, it can also be rewarding. You can make a lot of money selling products to businesses. It also has a lot of potential for growth.
B2B companies can use multiple marketing and sales channels to reach customers or potential prospects. Though it is not easy, it is definitely worth the effort. SEO is one such marketing channel that no B2B shouldn't ignore!
“In fact, McKinsey & Company reports that the number of channels B2B customers regularly use in the buying process doubled from five in 2016 to 10 in 2021” - Retail Dive and TreviPay
B2B companies need to have a long-term focus and must be willing to put in the time and effort to succeed. B2B sales can be very profitable, but it does require patience and persistence.
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