B2B Sales Training

How we use this term to differentiate between business-to-business and business-to-consumer sales training.

This term refers to B2B sales training programmes, courses, and interventions; The differences between B2B and B2C sales training, and pages about our related services. 

The Differences

The main differences are the number of people involved in buying decision-making, the existence of purchasing policies and procedures, and the time necessary for consideration and purchase to be completed.

In B2B sales, salespeople usually need to engage with multiple stakeholders within a client organisation over a longer sales cycle. This process requires patience, strategic thinking, and the ability to navigate complex organisational structures and needs. Conversely, B2C sales typically involve shorter, more transactional interactions with individual consumers. The focus is on volume and turning leads into sales quickly, often leveraging emotional appeals and impulse buying behaviours.

Business-to-business salespeople must possess a deeper understanding of their products or services, including technical specifications and how they can be tailored to meet the unique needs of each business client. This level of detail and customization is less common in B2C sales.

Business buying decisions are usually much more complex. B2B salespeople usually need to navigate a complex decision-making process, often involving multiple decision-makers and influencers. A B2B salesperson must be adept at identifying and persuading these key individuals. In B2C sales, the decision-maker is usually the individual consumer, making the sales process more straightforward.

Higher-value transactions necessitate a clear articulation of the value proposition and return on investment to the business customer. Negotiations over price, terms, and services are common. In B2C selling, price negotiations are less frequent, and the value proposition is more focused on personal benefit and satisfaction.

B2B Sales Training Resources on this Site

The pages listed below offer more information on our B2B sales training courses and related services.

If you need sales training, coaching, fractional sales enablement services, or B2B sales expertise, we are interested in bidding for your business. We specialise in helping businesses that sell complex business solutions, increase sales. Most of our customers sell technology, software, or technical know-how-based business solutions.

To learn more about our services or communicate your requirements, use the contact form here or send an email to jimm@salessense.co.uk. Alternatively, telephone 01392 851500.