A B2C Buying Trend That Will Impact B2B

Sales Benchmark Index

Amazon, the king of B2C is invading B2B. The world’s #1 B2C e-commerce site is crossing over to B2B. Now AmazonSupply.com is focused on threatening traditional B2B distribution channels. Think it’s impossible for Amazon to make a robust B2B play?

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Making B2B More Like B2C Sales???

Partners in Excellence

” There’s a lot I agree with, but one point stood out, Make B2B More Like B2C. I don’t disagree, in fact, there are huge amounts we can learn from B2C, particularly in the areas of personalization, customer experience, and ease of doing business.

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Trending Sources

What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

Understanding the Sales Force

I'm going to share my 10 reasons why this is happening and you might be very surprised with my conclusion at the end of the article where I provide an important warning for B2B Sellers. Dave Kurlan Consultative Selling sales strategy amazon.com B2C B2BImage Copyright AdrianHancu.

B2B strategy, B2C results

Sales and Marketing

Teaser: When marketers evolve their tactics and view digital media as a unique marketing function, they start to realize the cross-functional power it can have, its ability to independently impact the brand and the bottom line, and its capacity to deliver B2C results for B2B marketers.

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Sales is Not B2B or B2C. It Is Always 1to1.

The Sales Hunter

Regardless of whether you’re in B2B or B2C, we can’t lose sight that the sale is not made until it’s 1to1 — one person connecting with one person. What does your sales funnel look like? Only when we get to the one-to-one conversation will we be in a situation to understand what the customer is […]. Blog Professional Selling Skills Prospecting customer high-profit prospecting prospect prospecting sales prospecting

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4 Ways to Make B2B Sales as Smart as B2C Sales

Sales and Marketing

With the long history of data availability available to B2C salespeople, they’re able to better track, recognize, and understand their prospects and the buying trips they take. But the ability to gather information from different places around the web gives B2B marketers a much fuller view of a company’s profile. It’s also allowed them to leverage analytics in ways only once possible by their B2C counterparts.

Customers Love to Buy so Why Do Salespeople Struggle to Sell Them?

Understanding the Sales Force

Dave Kurlan sales process Closing Sales b2b sales selling skills B2C SalesImage Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you?

Not B2C or B2B, But B2I (Business to Individual)

Sales and Marketing

Issue Date: 2013-09-03. Author: Michael Ni. Teaser: While the concept of one-to-one sales is not new, the change in buyer behavior to expect self-service discovery, engagement and buying combined with the power of automation and data analysis is.

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[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? Ecommerce and brick-and-mortar stores spend millions of dollars influencing B2C buying behavior: indirect lighting, relaxing music, mirrors, and a host of other factors all affect a customer’s purchase decision. Martin for a deep dive into the candid thoughts of B2B buyers and what kind of sales experience they prefer.

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Personalize B2B Mobile Site to Grow Revenues

Score More Sales

We have run into many B2B websites lately that do not work well on mobile devices. There are still some things that differentiate a B2B (business-to-business) transaction from B2C (business to consumer).

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B2B Sales Trends for 2018


B2C salespeople and marketers have focused on customer experience for years. It’s about time B2B professionals caught up. In the context of B2B, this might mean using predictive analytics to better understand where buyers are in the customer lifecycle, which offers are appropriate to pitch at any given point, and even how to reduce churn. Which of these B2B Sales Trends for 2018 do you think will have the biggest impact? The new year is fast approaching.

Social Media Is a Marketing Tool Not Just for B2C – But Also for B2B By Debbie Laskey, MBA

Increase Sales

Marketing B2B business to consumer Debbie Laskey marketing tool social media social media channels Twotter stream In today’s era of instant communications, social media has been both a positive and a negative element of most companies’ marketing outreach.

B2B sales – is more better?

Sales Training Connection

But the study was about B2C sales. Because of the type of sale and the buyers, the study construct does raise some flags about its applicability to B2B selling. A myth that is still being repeated time and time again even in B2B sales.

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Are Buyers Always Rational?

The Sales Hunter

Blog Consultative Selling Customer Service Professional Selling Skills B2B b2c closes closing closing a sale emotion prospecting sales selling skills

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The Revenue Marketer’s Guide to B2B Field Events

Sales Benchmark Index

B2B marketing leaders drive hyper-growth by bridging the gap between the corporate office and the field. If you are investing in field events, and not generating desired outcomes, consider thinking like a B2C marketer. Article Marketing Strategy Sales Strategy b2b marketing event marketing event toolkit field event Field Event B2B Marketing field marketing event Marketing toolkit

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12 Social Media Tips for B2B Marketers


Despite what we may have thought just a few years ago, social media marketing isn’t just for the B2C world. In fact, 56% of B2B marketers now consider social media marketing core to their business, with 30% reporting that social media directly produces ROI, according to Demand Gen Report.

Artificial Intelligence for B2B Sales & Marketing: Reality vs. Hype in 2018

DiscoverOrg Sales

” To me, these expectations echo the hype surrounding the possibilities of what AI can do … rather than the reality of what B2B AI is actually capable of today. The B2B business community is only just now entering the “Early Adopters” period. This could not be farther from the truth – especially in B2B applications. In short: AI is already part of everyday life, but B2B sales and marketing application is behind the adoption curve.

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Should You Use Pinterest for B2B Marketing? Yes or No in 5 Minutes

Sales Benchmark Index

Pinterest , Not Just B2C. B2C companies leveraging Pinterest have experienced tremendous success driving revenue. This is where blog articles and ebooks are gaining traction in b2b marketing. Taking Action – Leveraging Pinterest for B2B. Top B2B tips to get you started.

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The Importance of Branding in Today's B2B Customer Acquisition

Sales Benchmark Index

As B2B CMO’s work to transition their teams to lead generation there is a danger of abandoning brand stewardship. The purpose of this blog article is to highlight the importance of branding for B2B customer acquisition. The B2B goal was to compel dentists to provide Colgate samples (vs. Crest) and recommend Colgate to B2C consumers. The B2B program was ramped out to provide a competitive advantage.

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Making Big Data Work for B2B Sales

Sales and Marketing

Teaser: B2B sales will always demand a certain level of art and emotional intelligence. The same can be said for B2C sales. But it is possible to take the guess work out of B2B sales. B2B sales will always demand a certain level of art and emotional intelligence.

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Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. Building upon that “qual/quant” theme, this article discusses best practices for collecting qualitative and quantitative data in Business-to-Business (B2B) research.

Webinar Replay: Tips for Using Social Media in B2B Marketing


Did you miss our #InsightfulMarketer webinar with Oktopost on tips for using social media in B2B marketing? Daniel Kushner, CEO of Oktopost, shared some great insights around social media in the world of B2B marketing and best practices for successfully generating leads through social efforts.

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170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Account Based Selling (ABS) or Account Based Sales Development (ABSD) is a primarily B2B selling framework that treats qualified or high value accounts as unique markets in themselves, where each account deserves dedicated resource allocation as well as hyper-personalized and multi-point engagement with different teams from your organization.

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B2C Sales Tactics Can Work Great in B2B Sales Situations

The Sales Hunter

Timing, emotion and personality still play a big role in B2B selling situations, yet too many salespeople leave them out. As I work with B2B salespeople and ask them these questions, it’s amazing how few really know the best time to contact a person. Emotion and personality do have a huge place in B2B sales for one key reason. If you want to be successful in the B2B arena, don’t doubt for a minute the importance of time, emotion and personality.

31+ Flavors of CRM – Got B2C Sales CRM?


There are so many flavors of CRM from social CRM, sales CRM, call-centric CRM, lead management CRM, marketing CRM and the list goes on and on, tailored by vertical, B2C, B2B, and more. Some systems are focused on doing one thing very well and for Leads360 that one thing is a B2C sales.

10 Steps to a Successful Negotiation

The Sales Hunter

Based on the feedback I’ve received from numerous people and the success they’ve had in both B2B and B2C, the list definitely works! Below is my quick checklist you or anyone else can use to negotiate successfully.

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. B2B Marketers Benefit from Customer Reviews.

Educated Buyers and Emerging Sales Sucker Questions

Increase Sales

Today’s decision makers in the B2B industries and even now extending into the B2C markets are becoming far better educated buyers. Sales Communication B2B industries decision makers educated buyers sales conversation sales sucker

The Simplicity of Marketing In 115 Words

Increase Sales

To take one of these 3 actions: (1) Ask for a one on one meeting (B2B); (2) Walk through your brick and mortar store (B2C); (3) Visit your website or Internet store (B2B or B2C). Marketing is the first phase of sales process. It’s purpose is two fold: Attraction.

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Ask for the Sale the Right Way, Okay?

The Sales Hunter

First approach is the one I like best for B2C. Second approach is for B2B, where my preferred style […]. First off, let’s drop the mindset of “asking” for the sale. Mentally, I feel this sets us up for failure. In my mind, I’m going to take one of two approaches.

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Got Sales Courage?

Increase Sales

Staying focused and energized in the B2B and B2C marketplaces is an ongoing challenge. Sales B2B sales courage sales funnel sales leads top sales performersRemember the ad campaign “Got milk?”

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11 Tips to Build an Effective Customer Relationship

The Sales Hunter

This applies whether it be B2B or B2C. Many times the sale is won or lost based on the ability of you, the salesperson, to develop an effective relationship.

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Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit. Coupons might feel like a B2C move, but the same idea works as a re-marketing tactic for B2B companies as well.

The CMO’s Achilles' Heel

Sales Benchmark Index

B2B CMO''s largely do not have direct reports with expertise in demand generation. The specialist roles involved in executing world class B2B marketing in 2014 is complex. In any $100M+ B2B organization, the CMO can no longer fill the gaps alone. B2C Cathy.

Always Be Careful of Your Sales Message - Part 1

Increase Sales

For example, sales research continues to affirm that today’s B2B buyers are far more educated. Even with the B2C buyers, they are looking to the Internet for reviews from hotels to restaurants to even healthcare professionals.

Sustainable Sales Success – Tip 05 – The Educated Buyer

Increase Sales

A recent survey by Corporate Executive Board suggests 57% of the B2B buying decision is made before ever contacting the seller. This presumption of ignorance is a key barrier by both B2B and B2C salespeople seeking sustainable sales success.

Sales Motivation Video: It’s Time for More H2H in Sales!

The Sales Hunter

Whether you are in B2B or B2C, what you MOST need to be in is H2H — Human to Human! That’s right! This week I want you to remember that sales success is about personal relationships. Be passionate about human to human connections and dialogue. Here’s to great selling! Check out the video to see […]. Blog Professional Selling Skills Sales Motivation sales sales motivation

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Content Marketing Is the NEW Be There or Be Square

Increase Sales

just published some interesting statistics on this now very prevalent marketing channel: 32% of B2B marketers and 37% of B2c marketers have a content strategy. B2B marketers allocate 28% of total marketing budget to content marketing.

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Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit. Coupons might feel like a B2C move, but the same idea works as a re-marketing tactic for B2B companies as well.

2017 New Sales Behaviors Replace Building Rapport with Building Trust

Increase Sales

In spite of all the hype about technology and salespeople becoming obsolete, people in the marketplace be it B2B or B2C still buy from people they know and trust. How many sales training programs focus on “building rapport?”

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