What B2B Marketers Can Learn from B2C

Sales and Marketing Management

In business-to-consumer (B2C) industries, brands rarely invest resources in audience engagement without first conducting consumer research. Adapting a B2C marketing practice into the B2B arena. Marketing directly engages the buyer – Marketing can invite clients and prospects alike to join working sessions on go-to-market strategy and messaging, bringing the voice of the buyer directly to the frontline.

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Forget B2B vs. B2C – Long Live B2P Sales & Marketing

Zoominfo

A majority of modern businesses fall into one of two categories: B2C (business-to-consumer) or B2B (business-to-business). The terms B2B and B2C are so ingrained in our vernacular that only seasoned vets will recall a time when such terms weren’t the status quo.

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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. Blog Professional Selling Skills Prospecting customer high-profit prospecting prospect prospecting sales prospectingWhat does your sales funnel look like?

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B2C Sales Tactics Can Work Great in B2B Sales Situations

The Sales Hunter

Blog Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation B2B professional selling skills prospecting sales motivationTiming, emotion and personality still play a big role in B2B selling situations, yet too many salespeople leave them out. The reason they leave them out is they feel the customer is all business and they’re dealing with them either via email or some sort of a bidding process. It doesn’t matter.

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4 Ways to Make B2B Sales as Smart as B2C Sales

Sales and Marketing Management

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. You’re not just thinking about prospects as a company but as a bunch of individuals within a company; each has his own persona as both a businessperson and a consumer, meaning there’s a lot of data to digest and disseminate. Your sales team lives and dies by its list of prospects and priorities.

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Lead Management – Enabling Your Sales Team with Technology

Sales Benchmark Index

This results in BRD teams tracking their prospecting activity outside of the system in a. Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management.

31+ Flavors of CRM – Got B2C Sales CRM?

Velocify

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.

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Three Ways to Get a Prospect to Respond

Mr. Inside Sales

The answer is simple: Prospects now have more ways of identifying sales reps they don’t want to speak with, and now have more ways of evading them. It’s the same for your prospects. Speaking about prospects hiding behind emails, etc.,

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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One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter. They talk over their prospects. They talk after they ask a question (and don’t even let their prospect answer).

B2B is Dead – Long Live B2P

DiscoverOrg Sales

B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world. B2B, on the other hand, is generally dictated by a misguided understanding of prospective customers.

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8 Tips for Salespeople When Email Prospecting

CloserIQ

That said, would it surprise you to learn that prospecting is considered the biggest challenge by 42% of salespeople , followed by closing (36%) and qualifying leads (22%)? The more prospects you produce, the better able you are to hit quota and reach revenue goals.

The Pipeline ? Prospecting With E-Mail

The Pipeline

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. Prospecting.

5 steps to sales prospecting (for higher quality leads) in 2019

Close.io

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Your approach to sales prospecting should be no different. What exactly is sales prospecting? What’s the difference between a lead and a sales prospect?

8 Valentine's Day Email Templates Prospects Love

Hubspot Sales

February 14 is typically a holiday for B2C marketers -- not salespeople. But that’s to your advantage: A Valentine’s Day-themed email will stand out in your prospects’ work inboxes, make them curious, and ultimately, earn you the opens and replies you’re looking for. Prospecting emails.

Best Prospecting Methods — 4 Ways To Stop Second-Guessing How You Prospect

Sales Hacker

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. A prospect is a company or person who matches the profile of a client. Four Prospecting Approaches.

Stop thinking B2B & B2C Sales. Focus on P2P.

The Brooks Group

Sales professionals who Know and Grow their relationships with prospects and customers understand People-to-People selling. Developing relationships with prospects and helping them make decisions is -- and always will be -- the best way to sell. They focus on the prospect.

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5 Strategies the Best Reps Use to Tell Tire Kickers From Real Prospects

Hubspot Sales

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tire kicker. It takes time and energy to educate prospects (e.g.,

5 steps to sales prospecting (for higher quality leads) in 2019

Close.io

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Your approach to sales prospecting should be no different. What exactly is sales prospecting? What’s the difference between a lead and a sales prospect?

Sales Tips: 3 Things to Know Before Selling to the B2B Market

Customer Centric Selling

In recent years, selling to the B2B market has presented new challenges for companies such as buyers’ growing tendency to vet vendors using online research and the interplay between the B2B and B2C buyer experience. Buyers expect B2C excellence from B2B vendors.

The 4 Sales Soft Skills You Must Master For A Prospective Meeting

Closer's Coffee

A good rule of thumb is to go for “mirror” + one, where you dress one notch more formally than your prospect or customer. In that way, the B2C and B2B sales approach couldn’t be more similar. Use it on the phone and use it in a meeting with your prospect.

It’s B-2-All Now!

Engage Selling

Selling used to fall into one of two groups: B2B (business to … Read More » Account Management Goal Setting and Planning Negotiation and Closing Objection Handling Prospecting Sales Leadership Sales Strategies article b2all b2b b2c closing Colleen Francis Engage Selling objection handling presentation skills Sales Leader Sales Presentations sales trainer sales training sales training programs selling strategies speaker

The Sales Challenge of I Need Prospects Part 2

Increase Sales

For most to overcome this sales challenge of “I need prospects,” begins with marketing. Earlier this week I wrote about this sales challenge from a prospecting perspective.

Should You Use: “Is this a good time”—Yes or No?

Mr. Inside Sales

Just last week, I received this email question from a reader: “Hi Mike, question: After I send out information to prospects, and I come back to them with an idea do I ask them if they have a minute before going into my pitch?”. That’s how you handle prospecting calls.

The Sales Presentation: Things to Keep in Mind

Mr. Inside Sales

Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again!

The 5 Secrets to Get Your Email Returned

Mr. Inside Sales

Here are 5 things you can begin doing right now: Email Secret #1: Use the prospect’s first name in the subject line. Putting your prospect’s name in the subject line (first name) will immediately distinguish your email from the hundreds of others your prospect gets.

How to Overcome the “I’m not interested” objection

Mr. Inside Sales

Here is an example of the kinds of proven scripts and techniques you’ll learn to handle all the selling situations you and your team face: If, while prospecting, your prospect tells you, “We wouldn’t be interested,” you can more effectively respond with: “I’m not interested”.

Metrics: Why Most Companies Get it Wrong

Mr. Inside Sales

Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again!

Help Your Customers Achieve What Seems Unreachable

The Sales Hunter

This is as true in B2C as it is in B2B. And by “positive results,” I mean significant increase in prospecting success and more closed sales. Blog Customer Service pricing Professional Selling Skills Prospecting Sales Motivation customer customer service prospecting

Continuing Education: The Key to Immediate & Long-Term Success

Mr. Inside Sales

Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again!

It’s Fall! Do You Know What That Means?

Mr. Inside Sales

Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again!

Four Proven Responses to: “We’re all set”

Mr. Inside Sales

Join Our Next Training: Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program. Overcoming Objections overcoming objections sales technique best cold calling prospecting scripts phone sales best sales skills cold calls

Do This to Develop the Attitude of Top Producers

Mr. Inside Sales

Then my sales manager pointed out that the top closers started with the same pool of leads I had; they had just put in the time to cull through them, diligently, and after months of extensive work, they discovered, converted, and cultivated a great list of prospects and clients.

One Technique to Avoid Ghosting

Mr. Inside Sales

The technique is that while setting the next call with your prospect, you direct them to open their calendar and look for a time that fits you both. The way most sales reps set appointments now is to just ask when a day and time might be good for a prospect.

B2B Selling is Now B2ALL

Engage Selling

There has been no greater impact on B2B sales in the last decade than the online consumer-buying process.

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How to Negotiate to Close More Deals

Mr. Inside Sales

And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. Let’s do a quick role play: Example One: Prospect: “Do you offer a free trial?”.

Stop Talking Past the Close

Mr. Inside Sales

They get the prospect on the phone, go through a PowerPoint slide presentation, drone on and on for a half hour or more, rarely checking in their prospect—and if they do, it’s a weak, “does that make sense?”–and Prospecting & Qualifying Sales Tips trial close

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

They find too many other things to do instead of constantly hunting or contacting prospects or following up with clients. “I Whenever I am undecided about when I should call a client or prospect back, it means I should pick up the phone right now and call them…”.

Just Email Me Something….

Mr. Inside Sales

What do you say when you get this objection while prospecting ? Let’s face it: This blow off is just a variation that prospects have been using for years. All you have to do is have an email already prepared while you’re prospecting.

Summer Sales Slow? Five Things to do NOW!

Mr. Inside Sales

If any of you have thought about developing a greeting card campaign to stay in front of your customers and prospects, this is the perfect time to do it! Why not design a card with a picture of yourself and family on YOUR vacation and send it to all your clients and prospects?