There’s no question that the buyer’s journey has drastically changed. More customers are educating themselves pre-purchase without any touchpoints with a salesperson. Additionally, a number of steps have been added to customers’ paths to purchase. This is true for business-to-consumer (B2C) sales and direct-to-consumer (D2C) sales and even more true for business-to-business (B2B) sales.
At its core, B2B presents some key differences from B2C and D2C sales:
While the B2C buyer’s journey typically consists of a consumer interacting with a number of brands and ultimately making an informed decision to eventually purchase, the B2B process is trickier.
Within most businesses, there are multiple people who have to weigh in on the decision making process. In an example scenario, a team member could find a solution, run it up the organization to a department head, who will then introduce the solution to a CEO or Principal. If everyone involved believes in the solution, only then can we begin the process of getting our CFO, accounting teams, or investors involved for approval.
The KBM team has assisted countless organizations with these steps to help facilitate the B2B sales process. We leverage our gained experience and strong relationships with many key distributors and stakeholders in our given fields to make the process as painless as possible. Introducing more steps in the process doesn’t have to be a deal breaker.
Experience helps alleviate much of the pressure for our B2B clients. Many manufacturers or producers going through a significant growth phase will find themselves working with new distributors outside of their comfort zone. As more stakeholders are incorporated into the equation and higher financial risks are at play, these situations become nerve-racking.
It’s in these situations where a seasoned B2B sales partner can help navigate the negotiations, contracts, and execution that go into each phase of the deal. Experienced B2B sales agencies like Kelly Brand Management broker these types of partnerships regularly. You don’t have to go through this process alone.
The factor that influences the most successful B2B transactions is mutual trust and collaboration. When each side of a deal, agreement, transaction, etc. believes that everyone involved is working for the best interests of the collective, the entire B2B sales process becomes smoother.
The advantage that KBM offers? Garnered trust through a long history of experience, relationships, and winning. For a full brand assessment and B2B sales consultation, reach out to us today and start the conversation.
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