B2B process: what are the differences with B2C?
Posted: Thu Jan 23, 2025 6:53 am
Unlike B2B sales, B2C sales are carried out directly from a company or seller to the final consumer. Therefore, these sales are focused on the latter when making decisions.
Common examples can be found such as shopping at a supermarket, visiting a dealership to buy a car, or purchasing products from online stores – all of these examples correspond to B2C sales.
Discover other differences between these two models:
Seller's Approach
An important concept to consider when selling to businesses is consultative selling.
This approach, as its name suggests, involves taking on the italy whatsapp resource role of a consultant, diagnosing and understanding the client's needs in order to jointly assess whether the product or service offered is optimal and meets their needs. In the B2C scenario, however, consultative selling is not as common.
Complexity
Another concept that is commonly associated with B2B sales is that of complex sales, which involve several variables and phases before their conclusion. In contrast, when it comes to sales to the end consumer, the process tends to be more direct.
Average income
One difference between B2B and B2C sales is the average revenue amount, which is usually higher in business sales. Of course, a B2B sale can have smaller values, but because they are generally more specific solutions, the investment is higher.
In the case of B2C sales, except in some specific markets, such as luxury, real estate or automobiles, this is not so common.
Sales cycle
In B2C selling, decisions are often based on emotion and made quickly to meet more immediate needs, such as purchasing clothing or accessories.
In B2B purchasing, however, buyers take a more strategic approach, which involves thinking things through before making decisions.
This lengthens the sales cycle as the solution's return on investment (ROI) must be analyzed, measurable benefits identified, and used to solve specific problems.
Buyer Knowledge
Because they are more expensive solutions, B2B buyers are generally also demanding and selective, so they do a lot of research before showing interest.
For this reason, content is an important part of a B2B sales strategy, as it helps educate the buyer about the solutions offered.
Common examples can be found such as shopping at a supermarket, visiting a dealership to buy a car, or purchasing products from online stores – all of these examples correspond to B2C sales.
Discover other differences between these two models:
Seller's Approach
An important concept to consider when selling to businesses is consultative selling.
This approach, as its name suggests, involves taking on the italy whatsapp resource role of a consultant, diagnosing and understanding the client's needs in order to jointly assess whether the product or service offered is optimal and meets their needs. In the B2C scenario, however, consultative selling is not as common.
Complexity
Another concept that is commonly associated with B2B sales is that of complex sales, which involve several variables and phases before their conclusion. In contrast, when it comes to sales to the end consumer, the process tends to be more direct.
Average income
One difference between B2B and B2C sales is the average revenue amount, which is usually higher in business sales. Of course, a B2B sale can have smaller values, but because they are generally more specific solutions, the investment is higher.
In the case of B2C sales, except in some specific markets, such as luxury, real estate or automobiles, this is not so common.
Sales cycle
In B2C selling, decisions are often based on emotion and made quickly to meet more immediate needs, such as purchasing clothing or accessories.
In B2B purchasing, however, buyers take a more strategic approach, which involves thinking things through before making decisions.
This lengthens the sales cycle as the solution's return on investment (ROI) must be analyzed, measurable benefits identified, and used to solve specific problems.
Buyer Knowledge
Because they are more expensive solutions, B2B buyers are generally also demanding and selective, so they do a lot of research before showing interest.
For this reason, content is an important part of a B2B sales strategy, as it helps educate the buyer about the solutions offered.