What Are B2B Sales: The More You Know (Tech Sales Edition)

If you're interested in tech sales, there's a good chance you've heard the term "B2B sales" thrown around.

But what exactly is B2B sales? In short, it means business to business” – the sale of products or services from one business to another. For example, if you sell software to a company rather than an individual person, that's a B2B sale.

With so much of the world's commerce moving online, it's easier than ever for organizations of all sizes to connect and do business with each other. In fact, according to Forrester Research, B2B eCommerce in the U.S. alone will reach $3 trillion by 2027. That's a lot of zeroes!

What does that mean for you? Well, if you're new to tech sales or just want to learn more about B2B sales, this blog post is for you. We'll cover everything from the basics of B2B selling to the most important skills you’ll need to succeed.

So let's get started!

The B2B Sales Advantage

Both B2B and B2C sales require connecting with people. B2B and B2C sales can lead you to pursue incredibly rewarding careers. Both can present fulfilling challenges and opportunities for growth. But a B2B sales job may tip the scales for you if…

• You thrive in complexity. B2B sales often involve specialized or complex products that require some level of technical expertise and the ability to navigate several teams of people within the organization.
• You love facts and figures. B2B sales tend to focus on bottom-line numbers and results that’ll sway a potential customer toward your solution.
• You treasure long-lasting relationships. As a B2B salesperson, you’ll likely find yourself spending more time with customers building trust and loyalty rather than churning through customers and quickly moving onto the next.

3 Must-Know Secrets for B2B Sales Success

Now that you know why a company might choose to prioritize B2B sales, let's turn our attention to how you can actually succeed in this type of selling – because trust us, it’s not the same as selling to an individual customer!

While there's no surefire formula for Career Success, there are definitely some best practices that all great B2B salespeople follow. Here are a few things to keep in mind as you start your journey in tech sales:

1) Know your audience

As with any type of selling, it's important to know who your target customer is before you start reaching out.

Some important things to note are:

• Type of company
• Size of their business
• What needs they have that your product or service can address

The more information you have about your target customer, the easier it will be to sell them your product or service!

2) Build relationships

In order for customers to trust you enough to do business with you, they need to feel like they know you and can depend on you. Building relationships is key in any type of sales, but it's especially important in B2B sales since customers will be putting their business' needs in your hands.

PRO TIP: The best way to build relationships is to be genuine and provide value—whether that means sending helpful resources or just offering advice—whenever you can!

3) Be prepared

There's nothing worse than trying to close a deal only to realize you don't have all the information you need. Before every meeting or call with a potential customer, take some time to do your research and make sure you're prepared with answers to any questions they might have!

Not only will this give them confidence in your abilities, but it will also help move the sale along more quickly since they won't need to wait for you to get back to them with answers later on!

B2B Sales: Is it Your Next Career Move?

Whether you're new to sales and want to learn more about B2B sales or an established seller who just wants to brush up on your knowledge base, we hope we’ve shed some light on what B2B sales is and how best practice tactics can help set yourself up for success!

No matter how you got here or what you walk away with from this article, we know one thing for sure: defining what Career Success means to you is all about learning new skills, processes and roles.

Let us show you what’s possible with our Career Success Catalog – and take your first step toward your B2B tech sales career today!