How are B2B sales different from B2C sales?

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When we talk about B2B, we are referring to the term Business to Business. If a company belongs to this category, it means that all its marketing and sales efforts are aimed at reaching other organizations.

On the other hand, the B2C (Business to Consumer) industry is related to all those companies that work to offer products and services to the general public.

Why is B2B marketing different from end-consumer marketing?
A smaller, but specialized audience
When we ask ourselves what B2B is in marketing, the first thing we must rcs data morocco is that all the actions we plan have a much smaller audience than those carried out by B2C companies.

Furthermore, this minority audience presents us with a greater challenge in terms of marketing and sales: it is a much more educated audience. Thus, for example, a Deloitte study found that 67% of the buyer's journey of B2B buyers takes place on digital channels ; in addition, 32% of them say they not only pay attention to digital ads, but also that these have positively impacted the portfolio of alternatives of potential sellers.

For this reason, qualifying valuable leads tends to be much more relevant in B2B businesses than in B2C.

Recommendations: a key factor in B2B marketing
Along the same lines as the previous point, in addition to being a hyper-informed sector, there is an attribute that will guarantee almost 100% of transactions: reputation in the environment. A KPMG study maintains that 90% of B2B sales were made thanks to a recommendation , which demonstrates the importance of generating good long-term relationships.

The survey also confirms that 84% of B2B sales start from a referral. Therefore, having a good performance with a client will be key to gaining their loyalty and at the same time it can serve as a bridge to obtain new business opportunities.

Thus, while for B2C sales recommendations or word of mouth can be an advantage in certain cases, for B2B sales it is often essential to achieve scalability .

Experience: an opportunity for the B2B sector
The generation of experiences is positioning itself as an ideal opportunity for B2B marketing. Another report by Deloitte found that 87% of executives in this sector see Customer Experience management as a lever for differentiation .

User experience has always been more of a focus for companies that go directly to consumers. In fact, the report indicates that more B2C organizations consider this factor as strategic. Therefore, we note that B2Bs have an opportunity in this area to distinguish themselves from their competitors.