The Basics of B2B Sales
Written by Administrator
Tuesday, 15 May 2012 10:57
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What skills, then, will you need?

If "attitude" and "personality" aren't the keys to B2B marketing success, then what factors are? Here is a list to get you started:

- Technical knowledge

- Perseverance

- The ability to manage multiple, complex projects

- An understanding of how large organizations work

- Strong communication skills

Here are a few scenarios that you might encounter in a B2B selling situation

- A car manufacturer needs a windshield wiping system for the next model of its best-selling hatchback.

- A retail store chain needs to purchase a new point-of-sale system to use in its more than two hundred individual store locations throughout the UK.

- A telecommunications company needs to purchase new routers for an upcoming expansion of their network.

- A metal components manufacturer needs to purchase rolled aluminium to use in the manufacture of their three dozen product lines.

The above examples are by no means exhaustive. They are merely representative of the types of products you might be handling as a B2B salesperson. In some situations you might alternately be selling services or combinations of products and services.


There are two things you should notice about the above examples: diversity and specificity.