I’m sure every person in the enterprise world knows the definition of b2b. B2B is short for “business to business.” It indicates sales made to other businesses, rather than sales to individuals. The latter is referred to as “business to consumer” sales, or b2c. This distinction makes the sales person think that b2b sales is very different from b2c. B2B requires a lot of interpersonal skills and lots of casestudies to get across to that particular influencer who needs to be convinced that your product/service is going to make a change to his organization. Is that right?
Before we get into the details of b2b selling, lets have a look at this particular statistic from Forrester Research.