5 Biggest Differences Between B2B and B2C Sales Strategies

Tom Spencer

One of the simplest distinctions in sales is that between B2C, which stands for business-to-customer, and B2B, which stands for business-to-business. Alternatively, B2B sales happen when one business sells its products or services to another business. Marketing B2B B2C

B2C 85

These eight charts show how COVID-19 has changed B2B sales forever

McKinsey

New analysis makes it clear: For B2B sales, digital is the wave of the future. Marketing & Sales Insights

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Omnichannel in B2B sales: The new normal in a year that has been anything but

McKinsey & Company

New analysis makes it clear: Omnichannel is here to stay for B2B sales. Marketing & Sales Insights Marketing & Sales

How To Break Past Revenue Plateaus In Your Consulting Business With Josh Long: Podcast #150

Consulting Success

Consulting Success Podcast B2B coachsultant Bottleneck Breakthrough Business Growth identifying business bottlenecks identifying business challenges sales managementDo you own a business, but finding it hard to break past revenue plateaus?

B2B 217

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

The B2B digital inflection point: How sales have changed during COVID-19

McKinsey

COVID-19 is changing how B2B buyers and sellers interact. Savvy sales leaders are learning how to adapt to the next normal. Marketing & Sales Insights

B2B 111

How B2B sales have changed during COVID-19

McKinsey

New digital behaviors are becoming the next normal. Marketing & Sales Insights

B2B 109

Survey: US B2B decision-maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 63

Measuring B2B’s digital gap

McKinsey

B2B companies fall short of their B2C counterparts in key areas of our Digital Quotient assessment. Our Insights

B2C 78

The New Rules of B2B Lead Generation

Harvard Business

Five ways sales teams can adapt to a new landscape. Digital Article

B2B 58

4 Data-Driven Steps To Drive Successful B2B Demand Generation

Fact: Good data lives at the core of every successful B2B demand generation strategy. Without quality data, it’s nearly impossible to identify and segment your target audience and create messaging that speaks to their values and interests. Whether you’re stepping into a new position or you’re new to demand generation, learning the tricks of the trade can be, well, tricky. In this eBook, you’ll discover how to improve your demand generation program—and your bottom line.

How COVID-19 has accelerated changes in the B2B sales landscape in Brazil

McKinsey & Company

New analysis makes it clear: The digital revolution is a huge leap forward for B2B sales in Brazil. Marketing & Sales Insights

Survey: Indian B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 56

Survey: German B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 54

Two ingredients for successful B2B sales: Agility and stability

McKinsey

Agile B2B sales operating models that fuse the best of both human and digital customer interactions are likely here to stay. Marketing & Sales Insights

B2B 66

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Survey: Global B2B decision-maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary by country. Marketing & Sales Insights

B2B 58

A post–COVID-19 commercial-recovery strategy for B2B companies

McKinsey

A recent survey provides insights about the strategies that can help B2B companies recover quickly from the COVID-19 crisis. Advanced Electronics Insights

B2B 60

Survey: European B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary by region. Marketing & Sales Insights

B2B 56

Creating strong digital B2B channels at industrial companies

McKinsey & Company

The digital solutions common at many companies are new to most industrials. How can digitization take root in this complex industry? Advanced Electronics Insights Industrial high tech Digital marketing Sales Digital strategy and organization

B2B 80

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow-up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

What the future science of B2B sales growth looks like

McKinsey

Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth. Our Insights

B2B 81

Survey: UK B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 46

From defense to offense: Digital B2B services in the next normal

McKinsey

After playing a crucial role in adapting service operations to COVID-19 disruptions, digital and analytics can help B2B service companies emerge stronger in the post-pandemic reset.

B2B 75

Discussions in digital: Moving B2B companies into the digital world

McKinsey

Digital has changed how B2B leaders meet customer demands, but not in all the expected ways. Our Insights

B2B 80

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

Survey: Japanese B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 44

Survey: Brazilian B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 43

Survey: South Korean B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 43

The B2B analytics playbook: Capturing unrealized potential in telcos

McKinsey

Telecommunications companies have been leaving money on the table by underinvesting in advanced analytics in their B2B business units relative to their B2C operations. A new tailored approach across these segments can generate much-needed growth and margins. Telecommunications Insights

B2C 74

5 Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

Survey: Italian B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 41

Survey: Chinese B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 40

Survey: French B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 40

Survey: Spanish B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 40

Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Many organizations fail to properly evaluate vendors during the selection process. Download ZoomInfo’s data-driven eBook for guidance on effectively assessing the vendor marketplace. After reading, you’ll gain insight into the following components:

Survey: Asian B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary by region. Marketing & Sales Insights

B2B 40

How Midsize B2B Sales Teams Can Punch Above Their Weight

Harvard Business

What they lack in scale they can make up for in flexibility. Sales Digital Article

B2B 58

B2B business branding

McKinsey

A deeper understanding of branding’s role in decision making is critical if B2B companies want their brands to drive value. Our Insights

B2B 40

Finding the right digital balance in B2B customer experience

McKinsey

Growing numbers of B2B companies are focusing on digitization to succeed with customer-centric strategies. Here’s how to get it right. Our Insights

B2B 74

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!