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

Europe’s innovation wunderkinds: The rising B2B start-up ecosystem

McKinsey & Company

While B2B start-ups are making Europe more competitive, start-ups, investors, and corporates will need to share expertise and work as partners to realize the region’s full entrepreneurial potential. Our Insights High Tech & Internet Europe Middle East North and Central America Innovation Growth Globalization Disruptive Technology IT organization & governance Digital strategy and organization IT management & strategy Core IT

B2B 86

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 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 219

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 112

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 67

How B2B sales have changed during COVID-19

McKinsey

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

B2B 109

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

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.

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 70

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 58

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 97

From tech tool to business asset: How banks are using B2B APIs to fuel growth

McKinsey & Company

Banks can use APIs to generate income growth from corporate customer segments, improve customer experience, and fuel innovation. Insights on Financial Services Financial Services Disruptive Technology

Tools 105

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.

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: 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 61

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 68

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 60

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.

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 86

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 50

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 86

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 82

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.

The New Rules of B2B Lead Generation

Harvard Business

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

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 84

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: 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 44

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: 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 44

Case study: Building a customer-centric B2B organization

McKinsey

A Chinese steel manufacturer systematically transformed its operations to be customer-centric—and in the process, improved its bottom line. Marketing & Sales Insights

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 42

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 81

Best Practices for Marketing Database Cleanse

Finding a vendor to cleanse and optimize your marketing database can be difficult if you don’t know what to look for. Download the eBook to get the most out of your database cleanse and find an appropriate vendor for your B2B marketing objectives.

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