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

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 79
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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

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

B2B 114

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: 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 78

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 214

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 79

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 86

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

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.

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 87

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 74

How B2B sales have changed during COVID-19

McKinsey

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

B2B 109

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 72

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: 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 64

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 62

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 96

Five 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 56

Live Chat Makes Its Mark in B2B

Think Customers

In the B2B space, where the transactions are costlier, the products are essential for operations, and service needs to be quickly available, the right channel is essential. According to the State of the Connected Customer report by Salesforce, around 80 percent of B2B consumers expect real-time interactions with companies. In today’s omnichannel environment, a company’s customer service must be available whenever and wherever the customer wants.

B2B 52

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 51

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 51

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:

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 87

Keeping B2B Marketing Content “Human”

Women in Consulting

So why is there so much bad B2B marketing content out there? B2B companies are just as able to develop creative, fun, people-focused content as their consumer-oriented counterparts. Even in b2b, relationships happen between people, not faceless entities, and fun and humor are as human as you can get. By: Kathy Klotz-Guest.

B2B 101

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 87

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

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.

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 87

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 48

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

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

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

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

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 87

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

How B2B online marketplaces could transform indirect procurement

McKinsey

Innovative industrial companies are swapping a reactive, manual, and labor-intensive repair lifecycle for one that’s proactive and automated, with machine learning and advanced analytics at its core. Insights on Operations

B2B 114

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.