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. Simply put, a B2C sale takes place when your business sells a product or service directly to an end consumer. Marketing B2B B2C

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Five Lessons on Digital Transformation from B2C Leaders

BCG

To understand how leading companies are responding to the dynamism and unpredictability of today’s marketplace, The Boston Consulting Group partnered with IBM and Electronic Business Group, a leading French think tank, to interview the leaders of 70 B2C companies (60 incumbents and 10 leading pure digital players) on the topic of digital transformation. Article Monday, December 12, 2016. Companies’ lifespans are shorter than ever before.

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Forget B2C and B2B -- We Need B2I

Strategy+Business

Salesforce.com strategist Peter Schwartz argues that the lines between B2B and B2C are forever blurred, and now every company competes in the business-to-individual sphere, where the products and services it offers are tailored to every one of its customers In the fast-approaching world of tailored products and customer experience as competitive advantage, the old categories of business and consumer will be obsolete.

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Why Are B2B Companies Ignoring B2C CX Practices?

1 to 1

But unless B2B customer experience practitioners want to run the CX race with one foot in a bucket, they should also learn strategy from Holiday Inn and Burberry, customer understanding from Vanguard and Virgin Mobile Australia, and design practices from Fidelity and the Spanish bank BBVA - the list of relevant B2C case studies goes on and on. It disappoints me when customer experience professionals at B2B companies won't even consider CX practices from business-to-consumer companies.

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Customer Experience Design Lessons From B2C & B2B Award Winners

1 to 1

B2C financial services provider Ally Bank and B2B professional services firm PwC Australia took home top honors in the design category of Forrester''s first annual Outside In Awards.

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Measuring B2B’s digital gap

McKinsey

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

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How B2B digital leaders drive five times more revenue growth than their peers

McKinsey

By focusing on the right digital practices, B2B companies—currently trailing B2C companies in digital transformation—can create long-term value. Here are five areas where digital leaders excel. Our insights

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How to Design an Offer Consulting Clients Will Love

Consulting Matters

I also want to talk about the difference between B2C offers and B2B offers. A B2C business is when the actual buyer is an individual, and you need to think about your offers differently. Here's the difference with the B2C business. Have you ever wondered.

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AI Comes Alive at Leadscon NYC

Think Customers

And the recent Leadscon 2017 “Connect to Convert” conference in New York bustled with innovative ideas about how to use AI and bots in B2C and B2B marketing. AI and chatbots are driving forces in how businesses understand and assist their customers. These powerful and insightful tools are being applied in unique ways to meet needs throughout the customer lifecycle.

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Box’s CEO on Pivoting to the Enterprise Market

Harvard Business

But by staying disciplined with the product and deeply understanding market trends, they’ve made the strategic shift from B2C to B2B work. Aaron Levie, the CEO of Box, reflects on the cloud storage company’s entry into the enterprise market. He was skeptical about pivoting away from consumers, and it was challenging. Download this podcast. Technology Disruptive innovation Business models Audio

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The One Ratio Every Subscription Business Needs to Know

BCG

Ever since Salesforce.com pioneered software as a service (SaaS), companies across industry sectors—B2B and B2C alike—have made the move. Article Thursday, February 09, 2017. Today, more and more businesses are migrating their products from a purchase-based to a subscription-based model. In the entertainment business, Netflix ushered in monthly-DVD and online-streaming subscriptions, and Spotify supplanted iTunes.

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Consultant Marketing Listen or Lead?

Jerry Fletcher

Those clients tend to be larger and B2C oriented. Whether your clients work in B2B or B2C you can be more effective the more you know. The popular press was crowing about how populism was sweeping the earth because social media had given everyone a voice. Then a pandemic got in the way. Suddenly marketing gals and guys are debating whether to listen or lead and how the pandemic reaction will affect that going forward. Consultant Marketing is different…or is it?

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Simplifying IT to Accelerate Digital Transformation

BCG

For B2C companies, disruptive innovators—such as Airbnb, Simple, and Uber Technologies—continuously roll out new models and services, and each one raises the competitive bar. Article Monday, April 18, 2016. Corporate IT functions are being hit with a one-two punch. Digital technologies increase the need to adapt ever more quickly to disruptive new applications and services. Those technologies also create rising customer expectations.

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Consultant Marketing Crafting Identity

Jerry Fletcher

But in the Business to Consumer (B2C) world the colorful piece in print or digital form wins the day. In B2B color brochures are preferred whereas In B2C one or 2 colors is well accepted for transmittal. SEO is only part of the equation. I agreed to sit on a panel after a presentation on SEO the other day. The presentation was well done if a little lumpy because the presenters were not used to using Zoom. I learned some things about how SEO works which I’ll put to good use.

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How a Digital Storm Will Disrupt the Parcel and Express Industry

BCG

Business is solid, with stable revenue in B2B and rising volume in B2C. Focus Thursday, December 15, 2016. It’s the year 2026, and you’ve just emerged from a tough earnings call with analysts. Revenue was down by 10%, and profits fell twice that. You tried to pin the blame on e-tailers’ price promotions for their delivery options, but the analysts didn’t buy it. They said you would just have to get used to fighting for share against these new rivals with all their momentum and tech buzz.

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Chief Customer Officers Must Orchestrate Experiences

1 to 1

Whether firms call them a chief customer officer (CCO) or give them some other label, they are sitting at the highest levels of their companies and exist in both B2C and B2B companies as diverse as GM, UnitedHealth, Fidelity, Level 3 Communications, and Eli Lilly. Over the past seven years, Forrester has observed the trend of companies putting in place a senior executive responsible for leading customer experience efforts across a business unit or an entire company.

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When “Word of Mouth” Isn’t Enough

Martinka Consulting

But for a more traditional B2B or B2C firm (like this one that sells to businesses, government, and consumers) there needs to be marketing plus some sales effort. I’m talking to an owner who’s pretty darn proud of the fact he doesn’t do any marketing or have any sales effort because it’s all “word of mouth.” He tells me this knowing I know his friend (with the same type of business) in a noticeably smaller market that has two to three times the revenue he has.

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The Generous Act of Marketing

Prudent Pedal

For the past 20 years, the B2C marketing profession has been moving in the direction of professional services. These consumer-focused companies are finally learning what professional services firms have known for decades—dare I say centuries. Sales and Marketing are about building trusting relationships. Unfortunately, I suspect that much of what has been put on paper has either not been read recently, been seriously misappropriated or is being willfully ignored.

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Engaging the B2B Customer

1 to 1

Given the amount of emphasis that''s placed on using data and automation to engage with B2C customers across the industry, I was instantly intrigued by the possibilities for B2B organizations. A few years ago while attending Dreamforce, I had a few meetings with executives from marketing automation companies who shared different approaches to engaging with B2B customers and prospects.

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Strengthening Digital Customer Engagement by Creating Buyer Personas

1 to 1

As B2C marketers continue to gain experience engaging with customers in digital channels, a growing number of practitioners are striving to become more adept at segmenting customers by psychographics and demographics as part of their efforts to deliver relevant content, messaging, and experiences for specific target audiences.

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7 Creative Ways to Boost E-commerce Sales

Tom Spencer

Although 82% of B2C and B2B companies use email marketing strategies, only 28% of consumers actually wish to receive promotional emails more often. Your website is live and you’re ready to sell, but you just can’t seem to attract enough customers. Even when you get shoppers to your site, they’re just not converting. Sound familiar? Don’t give up hope for a bustling business. Here are 7 e-commerce marketing techniques to boost your online sales. Leverage Email.

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The Real Danger of Black Friday/Cyber Monday Madness

Women in Consulting

Long-term success with your customers, whether you’re in the B2C or B2B market, requires providing goods and services that your customers value at a fair price to both you, the provider, and to the customer. By: Linda Popky The post-Thanksgiving shopping frenzy started early this year, with some stores actually holding Black Friday sales on Thanksgiving evening.

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Consulting Jargon

Tom Spencer

B2C: Stands for “business to consumer” and indicates that a business is aiming to sell directly to consumers rather than to other businesses. (Source: Flickr ). We have commented on consulting jargon before, but we will do it again. Organisations hire management consultants to provide advice on their most challenging business problems. Senior management are busy people, and so consultants need to communicate as clearly as possible.

Consulting Jargon 101

Tom Spencer

B2C: Stands for “business to consumer” and indicates that a business is aiming to sell directly to consumers rather than to other businesses. ORGANISATIONS hire management consultants to help them solve their most challenging business problems. Senior management are busy people, and so consultants need to communicate their message clearly and concisely, preferably accompanied by some colourful powerpoint slides.

Stop Fighting The Change That Has Long Been Our Reality

Melissa Agnes

“If we are increasingly becoming more and more mobile and using smartphones and tablets as the primary way that we connect, perhaps the Web browser app on your mobile device will become the least important app as brands (both B2C and B2B) create specific apps targeted for their consumers, as a way to better capture the home screen of our mobile devices?” Everywhere you turn, you’re presented with the same message in many forms.

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Machine Learning Can Help B2B Firms Learn More About Their Customers

Harvard Business

B2C firms have been the leaders in customer analytics initiatives. Extensive data and advanced analytics for B2C have enabled strategists to better understand consumer behavior and corresponding propensities as visitors and purchasers conduct daily activities through online systems. By helping B2B companies gather better data on their customers, AI will help them catch up with their B2C peers. vincent tsui for hbr.

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Replacing the Sales Funnel with the Sales Flywheel

Harvard Business

All of these examples are B2C. If your business is B2C, the train is about to leave the station. clu/Getty Images. I’ve been using the sales funnel for 28 years, my whole career. This year, I retired the funnel — threw it a party, gave it a gold watch, and congratulated it on its move to a condo in Florida. It was the right thing to do.

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Stop Treating B2B Customers Like Digital Novices

Harvard Business

Consumer-facing (B2C) companies like these and many others have long realized the power of online digital networks to address the questions or issues of their customers. Unfortunately, the few B2B companies that have responded to this reality by embracing customer networks usually have just copied a successful B2C formula. When your laptop malfunctions, you usually can find a fix on an Apple or Dell user forum within minutes.

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The Supply Chain Economy and the Future of Good Jobs in America

Harvard Business

It represents the industries that sell to businesses and the government, as opposed to business-to-consumer (B2C) industries that sell for personal consumption. The intensity of Science, Technology, Engineering and Math (STEM) jobs, a proxy for innovation potential, is almost five times higher in the supply chain economy than in the B2C economy. Richard Leeney/Hayon Thapaliya/Getty Images. The U.S. supply chain is generally recognized as an integral part of the American economy.

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Ban These 5 Words From Your Corporate Values Statement

Harvard Business

Several words always come up in practically every discussion, no matter if the company is a large enterprise or a small business, B2B or a B2C, product or service, new or established. CSA Images/Getty Images. Practically every organization today has a set of core values that ideally function as the “operating instructions” of the company.

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The Results Are In: The 2012 ThinkResults Launch Survey

Women in Consulting

By: Jennifer LeBlanc In summer 2012, in partnership with our survey partner, The Insight Advantage , we surveyed B2B and B2C leaders about their experiences with launches within their companies over the previous year. The results that we saw were very consistent with the experiences we’ve seen with our clients here at ThinkResults.

Friday Fusion: May 29, 2020

Tsavo Neal

B2B customers buy for the same reason B2C customers buy: Sales is about people and it’s about problem-solving. What are some of the secrets of being an independent consultant? I’ve spoken with hundreds of independent consultants over the last 5 years, and here are some of the “secrets” I’ve learned : 1. You’re in the marketing business. “You’re not in the consulting business, you’re in the marketing business.

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How B2B Companies Can Grow with Ecosystem Orchestration - SPONSOR CONTENT FROM ACCENTURE STRATEGY

Harvard Business

Currently, B2B companies lag their B2C counterparts in using technology to understand the customers and devise strategies for delivering better experiences. B2B companies are struggling with a loss of control over the customer experience (CX) today. As they grow their indirect channels, this issue will only get worse. With their future growth prospects at stake, B2B executives must determine how to improve CX—while ceding more of the experience to their partners.

To Grow Your Business Abroad, Partner with Local Influencers

Harvard Business

While business-to-consumer (B2C) firms in industries like fashion, beauty, toys, and consumer electronics have traditionally spent the most on influencer marketing, collaborating with a variety of different influencers across multiple campaigns, B2B firms are also increasingly turning to local influencers to engage their target customers. William Andrew/Getty Images.

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Sometimes “Small Data” Is Enough to Create Smart Products

Harvard Business

These are amazing technologies with great promise for any level of executive in any B2C or B2B company. When thinking about practical applications for artificial intelligence in your business, it’s easy to assume that you need vast amounts of data to get started. AI is fueled by data, and so it only makes sense that the more data you have, the smarter your AI gets, right? Not exactly. When it comes to extracting intelligence by applying AI to data, context matters.

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