Send us a textBusiness-to-business sales requires understanding multiple stakeholders, longer sales cycles, and building trust for long-term relationships. The approach differs significantly from consumer sales, requiring tailored solutions and a focus on return on investment.• B2B sales involves multiple stakeholders including end users, managers, and procurement teams• Finding a "coach" within the client organisation is crucial for navigating the buying process• Sales cycles typically run weeks to months, occasionally years for government clients• "Farmers" (relationship builders) often outperform "hunters" (quick-close salespeople) in B2B environments• ROI, efficiency improvements, and technical fit are primary decision drivers• Honesty builds trust - never make up answers to technical questions you don't know• Customise presentations to client requirements rather than delivering generic product pitches• Qualify prospects carefully - pursuing opportunities below 50% probability wastes resources• B2B typically involves fewer but higher-value sales compared to consumer markets• Proposals must directly address specific client needs identified during discoveryPlease remember to like and subscribe to make the podcast more visible to others.Welcome to the podcast! Support the showIf you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help!If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale.Graham Elliott You can contact me at [email protected] My website is www.salescraft.trainingPlease join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

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