What is B2B Sales? Process, Techniques, Examples, and More

What happens when businesses themselves become customers of other businesses? 

We get the situation that sales professionals describe as “B2B Sales.”

B2B sales is accompanied by a unique set of challenges: the value of the average deal skyrockets, the number of decision-makers multiplies, and the sales cycle becomes longer. 

But it’s well worth the efforts: as of 2022, the global B2B market stood at a whopping $72.30 trillion! 

So, what is B2B sales, and what do you need to do to break into this trillion-dollar mega industry? 

In this blog, I’m going to share with you everything you need to know to become a B2B sales expert and then some! 

Let’s dive into the world of business selling and uncover its secrets…

B2B Sales: Table of Contents

• What Is B2B Sales?
• Common Examples of B2B Sales
• How Is B2B Sales Different From B2C Sales?
• Understanding the B2B Sales Process
• The B2B Sales Funnel
• 3 Best B2B Sales Strategies to Generate More Leads
• What Are the Challenges in B2B Sales?
• B2B Sales Tips and Best Practices to Follow
• How to Measure Your B2B Sales Success
• Must-Have B2B Sales Tools
• You’re Ready to Dive into the World of B2B Sales
• B2B Sales: FAQs

What Is B2B Sales?

B2B – Business-to-Business

Sales – Exchange of money for services or goods

Put the two together, and you get B2B Sales – businesses exchanging money for products or services with other businesses.

Nothing fancy.

Though it sounds simple, let me tell you, there’s a lot of drama that happens behind the scenes before you close a successful deal.

You should be able to find companies who will need your product/service, build and nurture relationships with them, demonstrate the value to bring, and smoothly guide them to say yes.

Next, let’s take a look at where B2B sales predominantly take place.

Common Examples of B2B Sales

• Manufacturing firms that produce microchips, automobile parts, and parts of industrial machines.
• Software-as-a-Service (SaaS) Enterprises that provide technical skills and deliver digital solutions to other companies and businesses. 
• Consultants who help other businesses achieve specific objectives, like cutting costs or increasing revenue. 
• Insurance companies like Lloyd’s which serve domestic and international trading businesses, ships, and in-transit cargo. 
• Whole distributors of fast-moving-consumer goods (FMCGs.)

In short, any business that serves the needs of another business or forms part of its supply chain is involved in B2B sales.

How Is B2B Sales Different From B2C Sales?

When you as a business sell to another business, it’s B2B Sales. On the other hand, if you were to sell directly to the general public, it becomes B2C – business-to-consumers.

So, does B2B and B2C only differ by one letter/word?

Yes, but that one difference changes everything.

Here’s a simple table that highlights the key differences between B2B and B2C sales:

Now that you’re clear with the differences, let’s jump over and understand more about the B2B sales process.

Understanding the B2B Sales Process

B2B sales is about understanding the needs of your prospective customers, building trust, and offering a solution that aligns with their goals.

“B2B sales is quite complex”.

This is what you might have heard or read, but once you break it down into its basic components, it becomes more manageable.

Here are the key stages of the B2B sales process:

1. Prospecting
2. Qualifying
3. Research
4. Pitching
5. Addressing Objections
6. Closing
7. Nurturing

Let’s take a closer look, step by step.

1. Prospecting

The first step in B2B sales is to find the right companies and the key decision-makers in them.

For this, you’ll need your ideal customer profile (ICP) and buyer persona.

The ICP outlines the characteristics of companies that would most benefit from your product or service, such as their industry, size, location, and revenue.

The Buyer Persona, on the other hand, focuses on the individuals within these companies—decision-makers or influencers—detailing their roles, challenges, and goals.

There are two ways to go about prospecting. The first is to use LinkedIn to observe the market and connect with companies that match your ICP.

The second is to use a prospecting tool or a B2B lead database to gather the contact information, including email IDs and phone numbers, of your prospects. 

The best thing to do is make an Excel sheet of your prospects. Include three major things:

• How can your product/service address the prospect’s pain points?
• The names of the main decision-makers.
• The contact information of the decision-makers.

My recommendation: Combine both these ways. Use LinkedIn to find qualified prospects and a B2B sales leads gathering tool to collect contact information about these prospects.

2. Qualifying

Qualifying will be a very crucial part of your B2B sales process.  It helps you decide if a prospect is worth pursuing further.

Now you might wonder, “Why do I need to qualify if I’ve already identified prospects in the previous step?”

Here’s the thing: that step is about outbound leads—those you actively seek out.

But in the case of inbound leads—like those coming through form fills, website visits, or email sign-ups—you must make sure they align with your Ideal Customer Profile (ICP) and have genuine buying intent.

You can score your leads based on criteria like budget, authority, need, and timing (BANT) or use a lead scoring system to rank them.

This allows you to prioritize high-quality leads who are more likely to convert, saving time and ensuring your efforts are focused on the right prospects.

3. Research

The pre-pitch research is critical to a B2B sales cycle. Of course, your sales team must be very familiar with the product/service you’re offering. But it’s equally important that they have all the vital information about the prospect during the sales pitch. 

And you must not limit the research to the company itself. Take a look at what the decision-makers have been up to.

Have they recently posted something on LinkedIn? Have they been promoted to a new position? All this information will help your sales personnel pitch your offer more effectively. 

My recommendation: Review the company’s LinkedIn and other social profiles. If your prospect is a public company, review its shareholder communication. These efforts will equip your sales team with confidence and authority during the pitch. 

4. Pitching

Now, it’s time for your sales team to shine. Pitching is the critical point in every B2B sales cycle. It’s the point where you convert high-value prospects into long-term clients. 

A B2B sales pitch can take different forms: 

• A PowerPoint presentation
• A product/service demonstration
• A cold call that leads to a meeting
• An email pitch that leads to a face-to-face conversation

Every good pitch has four things in common:

• It empathizes with the prospects’ pain points. 
• It highlights how your product/service can solve the pain point. 
• It emphasizes the benefits of your mutual collaboration. 
• It anticipates the prospects’ objections. 

My recommendation: Work with your sales team to develop different pitch scripts suited to different types of prospects. This will give you structured templates that you can tailor to the needs of specific prospects.

5. Addressing Objections

No B2B sales cycle is complete without hitting a snag somewhere down the sales funnel. After all, a B2B sales cycle is a marathon, not a sprint. 

One approach that has helped me is to imagine myself in the prospect’s shoes.

This helps me visualize the possible objections to my pitch, the product/service I’m offering, and the value that I will bring to the table. 

Often, I ask myself: If I were listening to my pitch as a prospect, would it convince me? If I anticipate any objection, I set about ironing it out with my sales team. 

Another great approach is to assume that anything that can go wrong, will go wrong.

You might convince the executives, but the end-user of the product/service might not be convinced.

The solution?

Offer a free product/service demonstration to the key users and achieve organizational buy-in. 

My recommendation: Develop a list of possible objections, but don’t bring them up yourself. Let them come up organically, and you’ll already have what you need to address them.

6. Closing

When it comes to a B2B sales process, closing a deal is about more than just a handshake. Often, deals collapse even though the executives are sold on your product/service.

Why?

Because either one of the key decision-makers, end-users, or budget overseers objected to the deal. 

So, closing a B2B deal is as much an art as a science.

Here are the three things you should keep in mind to close your next B2B sale as smoothly as possible: 

• Never assume that the deal is complete till the contract is signed. 
• Pay close attention to detail when discussing the terms of your product invoice or service contract.
• Prepare an onboarding plan to ensure a smooth transition of your prospect into your client. 

My recommendation: Have some free value proposition in your arsenal (such as 24/7 customer support for services or extended warranty on manufacturing goods) to get a deal over the line.

7. Nurturing

So, now that you’ve closed the deal, your B2B sales cycle must finally be over, right? 

Not quite! The secret to consistent B2B sales is to prioritize a relationship rather than a transaction. 

After all, the B2B landscape is a buyer’s market. While not many other companies would be able to provide the quality you offer, you should never discount the possibility of alternatives in the market. 

To that end, nurturing your clients is very important. Here are some things I’ve found very helpful in nurturing B2B relationships: 

• Holding periodic reviews to gather critical feedback on products/services. 
• Providing tailored updates/upgrades to clients based on their reviews. 
• Using a good Customer Relationship Management (CRM) platform to constantly stay in touch with the clients. 

My recommendation: Ask for critical feedback on your product/service from the end-users to ensure that your review meetings aren’t always positive. It’s easy to get caught off guard without critical feedback!

The B2B Sales Funnel

Another way to understand the B2B sales process is to imagine it as a sales funnel. The typical funnel consists of three stages: awareness, consideration and decision-making. 

Let’s take a quick look at how you can use the funnel approach to B2B sales:

1. Top of the Funnel (ToFu)
2. Middle of the Funnel (MoFu)
3. Bottom of the Funnel (BoFu)

1. Top of the Funnel (ToFu)

TOFU is the stage that corresponds to prospecting, qualifying, and researching your B2B leads.

You establish initial contact with your prospects through a mix of inbound and outbound marketing methods.

These may include LinkedIn ads, content marketing, social media, or email campaigns.

The goal is to ensure that your prospect is firmly aware of your product and/or service and how it can solve their pain points.

2. Middle of the Funnel (MoFu)

MOFU is the second stage of a B2B sales funnel: it corresponds to the stage where your prospect shows interest in acquiring your product or availing your services. 

This is the stage in which your sales team will present your pitch to the prospect and address any objections they may have. 

The objective in the MOFU stage is to nourish your leads and lead them to the closing stage of the sales funnel.

This may involve product/service demonstrations and meetings with the decision-makers in the prospect’s organization. 

3. Bottom of the Funnel (BoFu)

BOFU is the last stage of the B2B sales funnel: the prospect has reached the stage of making a buying decision.

This stage may overlap with the “addressing objections” phase of the B2B sales process. 

The aim is to ensure that nothing can come in the way of closing the deal.

So, be prepared with free value propositions, the mutually beneficial terms of your offer, and the promise of a smooth onboarding process.

3 Best B2B Sales Techniques to Generate More Leads

In the B2B sales process, we’ve discussed above, the first step is often the most important and difficult: finding the right prospects and qualifying them as leads. 

Don’t worry: it can be quite easy if you use the right techniques and develop a structured approach to qualifying leads. 

Here are the 3 tried-and-tested B2B sales techniques to help you build a robust strategy to generate Sales-Qualified Leads (SQLs): 

1. Cold Outreach
2. Social Selling
3. Content Marketing

1. Cold Outreach

Cold outreach is a way of introducing yourself and your enterprise to prospects with whom you have had no prior contact.

More often than not, you won’t personally know the prospects you’re reaching out to and vice versa. 

In such a situation, cold outreach is a great way of establishing contact with your prospects.

You have two viable alternatives: cold emailing and cold calling. 

While cold calling is a more proactive method, it also has a higher likelihood of not working out for several reasons: 

• Prospects might simply not answer your calls.
• You need a lot of time and sales personnel to call all your prospects individually.
• Your pitch may not get the time and attention it deserves over a minute-long phone call. 
• Prospects might just not prefer to do business over a phone call. 

Don’t get me wrong: cold calling may work out for you, especially if you have a good reference up your sleeve.

But, in my experience, cold emailing offers a more effective way of doing business.

A cold email is the first step in the sequence of a warm B2B sales conversation. It offers you a scalable, hyper-personal and automated approach to lead qualification. 

Here’s how it works:

• Make a list of your prospects and get their email IDs from a Lead Finder Tool. 
• Develop a dedicated email sequence targeting your prospects with hyper-personal copies.
• Automate the sequence to send periodic personalized emails to your prospects. 
• Connect with the prospects who respond to your emails by scheduling face-to-face meetings. 

Of course, cold email outreach has its own limitations: there are high bounce rates, flooded inboxes, and unread emails to contend with.

But, since cold email outreach offers you a scalable solution to qualifying prospects into leads, it’s likely to be more effective than cold calling. 

Plus, a solid cold email software can help you overcome the challenges of bounce rates and unread emails with hyper-personalized copies! 

2. Social Selling

The rise of the internet has flattened the B2B marketplace: with corporate social platforms like LinkedIn, we have access to millions of decision-makers around the world.

In fact, marketing professionals have increasingly pivoted to a LinkedIn-based strategy to find qualified leads. 

So, social selling is definitely a viable solution for finding qualified leads.

But how can you approach it in a way that stands out from the crowd?

Here are some of the best practices you can follow for effective social selling:

• Update your personal and enterprise LinkedIn profiles with accurate contact information and professional qualifications.
• Periodically share updates about your enterprise’s plans, successes and achievements. Share relevant experiences with others in your industry, publish insightful posts, and amplify impactful blogs.
• Social listening is critical to social selling. Monitor your prospects’ LinkedIn activities to ensure that you know who is making what moves in the market. 
• Work with LinkedIn’s analytics and insights into your prospects’ recent activities and interests. This will help you personalize your sales conversations. 

The key to social selling is building trust with your prospects.

While it may take some time to build this trust, it’ll definitely pay off in the long run as you gain more credibility on the platform.

3. Content Marketing

Content marketing is the undisputed king of inbound marketing.

But, with the rise of AI-driven platforms and Google’s AI Overviews, the death rumors of content marketing have become louder. 

So, is content marketing out of touch with the B2B sales process?

Not quite! 

While it’s true that AI is disrupting SEO and content marketing, “content” itself is still the bridge that educates customers and helps them make informed decisions. 

Here’s how I recommend you approach content marketing and SEO in the era of AI:

• Answer user queries as directly as possible and optimize content for search engine AI Overviews. 
• Keep your content reader-friendly: include clear headings, lists and bullet points. 
• Include FAQs with every piece of content to increase visibility in the “People Also Ask” section. 
• Focus on technical SEO to ensure that your website is accessible to search engine crawlers and loads quickly to hold the visitors’ attention. 

I also recommend that you use a good website visitor tool.

It keeps track of the people who visit your website and gathers any publicly available contact information associated with them. 

Once you have your visitors’ contact information, you essentially have a list of already qualified leads to approach!

Content marketing can thus help you convert inbound traffic into outbound marketing. 

What Are the Challenges in B2B Sales?

B2B sales isn’t without its unique set of challenges.

As we’ve discussed, it involves selling in a buyer’s market: the burden is on us to create our own B2B sales opportunities.

These are the obstacles that you’ll have to overcome in B2B Sales:

1. Handling Long Sales Cycle
2. Convincing Multiple Decision Makers
3. Aligning The Marketing and Sales Teams and Objectives
4. Being Aware of The Competition

1. Handling Long Sales Cycle

I know we’ve discussed this in length, but it’s a critical element of B2B sales. The long sales cycle can turn enthusiasm into fatigue and slow things down. Plus, while we’re too focused on getting one deal done, another might slip through the cracks. 

How should you deal with the problem of long sales cycles? 

I recommend you establish a non-negotiable sales timeline within which the entire process, from prospecting to closing, should be completed. A solid timeline will tell you when it’s time to move on to the next prospect. 

And if you’re struggling to stick to the timeline due to the high-value nature of a specific deal, visualize the opportunity cost: Can you get two other clients with equal sales volume instead of the one that’s taking too long? 

2. Convincing Multiple Decision Makers

Many solid B2B deals have gone down in flames because of one specific decision-maker that the seller failed to convince. 

Don’t worry: this happens and is a part of the B2B sales process. 

A big enterprise, a high-value deal, and a long-term relationship also mean a lot of people will stay happy. So, what’s the solution? 

My recommendation: prepare an organizational chart of your prospect with the following details:

• Who will use your product or service? 
• Who will make the buying decision? 
• Who can object to or veto the buying decision? 

These three questions will tell you who you need to convince the most to ensure the success of your B2B sale. I also suggest that you draw up a list of benefits for each stakeholder: 

• What benefits does the end user get? 
• What value are you generating for the enterprise as a whole? 
• How is your product/service more competitive than the competition? 

Counter the problem of multiple decision-makers with the slice-and-dice approach. Consider each stakeholder individually and make a tailored value proposition to convince them of your product or service. 

3. Aligning The Marketing and Sales Teams and Objectives

When it comes to B2B sales operations, alignment between your marketing and sales teams is very important. It’s even more important if you’re using a specific approach like Account-Based Marketing. 

There’s a very simple reason behind this: the marketing team creates content that promotes brand awareness and attracts leads. Generating qualified leads is the number one priority of the sales team. 

So, both of the teams must work closely together to maintain a healthy B2B sales regime. I’ve had a lot of success in ensuring that the marketing and sales teams are on the same page by using alignment exercises: 

• Hold regular joint meetings with your marketing and sales teams. Ask them to discuss the core selling points of your products or services. This will help them better structure their respective approaches so that they can work in tandem. 
• Develop your Ideal Customer Profile (ICP) with direct and joint input from the sales and marketing teams. This will ensure that both teams share a common approach when creating marketing campaigns or gathering qualified leads. 
• Ask your marketing and sales teams to come up with a list of prospects independently of each other. This will tell you how closely they visualize and understand your Ideal Customer Profile. 

These alignment exercises are simple but effective ways to nurture marketing and sales alignment and maintain a solid B2B sales pipeline. 

4. Being Aware of The Competition

The B2B marketplace can be a cutthroat selling environment. With high-value deals and limited market opportunities, you should always be wary of a competitor undercutting your product and value proposition. 

Put yourself in the shoes of the business to whom you’re selling: if you had to make a million-dollar decision, wouldn’t you also look for some alternatives? 

So, how can you effectively deal with the competition? 

First, differentiate between two scenarios: 

• You’re directly competing against your alternatives for a deal.
• Your competitors are trying to poach an existing customer. 

In the first scenario, your sales pitch will play a critical role. Make sure that you differentiate your product/service from your competitors as clearly as possible. 

If the core product/service is similar, try offering better customer service or free value propositions to get the deal over the line. Remember that soft skills could make all the difference if your product/service is similar to your competitors. 

In the second scenario, you hold all the cards. As the incumbent, you have the power to affect the situation by lowering your price, offering better service timelines and invoking your long-term relationship with the client. 

It is in the second scenario that your sales teams’ nurturing approach will be tested. 

My recommendation: Hold consistent reviews with your existing clients to gather critical feedback, prevent minor problems from developing into critical ones and even look for industry referrals!

B2B Sales Tips and Best Practices to Follow

To help you survive and thrive in the competitive B2B marketplace, I’ve recounted below some of the best practices that have helped me in my own sales journey:

1. Establish Clear and Periodic Goals
2. Consider Different Buyer Personas
3. Qualify and Rank Your Leads
4. Develop Unique Sales Pitches

1. Establish Clear and Periodic Goals

The easiest thing in the world of B2B sales is to get lost in the rhythm of an existing sales cycle. The end of that cycle can be quite abrupt: it might even disrupt your bottom line. 

You could land five huge clients in one quarter and, in the next, lose five old ones. 

So, if you want to keep expanding rather than always finding a way to survive, set yourself measurable goals with the aim of expanding your business rather than just maintaining the status quo. 

Here’s how you can develop actionable goals for your B2B sales cycle: 

• Establish a time period for achieving your goals, whether it’s a month, a quarter or a year. 
• Ensure that your goals include renewing contracts with existing clients so that you don’t lose any valuable customers. 
• Ask your sales and marketing teams for input when developing your goals so that you neither underachieve nor shoot for an impossible target.
• Reserve a part of your goals towards activities that lead to an increase in sales volume and expansion. 

Try to align your goals with the prevailing market situation while also prioritizing the expansion of your sales volume.

2. Consider Different Buyer Personas 

We know how important the Ideal Customer Profile (ICP) is to B2B sales. It is the pillar on which you construct your prospecting strategy. So, my first recommendation is that you explore different buyer personas that could find value in your product or service. 

Sometimes, your product or service can also serve other customers who are not a priority for you. 

For instance, if you manufacture microchips for mobile phones, they could also be used in next-generation automobiles. Similarly, if you offer a video conferencing solution to B2B enterprises, they could also be very useful to emerging ed-tech companies. 

Keep your options open when zeroing in on your ICP. These alternative buyer personas could be extremely helpful when you are going through a lean patch or want to expand your business. 

3. Qualify and Rank Your Leads

Prospecting isn’t just about making a list of possible clients. It’s also about curating an intelligent list that can yield qualified leads without a lot of effort. 

So, when it comes to making a list of prospects, don’t just make a list: also find a way to rank your leads. You can develop a tailored ranking system by considering multiple criteria: 

• How well your product/service fits the prospect.
• Whether the prospect is actively looking for a solution you provide. 
• How much money or time you can help the prospect save through your offer. 
• Whether your prospect has recently expanded into a market you can service. 
• The potential value of your deal with the prospect. 

Ranking leads will also help your sales personnel adopt a more strategic approach to a B2B sales cycle: they can adjust the timeline to the rank and value of a given lead. 

4. Develop Unique Sales Pitches

Practice is critical to the success of B2B sales pitches.

There’s a very good reason behind this: the three objectives of a pitch are to empathize with the prospect, communicate your ability to address the pain points, and show your offer’s value. 

These objectives remain common to every pitch: only the pain points and your product’s value proposition need to be tailored to each specific prospect. 

However, your sales team will gain invaluable confidence in pitching your product or service with this three-step structure to every sales pitch. 

My recommendation: Record every sales pitch (when possible) to collect actionable insights on how its content, tone, and delivery can be improved.

How to Measure Your B2B Sales Success with KPIs 

While there are several KPIs you can use to measure the performance of your B2B sales operations, here are the ones that have provided me the most valuable insights:

1. Account Penetration Rate

Account Penetration Rate is a measure of how well your sales team is engaging with your prospects. Engagement can include LinkedIn conversations, email exchanges, direct dials, product demonstrations or scheduled meetings. 

Here’s how you can measure it: 

Number of Prospects Already Reached / Number of Prospects to be Reached X 100

This will tell you whether your sales personnel are proceeding with your established sales timeline and B2B sales objectives. 

The ideal score should be 100%: this indicates that you’re not behind on any sales timeline. 

2. Sales Cycle Length

The Sales Cycle Length measures the speed and length of your B2B sales cycle. It captures a simple metric: the amount of time required to close a given B2B deal. 

Here’s how you can measure it: 

The Number of Days or Weeks Required by a Prospect to make a decision about your product/service.

To make this simple indicator more complex, you can measure the average sales cycle length by dividing the number of deals closed over a given period of time. Or, you could also compare different sales cycles by dividing the value of a deal by the sales cycle length! 

Ideally, the shorter the sales cycle length, the better your sales cycle. 

3. Average Deal Size

Average Deal Size is one of the most important metrics in B2B sales. It captures the value you’re getting from the average sales deal.

Here’s the formula to measure it: 

Sum of the Value of all Deals Closed in a Given Period / Number of Prospects Targeted

So, if you’ve closed deals worth $5 million across 10 prospects, the average deal size is $500,000.

Whether this is a success or not depends on the goals you’ve set for a given period of time. So, compare it with the objectives you had set for yourself and you’ll get a good idea of whether your average deal size is up to your expectations. 

4. Customer Lifetime Value

Customer Lifetime Value is a critical metric of B2B sales success. It measures how well your sales team nurtures clients and retains business. 

Here’s how you can measure it: 

Average Deal Value X Average Customer Lifespan = Customer Lifetime Value

So, if your average deal value (measured over a year) is $500,000 and the average customer lifespan is 2 years, the customer lifetime value is $1 million. 

The higher the CLV, the healthier your B2B sales operation! 

5. Churn Rate (For SaaS Companies)

Lastly, we have the Churn Rate, a measure of how many B2B customers have discontinued their relationship with your business. 

Here’s the formula to measure the Churn Rate: 

Number of Customers Lost / Number of Customers at the Start of a Sales Period X 100

While measuring the Churn Rate, you must remember that enterprises discontinue business relationships for various reasons. They could have reduced operations, shifted to a new type of business or eliminated specific activities that use your product/service. 

My recommendation: compare the churn rate with the rate of customers you’ve gained in the same period to gain a more balanced understanding of your B2B sales operations. 

Must-Have B2B Sales Tools

We’ve discussed how challenging B2B sales can be. You have to find the right prospects, patiently manage long sales cycles and pitch your product/services in a personalized fashion. 

Thankfully, you don’t have to fight the battle of B2B sales alone. There are several sophisticated tools out there that can help you overcome the challenges of business selling. 

Here are the three must-have tools if you’re a part of the competitive arena of B2B sales:

1. Prospecting and Outreach Platform
2. Customer Relationship Management: HubSpot
3. Sales Calls and Product/Service Demos: Zoom

1. Prospecting and Outreach Platform

Prospecting and outreach are two of the most difficult aspects of B2B sales. Without qualified B2B sales leads, you simply can’t get off the mark! 

For that reason, Saleshandy is at the top of my list of must-have B2B sales tools. 

It provides you with two core advantages. 

First, it has a Lead Finder Tool to help you find prospects that fit your ICP from a vast B2B lead database of 700M+ professional contacts and 60M+ company profiles. 

You can search for prospects by name to get their email and phone numbers or use the filtered search feature to find prospects that match your ICP or other specific criteria. 

So, if you’re looking for the contact information of CEOs of companies from New York that are into the manufacturing industry, Saleshandy’s got you!

But what if you want to send your prospects an email and start an outreach campaign? 

Well, Saleshandy’s got that covered as well!

It doubles up as a sophisticated cold outreach tool through which you can automate email sequences and initiate warm B2B sales conversations. 

It also comes with features such as email warm-up, sender rotation, A-Z testing, and sequence score to help you achieve high inbox placement! 

Plus, if you’re wondering whether these services will suit your budget, don’t worry: Saleshandy offers different pricing options for its services. 

So, if you’re looking for a one-stop solution to prospecting and outreach, Saleshandy is the only tool you’ll need!

2. Customer Relationship Management: HubSpot

Nurturing your existing customers is one of the most critical aspects of consistent B2B sales. And no one helps you manage your client relationships like HubSpot! 

Its free CRM software comes with everything you need to manage high-value clients and establish long-term relationships.

It lets you schedule meetings, send sales quotes, and share documents with prospects, all through one secure platform!

You can even create custom sales pipelines with a simple drag-and-drop editor and review your sales personnel’s collective and individual performance.

So, if you need a tool to simplify and streamline your CRM efforts, I highly recommend you give HubSpot a shot! 

3. Sales Calls and Product/Service Demos: Zoom

B2B sales often involve intense communications before the deal finally goes through. 

Your sales team needs to engage with multiple stakeholders, from pitching to the decision-makers to demonstrating your product/service to the end users.

Sometimes, your prospects might be in faraway places or speak different languages. 

Thankfully, Zoom is here to help!

It comes with the standard video conferencing functionality supplemented by an advanced scheduling feature, so you never miss a sales meeting with a high-value prospect. 

And if you’re working with an overseas client, don’t worry: Zoom can help you translate captions in your preferred language! 

Plus, AI-powered Zoom Docs lets you and your prospects collaborate on documents during and outside meetings. Soon, you’ll even be able to transcribe meetings and summarize key points with Zoom’s AI companion. 

So, if you need a video conferencing solution to supercharge your B2B sales meetings, Zoom is the tool for you. 

You’re Ready to Dive into the World of B2B Sales

And there we have it…we have discussed everything you need to know to become a B2B sales expert and sell your products/services to high-value clients. 

We have covered the entire B2B sales process from A to Z, from its meaning and process to its strategies and the tools you need to succeed. 

In my experience, B2B sales have a certain rhythm: they begin slowly and build up to a crescendo. 

So, if you get off to a wobbly start, don’t worry. Keep your goals in mind, measure your KPIs accurately, and stick to your strategies: you’ll succeed in no time…

Happy Selling! 

B2B Sales: FAQs

1. How to crack B2B sales? 

To crack the B2B sales process: 

• Be an expert on your company’s products or services. 
• Make an Ideal Customer Profile (ICP) and look for prospects that match it. 
• Research your prospect’s pain points and position your product/service as a solution. 
• Create case studies, product demonstrations or sales pitches that show your offer’s value. 
• Engage with all the stakeholders in the prospective company to gain organizational buy-in.

2. What is the B2B Sales Cycle?

The B2B sales cycle is a sequence of steps that sales reps follow to convert a prospect into a client. It follows a seven-step process: 

• Gathering Prospects 
• Qualifying Leads
• Researching the Leads’ Pain Points
• Pitching the Product or the Service
• Addressing Objections
• Closing the Deal 
• Nurturing the Clients for a Long-Term Relationship

3. What is the difference between B2B and B2C Sales? 

The primary difference between B2B and B2C sales is that a business sells its product or service to another business rather than an end-user. The B2B sales process involves high-value deals, long sales cycles, and several stakeholders. The B2C sales process involves lower-value deals, short sales cycles and individual customers looking to satisfy immediate needs.