As always I want to make things clear, and today I’ve set my sights on some acronyms that are used a lot in remote sales: B2B and B2C. What do they stand for? ‘Business to Business’ and ‘Business to Customer’ respectively.
Some may argue (and do if you read some of the blogs out there) that there are virtually no differences in the sales processes targeting these to groups. B2B and B2C become arbitrary classifications to these people. Instead of tallying up the many ways they are the same, I want to highlight some of the key differences between the two categories and explain why that warrants a different sales tactic.
Quantity: There are two major differences in quantity between B2B and B2C markets: a difference in number of clients, and a difference in size of their budget. There are millions of individual customers while some B2B operations struggle to have customer bases creep into the thousands category. But what businesses lack in shear number they more than make up for in how much each individual customer is able to spend. Because of these differences each sale to a B2B customer has more […]
Welcome to The Insider.
I’m Ken Krogue, President and co-founder of InsideSales.com. Our customers and industry colleagues have asked us to post best practices, research, tips, and tricks for the inside sales industry for so long that we decided to pull the team together and start The Insider, the official blog of InsideSales.com. We hope that The Insider will become a valuable source for key information for remote sales professionals.
We will post articles, essays, executive summaries, and actual tested scripts, and campaign strategies from our internal sales and lead gen teams as well as those of our customers to help everyone in the inside sales space to improve and do better. You should see valuable new content almost daily on The Insider.
We will also be launching Insider Insights soon, an opt-in eNews service that will make you aware of any new research, best practices, tips and tricks and quickly summarize them, then guide you back to more in-depth information on The Insider, www.LeadResponseManagement.org, my personal blog at www.KenKrogue.com, and much more. Watch for Insider Insights on our home page soon.
The best place to browse the research that has been done by InsideSales.com in partnership with Kellogg School of Management at Northwestern University, Sloan School of Management […]
