Boost Your B2b Sales Qualification for Technology Industry with Signnow

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hey what's up boys and girls in today's video i wanted to go back to the basics through all the years i have been in sales i took for granted what i have learned along the way this makes me forget that fundaments matter specifically in saints when you come across a buyer there is little room for any errors that is why i will talk today about b2b sales what does it mean how is it different from other sales activities and what to focus on i will highlight a couple of amazing companies that are doing extremely well you will have those companies on top of your head i hope today's video will clear out any inaccuracies in regards to b2b sales and next time when you will be talking about it you will be extremely well equipped to drive the conversation so without further ado let's dive in there are so many different types of making business and actually you can be a little bit confused about what is b2b what is b2b2c like what is b2c like you know that there exists because you are there you are making those decisions you are making those purchases and you are also selling so something that i was really thinking about for a long long time is to explain the meaning of b2b sales what does it exactly mean what does it entitle what you need to take into consideration when thinking about b2b is actually the thing that i'm doing every day is b2b how how is it different from a guy that actually works at best buy or how is it different the guy that works at the mcdonald's it's still sales right so you could think yep it's the exactly same thing you were going for the same idea you need to sell something to gain revenue but i can assure you it is a little bit different from a consumer business it is also different from partnerships and this is also different from those kind of more chainy type of sales which is like b2b to c or even b to c or c2c so the dynamics the need and the drive behind making a purchase for b2b b2c c2c is way different and when you are conducting sales in b2b you also need to think about how does it impact the whole business so something that i would like you to gain from this video is to think about sales as a still transaction between people but those people contrary to consumers have completely different motives they have completely different needs in terms of the transaction and your product or service that you're offering let's start from the beginning meaning and b2b acronym so the b2b acronym stands for business to business this is about a transaction between a company and a company and you might think like how is it possible like are there many of those out there are those businesses actually buying and i can assure you they do and i will go through a couple of examples that probably you know slack like salesforce those are businesses that offer services to businesses to fulfill a promise to fulfill a need and to solve a pain point of other company we will go a little bit deeper with those elements at the end of the video so if you think about selling you know this kind of b2b chain you need to think about the specific need of a company and people behind this company so when thinking about selling a product from a business to a business you still are fulfilling and need of a group of certain people so you're solving a problem for them so for example if you sell furniture to companies like desks like sofas the ones that you actually see around in the office like not nowadays because we are not in the office unfortunately but you know in a couple of months when you will be back in the office you will see those new shiny desks and all those sofas there is also a transaction b2b transaction behind it so all of those different types of making transactions if it's b2c or b2b they all have a different dynamics and require a little bit different approach to their customers so in terms of b2b if your company is thinking about being very successful you have to focus on strong customer support and service and on top of that you also need to think about how much value you can create for your desired customer for your desired target customer you need to think about how you can improve their performance by selling them and providing them your products or your services so who is the typical b2b customer unlike with b2c customers which are typical consumers like me and yourself the b2b customer is a little bit harder to define because you need to think about a broader picture and a broader perspective it's obvious that when you think about the customer for your business it is a different business in other business but it's a little bit harder to define and you need to approach it a little bit more strategically so depending on your product what you're selling you need to think about the size what kind of vertical they're coming from or they're having customers of their own or this is solely for their own internal purposes what is the size of the company where is it based who are the decision makers in the company who is making those decisions at the end of the day what is the decision making chain who do you need to bring on board to convince them that your product is providing enough value that they really want to invest in you and purchase your product so instead and contrary to b2c when you need to market directly to individuals b2b is a little bit more complex and you need to think about it a little bit more strategically so making a valid purchasing decision the decision maker need to think about the bigger picture it's not he's not only buying the product for himself but actually to fulfill a specific need of of their company so your product will aim a specific pain point in the organization and to be able to sell your product that will solve their problems you need to think about the whole small chain of interactions and also you need to think if this is the right organization that you want to sell your product to so now we covered a little bit about the basics around b2b and i hope that b2b as an acronym is already clear for you so it's a transaction between two businesses so now let's take a look at some of the companies that you probably already know but these fall directly into b2b category and they are very successful b2b companies so they are making a lot of b2b sales from the environment that you probably have noticed you've seen and most probably you heard in the news so let's dive right in the first company on the list probably you know them it's called slack yes this is the company enterprise communicator that almost all of the companies out there almost all businesses tech high tech sales all those dynamic ones are using slack every day you can even find slack in accountancy firms a small accountancy firms that you wouldn't expect that they might use but because it's very easy to implement it's very easy to adapt this has been storming businesses since the very first day so slack is filling in the gap for internal online communicators for people that work remotely to come together to communicate through text second company that you know and it's a kind of a love and hate relationship it is zoom video communication tool again this is a business tool that is aimed at businesses to communicate externally create webinars create one-on-one meetings create group meetings with companies but during the last year people started using it also personally to communicate with their loved ones that they miss dearly like like your parents or your aunts that you haven't seen because we've been under lockdown so zoom was doing extremely well and they helped to cover the additional gap that has been created with work from home with restrictions and lockdowns across the globe the third one is my favorite it's called mailchimp it's a tool to distribute email communication to your customer so whenever you receive an email from your favorite restaurant or you are buying something on amazon or ebay you always receive an email to your mailbox about making a transaction about the current promotions whatever is the case they need to use the email providers so this is also strictly aimed a business like mailchimp is delivering a service that is fulfilling a specific need the typical organization will not handle because they are not experts in maintaining email systems so this is the kind of niche that they gave that they went into and obviously you can find much more of those companies out there but definitely it's the one system one platform that does stand out next up social media tool called buffer so what they do is basically they aggregate your different social media accounts and you can communicate with your customers through different marketing channels through social media in one place this is the service that buffer is providing to other businesses which is fulfilling the specific need of increasing performance of the social media teams that will enable them to send more communication to be more personal and all so this is buffer next up my favorite not really salesforce yes salesforce is one of those brands in the tech industry that has been growing and growing exponentially over time all companies small big needs a crm and erp system that they can integrate with other different systems salesforce currently is a big database that you can connect different services to it from each and every angle so you can connect like slacks you can connect mailchimps you can connect everything into salesforce to make it a huge hub of information and then you can run analysis you can also trigger different workflows from there so it's a huge company that is extremely successful they have offices all around the world and yes this is a perfect example of a b2b business next up linkedin yes you might think what linkedin like but it's a social media that i'm using every day it is a social media platform for professionals it grew up as a recruitment platform for businesses so every introduction that you do your cv your resume your experience everything that you put into the system is actually being viewed and analyzed by companies to search and find their future employees now obviously they're also growing the other part of their business which is focused about sales navigator which is aimed at helping out sales team to perform even better to find their new prospects among all those 700 million different professionals that already sign up and you can check out the article about linkedin right here yep and basically this is it this is those few companies that i really wanted to bring your attention to their profile that perfectly outlines how an amazing b2b sales and a b2b service or a team means so whenever you think about b2b think about those examples that i just mentioned to you so folks this is it so like subscribe and if you want to be notified about the next video smash the notification ring button so i will be able to notify you when my next video is up thank you guys and see you in the next 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