In the B2B sales process

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If you're wondering what B2B sales are, keep in mind that B2B sales are negotiated with the company's purchasing decision-makers. In these cases, the purchasing decision is driven by quality, after-sales service, and price. However, it's worth noting that in B2B commerce, customers typically prioritize the value of the solution over price. That is, they're willing to pay more if they get better results.

The customer's cycle is longer. They seek information and compare solutions offered by various companies. They share this information and discuss it with their colleagues. They participate in several meetings with the salesperson and negotiate the quote. The B2B sales funnel has more stages than the B2C one.


Marketing performs the initial lead qualification and passes the most interesting ones to sales.
Sales analyzes marketing leads. The most qualified leads become prospects and continue their journey through the sales funnel. Sales can also conduct their own direct prospecting (outbound or cold outreach) or through referrals.
Sales thoroughly analyzes the needs of each prospect and the stockholder database requirements each business establishes within its B2B purchasing process.
The salesperson holds one or more meetings with decision-makers. During these meetings, the salesperson provides sales presentations, demonstrations, and offers extended trial periods.
Negotiations can take several months. This is because these are typically large deals, and several positions are involved in the decision-making process. Furthermore, the purchase is not only discussed with the seller; there is also an internal analysis and a series of formal steps to finalize it. Some of these steps include RFI (request for information), RFQ (request for quote), and RFP (request for proposal).
The ultimate goal of a sale in a B2B marketplace isn't just about closing a deal, but rather building customer loyalty and ensuring their purchase option in the future.

B2B e-commerce: advantages and disadvantages
E-commerce and the B2B business model have advantages and disadvantages. As you know, "business to business" refers to the sale of products, services, or solutions between companies through online platforms and channels. In this sense, it is the marketing of products between companies electronically.