B2B sales needs a major overhaul

B2B needs to look to B2C for inspiration

Photo by Drew Beamer on Unsplash

2022 is the year I transitioned to B2B after spending years in B2C.

The adjustment was a steep one.

Here are 3 major differences I saw :

1. B2C is way more advanced in data and analytics vs. B2B :

This makes B2C growth a lot more objective and data-backed.

Because B2C is a volumes game with smaller deal size, you HAVE to take an analytical approach to identifying your customers and targeting them.

For the longest time, B2B thought it was playing a different game : a game of building a personal relationship between a sales rep and a potential customer just because deal sizes are much bigger and B2B is not closing out the same number of deals as B2C on a regular basis.

This is changing. B2B is realising the value of adopting an analytical and data driven approach to make sure they’re talking to accounts who actually WANT to be talked to.

The sales landscape is changing; customers are a lot more autonomous on their buying journey and they’re very wary of sales people. This is why sales motions like PLG is getting more and more popular, because these types of motions are meeting the buyers where they are at and…