Business to Business (B2B) based sales tend to be focused on relationships between your company and your customer.
This relationship based sale generally takes the form of account management i.e. the customer buys from a person in the organisation.
Some of the characteristics of a B2B sale which is supported by Zoho CRM:
- B2B sales are often technical product or service sales which requires a longer information gathering process
- It generally involves engaging with multiple people from the customer side, i.e. more complex buying decisions
- These are less brand loyal customers and more rational and deliberate in their purchasing than consumers, i.e. context is vital when discussing the customer’s needs
- B2B businesses tend to have a smaller customer base. Pareto’s 80:20 law tends to show that in B2B businesses, 80% of sales comes from 20% of customers, this means that identifying up-selling and cross-selling opportunities are more important than B2C
Because of the above, B2B CRM systems tend to be more tailored towards relationship management and ensuring that all useful context and correspondence is recorded and collated together.
Zoho CRM has all the features you need to use the B2B sales model. Combined with Ascent Business’s expert knowledge on Business to Business best practice, you can be assured your chosen solution will help you grow sales.
Contact us to discuss your B2B CRM requirements.
