Prospecting and sales: differences in the B2B and B2C approach

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“The sales process involves thinking about what is being offered to solve the other person’s problem.”
Antonio Sardinha, commercial director at Vocali

It is important to understand that prospecting and sales depend on a good briefing. Asking the right questions makes all the difference when it comes to understanding what the client really needs. This way, it is possible to reach a common denominator between what is offered and their needs.

To bring more information on the subject, we spoke with Antonio Sardinha, commercial director at Vocali, in the episode Prospecting and Sales: differences in the B2B and B2C approach of the podcast Speaking well, what harm does it have?



B2B and B2C: differences in prospecting and sales approach
In practical terms, sales are always made to individuals. But what you need to kuwait telegram data understand is whether the interest is linked to a CPF or a CNPJ. It is important to understand each of the scenarios so that the sales strategy is assertive.

B2C (Business to Consumer), which we can also call the end customer, tends to be more easily influenced by emotions. Consumers are buying something for themselves and not for the organization they work for. When we talk about this type of situation, we can use retail and e-commerce sales as examples.

When it comes to B2B (Business to Business), it is important to think that it is a sale that will help another company. Therefore, it is seen as an investment by those on the other side. That is why we say that the “CNPJ has no heart”, as it involves a more rational sale focused on financial return for the business.

Learn more: Inbound marketing for B2B companies in 2023: is it still possible to generate results?

How can a communications agency help a company sell more?
It is important to understand that an agency's work involves generating opportunities that are then approached by the sales department. What an agency will do is deliver qualified leads and opportunities that are prepared to purchase the service and/or product offered by the company.

For example, Inbound Marketing can create nurturing flows and relevant content to prepare leads throughout the purchasing journey. Press Offices can work to improve the organization's credibility.

Read also:

Inbound Marketing and Inbound Sales: understand how the strategies complement each other
How far does marketing go and where does sales work begin?
A structured sales department is essential for selling
The sales department plays an important role in identifying market opportunities, winning new customers and building lasting relationships.

By structuring the commercial, the company is preparing to deal with the increase in the customer base, offer adequate support, ensure the efficient delivery of products or services and maintain high standards of satisfaction.

Listen to the full episode
Take the opportunity to check out the full content of the episode Prospecting and sales: differences in the B2B and B2C approach of the podcast Speaking well, what's wrong with it? and learn more tips.