3 years ago
January 7, 2015

Intricacies of Business to Business Sales Jobs

Business to business sales jobs have their own unique benefits as well as challenges.  The sales transactions are often somewhat complex and subject

Rhys Metler

Business to businessBusiness to business sales jobs have their own unique benefits as well as challenges.  The sales transactions are often somewhat complex and subject to volatility completely separate from consumer sales so be prepared for a learning curve if you are transitioning.  While the details involved may be many the effort is often well worth it as business to business sales positions are among the highest paying.  

Relationship development

As opposed to consumer sales where the sales relationships often last only minutes, business to business sales jobs require a large degree of relationship development skill to nurture customer bonds that can last decades.  Long term strategies are often devised to improve strained customer bonds and to ensure the good ones endure.  Becoming a trusted partner to your customers will allow you access to valuable industry insights an earn their loyalty.  

Educated customers

The environment presented in business to business sales jobs is unique as well in that you will deal with customers educated in their craft and skilled at making buying decisions.  A successful sales professional must stay ahead of the curve by embracing continued education and training.  In addition, educated customers present a challenge in their objections as well.  Overcoming objections in business to business sales jobs require a high degree of skill and a practiced approach.

Channel Partners

Business to business sales jobs often involve working with channel partners, such as wholesalers, dealers or manufacturers.  Whether your position is at the top of the channel or the bottom, partnering with another company that is intimately involved in your own sales process is a unique situation.  This is another level of relationship management where you intertwine your own goals with those of others and work together to sell to a given marketplace.  

Complexity of Sale

Selling to businesses involves a high degree of complexity that requires an equally complex approach.  Many business sales involve a detailed number of steps prior to closing such as Letters of Intent, design conditions, submittals, payment term acceptances, and approvals at multiple levels.  Business to business sales jobs may include elaborate processes and longer sales cycles but the payoffs are often equal to the effort.

Adaptibility

Professionals in business to business sales jobs often find that personality types can change dramatically from one customer to the next.  An important characteristic for a B2B sales professional is adaptability to differing environments and personalities.  You need to be able to converse and achieve your objections with an extroverted Type A in one meeting and have the same level of success with an introverted conservative the next.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.