I Thought This Podcast Was About B2B?

<p>I want to talk about the crossover between B2B and B2C and we can use the best techniques to get the best results.</p><p>First of all, let’s define what we are talking about with B2B on this podcast. Although some of the same concepts apply, this podcast is directed at business owners and sales people for smaller B2B companies, generally with sales under $5mm in revenue and who sell to other small or medium sized companies. </p><p>There are very few resources for small companies selling to other smaller companies, which has always been surprising to me over the years, and it hasn’t gotten better over time.</p><p>If you’ve listened to some of the past episodes, you might have noticed that a lot of them weren’t specific to B2B. The reason for this is that the fundamentals of selling and running a business are the same whether B2B or B2C and whether you are talking about offline or online techniques.</p><p>What makes B2B different than B2C? In the simplest terms it’s the type of customer you have. </p><p>The question becomes, how do you get through to decision makers? You have to find ways, offline and online to penetrate the corporate structure or gatekeeper to get to the decision maker before marketing and selling even starts to take place. </p><p>When you are dealing with another business professional, oftentimes the owner or CEO of a company at the smaller sized company, you have to approach them differently than just a consumer off the street.</p><p>Once you have found where your target customer hangs out, you want to find out if there are more people involved in the sale than just the top level decision maker. In B2B, the decision maker might be the owner or CEO, but it’s very likely that they will have some other executive at the company evaluating the proposal as well so you need to find that information at early in the sales cycle to make sure you are spending time selling them as well as the top level decision maker. </p><p>Most B2B resources out there teach you that you need to do a formal analysis, pr