Does Your Business Need a B2B Sales Manager?

[vc_row][vc_column][vc_column_text]When we think of ‘sales’ we often imagine a huge mall full of customers purchasing clothes, electronic goods and grocery. But there’s more to ‘sales’ than meets the eye. How do you think the mall purchased the hundreds of T-shirts that are placed on display? Obviously, they didn’t visit a mall! This is where the B2B or Business-to-Business sales comes into the picture. In a B2B sale, one business purchases goods from another business, to be sold to an end consumer as is, or after further processing. A B2B sales manager is the person who makes these B2B.

 

What does a B2B sales manager’s profile entail?

  • Identifying potential leads
  • Defining the marketing processes and executing the same
  • Making demos and presentations to clients and closing the deal
  • Monitoring market Intelligence within the industry in terms of market development, new projects, competitor activity, new customers etc.
  • Establishing & maintaining efficient relationship with new and existing clients

b2b sales manager

Why do businesses need a B2B sales manager?

  • Selling to a business involves a different approach. Unlike retail customers who purchase items in single or very few units, business purchase the same items in bulk and look for price and profit potential. For example, a student buying a computer for school projects vs a large IT company like Accenture purchasing laptops for their employees.
  • Many products purchased by large businesses are raw materials and are of no use to retail consumers. They are used in further processing. For example, construction companies purchasing steel rods for use in buildings. Therefore, a potential buyer can’t be attracted by traditional forms of advertising like TV and paper ads.
  • Buying decisions in businesses are not made by one person and there are multiple hierarchy levels and protocols to be observed, which need active follow-up by a designated B2B sales person.
  • Many products purchased by businesses need customization which only a B2B salesperson can co-ordinate.  For example, a school purchasing uniforms for its students will need a specific color combination and stitched in a certain design which won’t be available in the open market.
  • It is necessary to keep the B2B customer satisfied and engaged with personalized service in order to do future business with them.

Software/tools/online tools used by a B2B sales manager

 

How can online businesses benefit from having a B2B sales manager?

  • Online businesses like e-commerce sites need merchants to sell their products on their website. A B2B sales manager can approach these merchants and convince them to partner with them.
  • Business owners are not going to search on Google to see what are the best platforms to sell. They prefer tying up with those businesses which offer them a good deal in terms of price and other factors. This can only be achieved by a dedicated B2B sales person.
  • Many online businesses don’t have a physical presence and are managed remotely. A B2B salesperson will add credibility to the business, and let the other business know that they are dealing with a genuine, existing company.
  • B2B dealings are long term partnerships and unlike a retail consumer who buys one unit and vanishes, B2B relationships will involve repeat purchases and it needs continuous nurturing, which can be done by B2B sales manager.
  • A B2B sales manager will be able to get additional business through referrals from existing partners, once a certain level of trust and comfort is established with them.

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