Professional B2B clients
The main factor will be comfortable cooperation: fast delivery, selection of products for a specific task, high-quality service. Therefore, it is important to convey these benefits through all available channels. Working with this segment requires higher qualifications of sales department specialists and a deep understanding in order to correctly convey the value of the product: how and who can use it, what customer pain points it solves, and what nuances there are during operation. Decision factors for B2B clientsDecision factors for B2B clients B2C clients As a rule, these are pure online sales with a high degree of process automation.The algorithm looks like this: a person places an order on the website through his personal account → Email List on the manufacturer’s side, the information enters the accounting system → assembly → shipping. The main task is to establish processes and provide a high level of service. If the product is complex and the client requires specialist advice before purchasing, then a dedicated employee or department is involved, depending on the volume of incoming applications. But most tasks can and should be automated in order to save resources and focus on higher priority areas. The formation of a sales department and the focus of specialists will depend on 2 factors: the planned sales volume and the share of each direction in the overall strategy. Practice shows that the B2C direction occupies the smallest share due to incomparable sales volumes compared to dealers and B2B clients, as well as the ability to automate all processes in the chain.
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Article on the topic Automation and other tools for sales growth Qualification of applications Qualification allows you to assess the quality of the application at the start and correctly structure further work with the client. This way you will optimize the work of your sales department and focus on priority areas. An important nuance: the turnover of the company with which you plan to cooperate is more important than the amount of the first order. Conventionally, you have received an order for 100 thousand rubles from a company with a turnover of 10 million, as well as an order for 50 thousand from a company with a turnover of 10 billion. The second option may turn out to be more profitable in the future. This is important to consider when qualifying applications. The parameters for each company will be individual, but generally speaking, we would qualify: Dealers can be identified by the number of outlets and estimated sales volume.
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