Subject areaRevenue and sales
B2B, short for business to business, means selling products or services from one company to another.
Compared with selling to consumers it has longer buying cycles, more people involved in the decision, higher amounts and relationships that last for years.
These traits make tools such as the ideal customer profile, account-based marketing and marketing and sales alignment central in B2B, and a customer's value shows in lifetime value more than in a single order.
An example
An industrial valve manufacturer sells to plant builders. Each order goes through engineering, purchasing and management, takes six months and brings repeat orders for ten years.
Enrico Giubertoni. Licensed under CC BY-NC 4.0: you may quote, translate and adapt this entry with the author’s name and a link, stating any changes. For commercial use, write to info@enricogiubertoni.com
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