This type is divided into sales

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Selling B2B services


services related to the PCB business. For example, logistics services, warehousing and the like.

By analogy with sales of PCB products, it is important to understand that B2B companies are already using these services, the only question is how: in-house or outsourced.

services for administrative and management russia consumer email list functions and commercial activities. These include financial, legal and other types of services that do not affect the enterprise's PCB.

Here the product can be classified as a “vitamin”: a potential client enterprise can work without receiving this type of service, but it will be less competitive
services in the digital sphere. In the age of business digitalization, almost every company uses IT and digital services. Therefore, the direction should be allocated to a separate cluster, including various SAAS services (for example, Bitrix24 or 1C), custom development and digital marketing services.

Cases and experience in the potential client's niche are important for successful competition in the field. Accordingly, the seller must be an expert who not only provides a service, but sells a solution to a specific problem (or pool of problems) of the customer.

Complex B2B sales

This is a kind of symbiosis of goods and services: it often happens that manufacturing companies enter the market for large, multi-component orders, and companies specializing in service enter into contracts for the production of private label goods (PL).

Let's say you are a manufacturer of fire alarm sensors, and there is a large facility for which you want to become both the supplier of equipment and the contractor for its installation, commissioning, and subsequent performance testing. This will be a comprehensive B2B sale. If you decide to install sensors under your own brand, you will order their production under your own brand with certain parameters.

Important: Complex sales = Expert sales. It will require deep knowledge of the product and its application, perhaps even an emphasis on application to a certain industry. This is one of the reasons why good sales people work long hours in B2B companies, and the market itself is small.

In this case, the client will not tell you directly that he is not interested in such a product and does not need it: sometimes he will not even be able to formulate a precise request. Therefore, the stage of correctly identifying needs in complex B2B sales is the most important.

We tell and show in this case how the Client came to us with a request for digitalization of sales, and this resulted in the construction of a managed sales system, redesign of the landing page and launch of advertising activities, creation of a separate funnel for transferring leads to dealers, conclusion of 8 contracts and sale of 5 tons of goods:
Quick digital launch for a meat supplier: how to get 15 thousand traffic with a 2.2% lead conversion rate

By size of business or purchases