For the functionality of any business, it is necessary to organize and set up a sales cycle. In the B2B sector, the transaction cycle usually takes longer than in B2C sales due to the need to reach decision makers (DM).

B2B sales consist of several stages.

Collecting contacts

Customer contacts can be collected in several ways:

• an application form on the website or a feedback widget;
• parsing contacts from websites;
• cold calls to contacts from potential clients’ websites;
• purchasing a database of contacts for calling;
• social networks.

Primary negotiations

At this stage, it is important to make a good impression on a potential client, take the DM’s contacts and interest them. Depending on what you are selling, personal meetings may be required, but in most cases, online negotiations are sufficient to conclude a contract, which saves time and money for both the supplier and the client.

Conclusion of a contract

When providing services, a contract must be concluded before starting cooperation according to the law. For documents when performing services or selling goods in the B2B sector, read the relevant articles.

Depending on the size of the business and the method of collecting applications, a management decision must be made whether there is a need to create a sales department or delegate it to a third-party telemarketing center to call the database.

In microbusiness, this is usually done by business owners, which slows down development, since it is a routine task for line personnel and managers.