Hello to All:

My name is Mike and I am a brand new member, I signed up to get advice on how to create a B2B sales strategy for an internet based service - price configurator/comparison site.  Recently, together with a friend of mine we have come up with an idea for the above mentioned internet based business, geared toward general public, people looking to remodel their home/apartment.  Our business model is based on creating partnerships with stores & manufacturers of home remodeling goods such as tiles, floors, fixtures and fittings etc.  Without going into anymore details I am looking for advice on how to create a B2B sales strategy for our project(therefore advice from anyone who has previous experience in this “department” will be the most useful - I am not looking to reinvent the wheel). Unfortunately my current sales experience was strictly B2C (automobile and mortgage) thus I am a bit lost and looking for that "light in the tunnel" I will very much appreciate feedback from experienced B2B sales professionals and especially managers.  Thank you in advance. 

M.

Mikeo23

Welcome to the world of B2B.  I believe you may find it more rewarding than B2C selling.  Prospecting is the name of the game for you.  The business model can be sound if you keep in mind what is in it for your partners.  Think what is in it for your partners?  Who may be interested in partnering with you?  Who are your market segments (customers) targets and potential partners in those segments?  Regardless of who you are selling too they all share 5 characteristics:

- They have a need and are aware of it

- They have the ability and authority to say yes and buy it

- They have a sense of urgency about the decision

- They trust you and your organization (business model)

- They are willing to listen to you

Find the potential partners, discuss your plan and see who believes in the concept and will be willing to work with you.  Ask for feedback on your website and ways that multiple sites may be linked together. Highlight your successes with clients and partners and build one at a time. Stay focus on the goal.

Thank you.