B2B Sales

Business-to-Business — selling products or services from one company to another, as opposed to B2C (Business-to-Consumer).

A model representing the stages a prospect moves through from initial awareness to final purchase, typically narrowing at each stage.

1. Awareness 2. Interest 3. Consideration 4. Intent 5. Evaluation 6. Purchase (Close).

A funnel describes the buyer's journey (demand perspective); a pipeline describes the seller's stages and activities to move deals forward.

The process of attracting and identifying potential customers (leads) who may be interested in your product or service.

Inbound: leads come to you via content, SEO, social media. Outbound: you proactively reach out via cold calls, emails, events.

A lead that has shown interest through marketing activities (downloaded a whitepaper, attended a webinar) but has not yet been vetted by sales.

A lead that has been reviewed by the sales team and meets specific criteria indicating they are ready for direct sales engagement.

A methodology for ranking leads based on attributes (company size, role) and behaviours (website visits, email opens) to prioritise outreach.

Budget — Authority — Need — Timeline. A qualification framework to assess if a prospect is a good fit.

Budget: Can they afford it? Authority: Is this the decision-maker? Need: Do they have a problem you solve? Timeline: When will they buy?

Metrics · Economic Buyer · Decision Criteria · Decision Process · Identify Pain · Champion.