{"id":607,"date":"2023-10-17T19:00:02","date_gmt":"2023-10-17T22:00:02","guid":{"rendered":"https:\/\/socialmaker.com.br\/blog\/?p=607"},"modified":"2023-10-14T12:42:05","modified_gmt":"2023-10-14T15:42:05","slug":"vendas-b2b","status":"publish","type":"post","link":"https:\/\/socialmaker.com.br\/blog\/2023\/10\/17\/vendas-b2b\/","title":{"rendered":"Como funcionam as vendas B2B?"},"content":{"rendered":"<p>As <strong>vendas B2B<\/strong> (business-to-business) \u00e9 um sistema que faz transa\u00e7\u00f5es entre empresas e n\u00e3o com o cliente final. Ou seja, onde uma marca vende produtos ou servi\u00e7os a outra. Desse modo, conhe\u00e7a mais sobre como ele funciona a seguir.<\/p>\n<h2>O que s\u00e3o vendas B2B?<\/h2>\n<p><strong>As vendas B2B s\u00e3o feitas de empresa para empresa, portanto, \u00e9 a tradu\u00e7\u00e3o literal do seu nome completo (business to business).<\/strong> Dessa forma, a transa\u00e7\u00e3o \u00e9 feita de um neg\u00f3cio para outro e n\u00e3o envolve o consumidor final, o que exige um <a href=\"https:\/\/socialmaker.com.br\/blog\/2023\/08\/25\/planejamento-de-vendas\/\" target=\"_blank\" rel=\"noopener\">planejamento de vendas<\/a> distinto.<\/p>\n<p><iframe loading=\"lazy\" title=\"VENDAS B2B: O QUE VOC\u00ca PRECISA SABER? Aprenda como alavancar suas vendas em 2023!\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/JdjEYktzSj0?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<p>Entender o que \u00e9 B2C, ali\u00e1s, ajuda a compreender o processo de venda B2B. Isso porque, na venda feita para o consumidor final, o processo comercial \u00e9 mais simples. Enquanto isso, na venda para empresas, a negocia\u00e7\u00e3o \u00e9 complexa e a tomada de decis\u00e3o leva mais tempo.<\/p>\n<div id=\"attachment_609\" style=\"width: 1210px\" class=\"wp-caption aligncenter\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-609\" class=\"size-full wp-image-609\" src=\"https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-1.jpg\" alt=\"Como funcionam as vendas B2B?\" width=\"1200\" height=\"800\" srcset=\"https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-1.jpg 1200w, https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-1-300x200.jpg 300w, https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-1-1024x683.jpg 1024w, https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-1-768x512.jpg 768w\" sizes=\"auto, (max-width: 1200px) 100vw, 1200px\" \/><p id=\"caption-attachment-609\" class=\"wp-caption-text\">As vendas B2B tem atua\u00e7\u00e3o no mercado bem complexa quando se compara com a B2C. Imagem de Christina Morillo em Pexels.<\/p><\/div>\n<h2>Quais s\u00e3o as diferen\u00e7as entre as vendas B2B e B2C?<\/h2>\n<p><strong>Ao contr\u00e1rio das vendas B2B, as vendas B2C s\u00e3o feitas de uma empresa ou vendedor para o consumidor final.<\/strong> Por isso, o processo se baseia em envolver somente a tomada de decis\u00e3o dele pr\u00f3prio e outras diferen\u00e7as s\u00e3o:<\/p>\n<h3>Como \u00e9 a abordagem de vendas no B2B?<\/h3>\n<p>Essa abordagem consiste na atua\u00e7\u00e3o do vendedor como um consultor, a fim de que ele entenda as necessidades do cliente. Assim, em conjunto com ele, investigam se o produto ou servi\u00e7o \u00e9 ideal para resolver os problemas dele e no B2C, a venda consultiva n\u00e3o \u00e9 t\u00e3o comum.<\/p>\n<div id=\"attachment_610\" style=\"width: 1210px\" class=\"wp-caption aligncenter\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-610\" class=\"size-full wp-image-610\" src=\"https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-2.jpg\" alt=\"Como funcionam as vendas B2B?\" width=\"1200\" height=\"800\" srcset=\"https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-2.jpg 1200w, https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-2-300x200.jpg 300w, https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-2-1024x683.jpg 1024w, https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-2-768x512.jpg 768w\" sizes=\"auto, (max-width: 1200px) 100vw, 1200px\" \/><p id=\"caption-attachment-610\" class=\"wp-caption-text\">Essas vendas s\u00e3o importantes para suprir as necessidades das empresas. Imagem de Moe Magners em Pexels.<\/p><\/div>\n<h3>Complexidade<\/h3>\n<p>Outra ideia que costuma surgir quando se fala de vendas B2B s\u00e3o as complexas, ou <a href=\"https:\/\/www.serasaexperian.com.br\/blog-pme\/venda-assistida\/\" target=\"_blank\" rel=\"noopener\">venda assistida<\/a>. Ou seja, s\u00e3o aquelas que possuem diversas vari\u00e1veis e etapas at\u00e9 que se feche neg\u00f3cio. Mas, quando se trata do cliente final, o processo \u00e9 mais simples.<\/p>\n<h3>Ticket m\u00e9dio<\/h3>\n<p>O ticket m\u00e9dio \u00e9 uma grande diferen\u00e7a entre <a href=\"https:\/\/socialmaker.com.br\/blog\/2023\/08\/21\/empreender\/\" target=\"_blank\" rel=\"noopener\">empreender<\/a> nas vendas B2B e B2C. Isso porque, quando se lida direto com empresas, ele costuma ser bem mais alto, j\u00e1 que oferecem solu\u00e7\u00f5es \u00fanicas, cujo investimento \u00e9 maior.<\/p>\n<h3>Ciclo de vendas<\/h3>\n<p>Na venda B2C, a tomada de decis\u00e3o se baseia em emo\u00e7\u00f5es e ocorre com rapidez, para satisfazer o que deseja. Enquanto isso, o comprador B2B, faz a compra de modo estrat\u00e9gico, com um ciclo de vendas mais longo.<\/p>\n<h3>Conhecimento dos compradores<\/h3>\n<p>Por se tratarem de solu\u00e7\u00f5es mais caras, no geral, os compradores B2B tamb\u00e9m s\u00e3o exigentes e seletivos, com muita pesquisa antes de demonstrar interesse. Ent\u00e3o, o conte\u00fado \u00e9 uma parte importante de uma estrat\u00e9gia de vendas, j\u00e1 que auxilia a educar o comprador.<\/p>\n<div id=\"attachment_611\" style=\"width: 1210px\" class=\"wp-caption aligncenter\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-611\" class=\"size-full wp-image-611\" src=\"https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-3.jpg\" alt=\"Como funcionam as vendas B2B?\" width=\"1200\" height=\"800\" srcset=\"https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-3.jpg 1200w, https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-3-300x200.jpg 300w, https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-3-1024x683.jpg 1024w, https:\/\/socialmaker.com.br\/blog\/wp-content\/uploads\/2023\/10\/vendas-B2B-3-768x512.jpg 768w\" sizes=\"auto, (max-width: 1200px) 100vw, 1200px\" \/><p id=\"caption-attachment-611\" class=\"wp-caption-text\">As vendas B2B interagem com empresas e n\u00e3o com o consumidor final. Imagem de cottonbro studio em Pexels.<\/p><\/div>\n<h2>Como funciona as vendas B2B?<\/h2>\n<p><strong>Essas vendas se baseiam na constru\u00e7\u00e3o de uma rela\u00e7\u00e3o de longo prazo, porque a confian\u00e7a \u00e9 crucial nesse neg\u00f3cio.<\/strong> Isso porque, as transa\u00e7\u00f5es s\u00e3o mais complexas e envolve valores altos. Portanto, o processo demora mais e envolve v\u00e1rias etapas como:<\/p>\n<ul>\n<li>formar equipes;<\/li>\n<li>envolver stakeholders;<\/li>\n<li>criar negocia\u00e7\u00f5es \u00fanicas e personalizadas;<\/li>\n<li>focar em valor;<\/li>\n<li>trabalhar com ROI.<\/li>\n<\/ul>\n<p>O <a href=\"https:\/\/socialmaker.com.br\/blog\/2023\/07\/24\/publico-alvo\/\" target=\"_blank\" rel=\"noopener\">p\u00fablico-alvo<\/a> se interessam muitas vezes no valor que um produto ou servi\u00e7o pode trazer para seus neg\u00f3cios. Por isso, \u00e9 bom investir em argumentos de venda, como os benef\u00edcios, no retorno sobre o investimento (ROI) e em como a oferta atende \u00e0s suas metas e desafios.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>As vendas B2B (business-to-business) \u00e9 um sistema que faz transa\u00e7\u00f5es entre empresas e n\u00e3o com o cliente final. Ou seja, onde uma marca vende produtos ou servi\u00e7os a outra. Desse modo, conhe\u00e7a mais sobre como ele funciona a seguir. O que s\u00e3o vendas B2B? As vendas B2B s\u00e3o feitas de empresa para empresa, portanto, \u00e9 [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":608,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[181],"tags":[336,337,98,335],"class_list":["post-607","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-vendas","tag-b2b","tag-business-to-business","tag-vendas","tag-vendas-b2b"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Como funcionam as vendas B2B? - Socialmaker<\/title>\n<meta name=\"description\" content=\"As vendas B2B s\u00e3o um estilo importante e que se difere do b2c em v\u00e1rios aspectos, por isso, \u00e9 necess\u00e1rio compreender como ela funciona.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/socialmaker.com.br\/blog\/2023\/10\/17\/vendas-b2b\/\" \/>\n<meta property=\"og:locale\" content=\"pt_BR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Como funcionam as vendas B2B? 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