Though B2B selling has a lot in common with B2C, there are certain differences that you must keep in mind when selling to company clients. First, there is usually much more data available about company prospects than about private individuals. As the salesperson and consultant, you must use this fact to your advantage and come to meetings well prepared. That's why you must be able to answer these five questions before you go into a meeting with a representative of a prospective B2B client.
