Welcome to the Sales Identity Crisis
Let’s face it—nothing says “I’m a modern business owner” like not knowing whether you’re wooing other companies (B2B) or charming everyday shopaholics (B2C). Don’t worry. You’re not alone; even seasoned execs sometimes think B2B is an acronym for “Back to Basics.” If your team is splitting hairs over who your real customers are, this is your sign: it’s time for a reality check.
Quick Refresher: What’s B2B and What’s B2C?
- B2B (Business-to-Business): Sell products/services to other businesses. Think industrial ink cartridges, bulk dog treats, or corporate accounting software.
- B2C (Business-to-Consumer): Sell directly to individual consumers. We’re talking groceries, haircuts, yoga pants, or your nephew’s new gaming addiction.
Sarcastic Checklist: B2B or B2C—What Side Are You On?
Ask yourself:
- Do your customers have “procurement departments,” or is it just Karen with her credit card?
- Are contracts signed after six meetings and three PowerPoint marathons, or are sales made with a click and a “Whoops! Didn’t mean to buy that” email?
- Is your price list negotiable? Have you ever uttered, “volume discount”? Congratulations, probably B2B.
- Do your marketing emails talk about “solutions” and “productivity gains” or “flash sales” and “limited-time offers”?
- Is your customer database full of company names or “email@freemail.com”s with questionable avatars?
How to Actually Figure Out Your Sales Breakdown
Here’s how you can break through the confusion without a therapist:
1. Peek at Your Customer List
- B2B: Mostly company names or business domains (think AcmeCo.com, not catlover99@gmail.com).
- B2C: A sea of consumer email addresses and shipping to residential addresses.
2. Check Your Sales Process
| If You… | You’re probably… |
|---|---|
| Get repeat orders from companies | B2B |
| Survive “approval chains” | B2B |
| Sell mostly one-off products to individuals | B2C |
| Offer big promos and discounts | B2C |
3. Analyze How Customers Pay
- B2B: Invoices, purchase orders, Net-30 or Net-60 terms, wire transfers from ominous corporate entities.
- B2C: Credit cards, PayPal, Buy Now Pay Later, and that one customer still trying to pay with a personal check.
4. Dig Into Your Marketing Strategy
- B2B: You’re LinkedIn-famous! Case studies! Whitepapers no one reads!
- B2C: Your TikTok dances go viral, or at least your intern says so. Flashy ads, influencer posts, and way too many hashtags.
5. Ask Your Sales Team (If They’re Not Already Burnt Out)
- Are they cold calling companies or calling Becky asking for her feedback?
- Are your sales cycles several months long? Or are they a blur of rapid-fire weekend transactions?
For the Wild Hybrids (B2B2C and Beyond)
Some of you special snowflakes do BOTH. Maybe you sell software to schools (B2B) and also offer an app to parents (B2C). In that case:
- Segment your sales data.
- Track which products/services go to which audience.
- Adjust your KPIs—B2B churn and B2C churn are two different beasts.
Handy Table: B2B vs B2C At-a-Glance
| Factor | B2B | B2C |
|---|---|---|
| Customer Type | Businesses, Organizations | Individuals |
| Buying Process | Long, consultative, multi-layered | Fast, impulse-driven |
| Communication | Jargon, formal proposals | Relatable language, calls-to-action |
| Payment Terms | Net-30, Invoicing, PO | Upfront, credit/debit, PayPal |
| Marketing | LinkedIn, webinars, trade shows | Social media, ads, email blasts |
Final Pep Talk (with a Dash of Sarcasm)
Still confused? You’re probably not alone—half the marketing world is pretending to “integrate B2B and B2C strategies” as we speak. Check your customer lists, invoices, and favorite marketing jargon. The truth will reveal itself—likely alongside a few existential e-commerce questions.
May your leads be plentiful, your invoices paid on time, and your buyer personas never ask “So… what exactly do you sell?”