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Why B2B Businesses Are Moving to a B2C Model - WP eCommerce Show
In Episode 86, we begin our series on Advertising and Sales. To kick it off, I have asked sales expert and long-time friend Miles Austin to join us as we explore this interesting trend. In the past, businesses who sold to other businesses had focused strategies that were unique to B2B. But now, in keeping up with the times, they are finding that Business-to-Consumer B2C) sales strategies are much more effective.
Listen to today’s show as we learn how this happened, why it happened and what we are seeing both now and possibly, in the future.
We chatted about:
* What sets B2B and B2C selling strategies apart.
* Why we saw this shift in strategies.
* How B2C strategies can benefit a B2B business.
* When corporate and consumer preferences collide.
* Where Miles sees us going in the future with this trend.
Thanks to Our Podcast Sponsor: Bluehost
Transcript
You can also download a pdf of the full transcript here: WordPress eCommerce Show Episode 86 June 26 2017
Bob Dunn: Hey, everyone. Welcome back to the WP Commerce Show. Bob Dunn here, also known as BobWP on the web. Today we are starting our next four-part series on sales and advertising. That’s a broad area, so we’ll have other episodes and series down the roads. To kick this one off, we’re switching over to selling your services.
Yes, selling your services is also part of e-commerce and millions of people are doing this online. Being your own salesperson can be tough. I’ve learned that in my many years, for sure. If you’ve been doing it for a while you may have stuck to the concept of B2B. You know, business-to- business sales tactics. But guess what? Even though you may think that you’re going to stick to your guns, it might be time to start looking at B2C or, as we call it, business-to-consumer strategies, to sell to other businesses.
To help us explore this exciting trend, I’ve invited my long-time friend Miles Austin, sales and marketing speaker and trainer. Hey, Miles. Welcome to the show.
Miles Austin: Hello, Mr. Bob. Glad to be here. Looking forward to this conversation. I think it’ll be of interest. There’s a lot of exciting things happening.
Bob: As I thought about this more and more, I think I understand some of the concepts but I’m anxious to dive into it and hear your thoughts. Like me, you’ve been in business for a long time. But before we get into this, do can you just tell our listeners a little bit more about yourself?
Meet Miles Auston, Sales Consultant and Founder of Fill the Funnel
Miles: Sure. I’ll give you the condensed version, my friend. I was in corporate technology sales for almost 30 years: selling computers, hardware, software, services around that to large corporate customers. Boeing, Starbucks, Microsoft, those were my customers; and I worked for really big companies like Dell and HP and Toshiba where I would sell their products to these customers. They could be local customers, small businesses, 100 employees or more, all the way up through the Microsofts and the Boeings of the world, with their massive structure and decision- making, etc.
About 10 years ago I finally sold my last technology company. I left Dell about 13, 14 years ago. Moved back to Seattle and started my own company called FilltheFunnel.com. I started writing and sharing about sales tools and the technology and the impact it was having for all of us in the sales profession, whether it’s selling to corporate or selling to individuals. It didn’t really matter because selling is selling. There always will be some kind of human interaction.
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In Episode 86, we begin our series on Advertising and Sales. To kick it off, I have asked sales expert and long-time friend Miles Austin to join us as we explore this interesting trend. In the past, businesses who sold to other businesses had focused strategies that were unique to B2B. But now, in keeping up with the times, they are finding that Business-to-Consumer B2C) sales strategies are much more effective.
Listen to today’s show as we learn how this happened, why it happened and what we are seeing both now and possibly, in the future.
We chatted about:
* What sets B2B and B2C selling strategies apart.
* Why we saw this shift in strategies.
* How B2C strategies can benefit a B2B business.
* When corporate and consumer preferences collide.
* Where Miles sees us going in the future with this trend.
Thanks to Our Podcast Sponsor: Bluehost
Transcript
You can also download a pdf of the full transcript here: WordPress eCommerce Show Episode 86 June 26 2017
Bob Dunn: Hey, everyone. Welcome back to the WP Commerce Show. Bob Dunn here, also known as BobWP on the web. Today we are starting our next four-part series on sales and advertising. That’s a broad area, so we’ll have other episodes and series down the roads. To kick this one off, we’re switching over to selling your services.
Yes, selling your services is also part of e-commerce and millions of people are doing this online. Being your own salesperson can be tough. I’ve learned that in my many years, for sure. If you’ve been doing it for a while you may have stuck to the concept of B2B. You know, business-to- business sales tactics. But guess what? Even though you may think that you’re going to stick to your guns, it might be time to start looking at B2C or, as we call it, business-to-consumer strategies, to sell to other businesses.
To help us explore this exciting trend, I’ve invited my long-time friend Miles Austin, sales and marketing speaker and trainer. Hey, Miles. Welcome to the show.
Miles Austin: Hello, Mr. Bob. Glad to be here. Looking forward to this conversation. I think it’ll be of interest. There’s a lot of exciting things happening.
Bob: As I thought about this more and more, I think I understand some of the concepts but I’m anxious to dive into it and hear your thoughts. Like me, you’ve been in business for a long time. But before we get into this, do can you just tell our listeners a little bit more about yourself?
Meet Miles Auston, Sales Consultant and Founder of Fill the Funnel
Miles: Sure. I’ll give you the condensed version, my friend. I was in corporate technology sales for almost 30 years: selling computers, hardware, software, services around that to large corporate customers. Boeing, Starbucks, Microsoft, those were my customers; and I worked for really big companies like Dell and HP and Toshiba where I would sell their products to these customers. They could be local customers, small businesses, 100 employees or more, all the way up through the Microsofts and the Boeings of the world, with their massive structure and decision- making, etc.
About 10 years ago I finally sold my last technology company. I left Dell about 13, 14 years ago. Moved back to Seattle and started my own company called FilltheFunnel.com. I started writing and sharing about sales tools and the technology and the impact it was having for all of us in the sales profession, whether it’s selling to corporate or selling to individuals. It didn’t really matter because selling is selling. There always will be some kind of human interaction.