Top 4 Differences Between Corporate Sales and B2B Marketing

Both corporate sales and B2B marketing are terms that you may have seen being used a lot in the business world. Did you know that an average of six to ten people are involved in a B2B buying cycle?

Corporate sales is nothing but B2B or business-to business sales.

Whereas, we only understand B2B marketing as a  type of marketing strategy. Both corporate sales and B2B marketing are essential components for a company to run.

In this article, we will examine corporate sales and also understand how it is different from B2B marketing.

In this article, we will examine corporate sales and also understand how it is different from B2B marketing.

What is Corporate Sales?

Corporate sales refer to when a business or enterprise makes sales to another company, through everyday transactions. They are also commonly known as B2B sales.

Corporate sales are the foundation for many different industries. Many companies don’t own the entire production process that contributes towards the manufacturing of consumer goods. As such, you would use corporate sales for the goods manufacturing process. 

Take for example, the agricultural industry. Here, wholesalers sell their own produce to supermarkets and grocery stores. These retailers then supply these products to customers in their area through individual distribution centers. 

Not only do corporate sales include goods, but they also include services. In the case of finance, accounting and auditing firms frequently offer financial services to large corporations. Thus, earning the company corporate sales.

What is B2B Marketing?

B2B marketing, also known as business-to-business marketing, refers to any strategy that one business utilizes to target another business.

It is considered a necessity if you want your business to offer your services to other organizations. 

In addition to this, you can use B2B marketing to make other businesses more familiar with your brand name. It also assists in conveying the value of your product/ service alongside converting them into customers.

How is Corporate Sales Different from B2B Marketing?

B2B marketing strategy is targeted toward other businesses. But corporate sales refer to the sales that enterprises make to businesses.

While seemingly quite similar on the surface, corporate sales and B2B marketing are actually very different. Here are some of the differences between corporate sales and B2B marketing:

1) B2B Marketing Strategy  Vs. Corporate Sales Strategy

A B2B marketing strategy involves how your business plans to reach as well as engage your target audience. Conversely, a corporate sales strategy aims to focus on how to convert those prospects into your customers.

As such, B2B marketing strategy should be centered around finding ideal prospects. Moreover, B2B marketing also focuses on how to generate interest in your solution and build brand awareness. Your main focus is on promoting the right message at the right time to the right individual.

However, your B2B sales strategy should be based around identifying and empathizing with your prospect’s pain points. Additionally, you should plan how to position your product as the best solution alongside converting prospects into buyers.

Typically, you’ll want to optimize how your marketing and sales strategies can work together. By understanding how they’re different yet interlinked, you’ll be able to move prospects along their buyer’s journey more quickly.

2) Purpose of B2B Marketing Vs. Purpose of Corporate Sales

The purpose of your B2B marketing strategy should be to define and then achieve your marketing goals. 

Concentrating on your goals allows your team to rally together towards what you want to achieve. Moreover, it helps you identify the best campaigns and programs your business should invest in. Remember to ask you and your team, “How will this step contribute towards our goal?”

In contrast, your corporate sales strategy aims to create the smoothest path for converting prospects into customers. 

It dictates how you can communicate with people most likely to purchase. Some of the best corporate sales strategies help you turn new customers into referrals and repeat buyers.

3) Elements of B2B Marketing Vs Corporate Sales

Elements that are essential to B2B Marketing are:

1) Vision and Mission

Vision focuses on the future and what your organization ultimately wants to become. A mission statement concentrates on the present and what your organization can do to achieve the said vision.

2) Value Proposition

A value proposition refers to the various unique benefits customers receive when using your products/ services.

Ensure that they follow your overall brand positioning. Furthermore, it should be sure to align with your service or product messaging.

3) Competitive Landscape

Competitive landscape analysis enables your business to compare competitors’ corporate sales approaches and B2B marketing strategies. They are often conducted to illuminate gaps in the market.

4) Goals

Your B2B marketing goals must relate to your business’s actual goals. They should also be additional and based on B2B marketing activities that bring maximum value to your company. 

5) Positioning

Brand positioning involves occupying a specific place in the minds of your customers when compared with competitors. It helps customers select your company over your competitors. This helps in more corporate sales for your business.

6) Buyer Personas

Buyer personas describe a character with certain key characteristics. They help you understand who you’re talking to. 

Not only this, but they also help recognize who you’re designing products for as well as doing business with. Identifying buyer personas and having a specific targeted audience would help in better corporate sales.

7) Messaging

Effective B2B messaging can have a great impact on your business. It goes further than product comparisons and feature lists. Good messaging helps your buyers understand how your product can solve their specific problems.