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B2B vs B2C Decision Making Process

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Questions and Answers

In B2B sales, who is usually the decision maker?

The initiator

The champion

The buyer (correct)

The user

What is the role of the initiator in the B2B decision-making process?

To start the deal (correct)

To block the purchase

To provide positive ROI

To make the final decision

Who takes the deal from the initiator to the decider in the B2B decision-making process?

The user

The gatekeeper

The champion (correct)

The influencer

What is the role of the gatekeeper in the B2B decision-making process?

To block the purchase Signup and view all the answers

Who can help eliminate roadblocks in the B2B decision-making process by providing positive ROI?

The influencer Signup and view all the answers

Which role in the B2B decision-making process may have a positive sentiment about the product?

The user Signup and view all the answers

What is the role of the decider in the B2B decision-making process?

To make the final decision Signup and view all the answers

Who are the decision-makers in the B2B decision-making process?

Multiple roles may be involved Signup and view all the answers

What can help sellers navigate the decision-making process and overcome roadblocks in B2B sales?

Understanding the roles of each decision-maker Signup and view all the answers

How does the B2B decision-making process compare to the B2C decision-making process?

The B2B process involves more decision-makers Signup and view all the answers

Study Notes

There is a difference between selling to consumers (B2C) and selling to businesses (B2B).
In B2C, the decision maker is usually the consumer, while in B2B, more people are involved in the decision-making process.
The decision-making process in B2B involves several roles, including the initiator, champion, decider, buyer, user, gatekeeper, and influencer.
The initiator starts the deal and takes it to the champion, who then takes it to the decider.
The user may also be involved in the decision-making process and may have a positive sentiment about the product.
The gatekeeper may block the purchase, but the influencer can help eliminate the roadblock by providing positive ROI.
The roles of the champion, decider, and influencer may overlap, and there may be multiple decision-makers.
The decision process may vary per company, but the roles generally follow a specific roadmap.
Understanding the roles of each decision-maker can help sellers navigate the decision-making process and overcome roadblocks.
The decision process in B2B is more complex than in B2C, and it is important to address each role to make a successful sale.

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Description

Learn about the differences between selling to businesses (B2B) and consumers (B2C) in terms of decision-making processes. Explore the various roles involved in B2B decision-making such as initiator, champion, decider, buyer, user, gatekeeper, and influencer.