I just got a job as a sales account executive and have virtually no "b2b sales" experience. What are the differences I should expect in b2b as compared to b2c sales? How should I prepare?

Here's a few things I learned in B2B vs. B2C 1. Really, relationships play a far greater role in a successful B2B career. Sure you can sell to a business client without one, but if you expect to see exponential returns through repeat business and referrals, the relationship you foster will be the most important thing. Proper followups, remembering details, and acting like you care (which you should) about the person you are dealing with are a great start. 2. Beyond the relationship, it is important to understand the mindset of the people you are selling too. I went from a B2C to an outside B2B sales role and recently moved to working for myself. As a business owner or decision maker, you have a lot on your plate and what seems important to a sales person is often not even a consideration to your buyer. This is why follow-up is so important - even months down the road. 3. Deliver on your word 100% of the time. Under promise and over deliver. Whatever industry you are in, there is competition. The only way to stand out is in your own personal deliverables. Do you stand behind what you say? Are you honest about your products/services? That's a good start. Good luck in your career transition. Being an account executive usually demands working with existing clients of your company rather than developing new business. With that in mind, find out what your existing book of business liked about the last account exec they had and find out what they didn't like.

#1 The buyer does not spend own money unless she/he is a company owner. #2 People do things (including (not) buying) because they want to please their boss and by this increase the chance to get promoted or get a bonus. #3 Or they just buy, because they have some personal benefit from it like personal reputation.  #4 Everything in a company larger than 5 people has some politics in it. So somebody can stop the contract because he/she does not like the person, who is buying. #5 More then one person can be involved in buying process, you need to please them all by selling them  a compromise product, which does not suite to any of them. #6 The benefits for the company are useful only to justify the purchase later. #7 Buyers love to buy  a product, which makes you responsible for everything and gives all credit to them. #8 Everybody might love your product and they can still deny it because of corporate guidelines. #9 Some contracts may cause you problems even two years after the expiration of the contract. But after 5 years things settle down.

I personally was in a similar position a few years ago. I was looking for an opportunity within the startup community in my hometown. I started volunteering at a company that had a few clients and little revenue. After letting go their only sales rep, they asked if I wanted to try some cold calling to setup demonstrations (we were a Saas company). Eagerly, I accepted the opportunity and started calling. Now for me, this was a completely new experience, interfacing with prospects who aren't aware of what my company does and talking with people regularly on the phone was uncomfortable to say the least. I was lucky enough to get started at the right time. As I grew my skills of capturing interest via email and short phone interactions, our company's target market came into fruition. I started out calling on small Mom and Pop companies and we slowly changed our focus onto national brands pulling in 100M+ in revenue. I regularly spoke with C-level (always try to find the decision makers) people to explain our value proposition and how our company can help with their specific challenges. The key here is to remember that the other person your working with or trying to get in touch with is just that, a person. Try to add value to their day/job/life and they will reward you with their time. Regardless if they're the CEO of a billion dollar company, or a husband and wife store pulling in 200k, they're people who can benefit from what it is your business offers. If you go in with that attitude and constantly focus listening for areas where you can help them, you will set yourself up for success.

B2B and B2C have different sales cycle lengths and expectations. But boiled down to the lowest common denominator- they are the same. Ultimately, you have something the other person needs. And remembering that the other person is a person is key. Having the conversation to find out if you can be mutually beneficial is about the same- questions that give you the right info, answers that give the customer the right info, those are universal. But you want to know the differences: from my experience, the higher up the food chain you deal with, the easier it is to make the sale. You don't say what kind of sales, but the best advice I ever got was start top down when appropriate. When the boss makes a decision things happen. When an underling tries to sell the boss, you languish. Build a relationship- and whenever you call, do NOT just "follow up". Have a reason for reaching out- whether it be you saw this article and thought of then, or you're curious about ..., or your boss needs some clarification. Cold calling is out. If you don't take the time to look your prospect up via Google, LinkedIn, or twitter- you are wrong. Do it- look for commonality, and build there. If possible, use mutual acquaintances or references. Good luck- and remember- people are people.

First off, congratulations on your new position.  B2B sales generally deals with a longer sales cycle and much larger budgets+commission! The main difference between working with business owners in the B2B cycle versus consumers in the B2C cycle is that business owners are natural risk takers.  They understand the sales process more than your typical consumer.  They are more willing to make change, take risks if it can make their business process easier or their bottom line larger.  The average person is afraid of change, the average business owner recognizes that change is necessary.