1. B2B sales strategy Market Analysis : Setting objectives Targeting:
micro/macro
SWOT
KSF
Setting objectives
Targeting:
Segmentation
Product positioning / competitive background
Market access – distribution channels
Marketing communication support
Ways to communicate with prospects/business partners
USP
Staff training
Organization adaptation

2. Objectives increase sales Aquiring customers Build awarness
Entering new markets
Building competitiveness
Develop & maintain relationships
Meeting the targets