top of page

Introduction to B2B Sales Processes

In today's competitive business landscape, having a solid understanding of B2B (business-to-
business) sales processes is crucial for the success of any organization. B2B sales processes refer
to the step-by-step approach taken by companies to sell their products or services to other
businesses. This article provides an in-depth understanding of B2B sales processes and the key
elements involved.


Understanding B2B Sales Processes

Identifying Target Market

Before diving into the sales process, it is important to identify the target market. This involves
researching and analyzing potential customers to determine their needs, preferences, and pain
points. By understanding the target market, a company can tailor its sales approach to suit the
specific needs of potential customers.



Once the target market is identified, the next step is prospecting. This involves identifying
potential leads or prospects within the target market. Prospecting can be done using various
methods, such as networking, referrals, cold calling, email marketing, and social media outreach.

Qualifying Leads

After identifying potential leads, the next step is to qualify them. Qualifying leads involves
determining whether they meet the criteria set by the company for potential customers. This can
involve assessing factors such as budget, authority, need, and timeline (BANT). By qualifying
leads, companies can focus their resources on prospects who are more likely to convert into

Overview of BigCommerce features

BigCommerce is an e-commerce platform that provides businesses with the tools
and features they need to build and scale their online stores. In this article,
we will explore the various features offered by BigCommerce and how they can
benefit your B2B sales processes.

b2b_challenge-transformed (1).png

Responsive Design

BigCommerce offers a wide range of responsive design themes that allow
you to create a visually appealing and user-friendly online store. These themes
are mobile-friendly, ensuring that your customers have a seamless shopping
experience across different devices.

Catalog Management

With BigCommerce, you can easily manage your product catalog. You can
add, edit, and organize products, as well as create categories and
subcategories. This makes it easier for your customers to find the products
they are looking for.

Inventory Management

BigCommerce provides robust inventory management features. You can track
stock levels, set up low-stock alerts, and manage backorders. This ensures that
you never run out of stock and can fulfill orders in a timely manner.

Pricing and Discounts

BigCommerce offers flexible pricing options and the ability to create
custom pricing for different customer groups. You can set volume-based
discounts, create coupon codes, and offer promotional pricing. This allows you
to cater to the specific needs of your B2B customers.

B2B Customer Groups and Pricing

BigCommerce allows you to create customer groups based on different
criteria such as location, order history, or customer type. You can also assign
individual pricing and discounts to these customer groups, enabling you to
provide personalized pricing and service to your B2B customers.

 Order Management

BigCommerce’s order management system allows you to efficiently process
and fulfill orders. You can view order details, track shipments, print shipping
labels, and update order status. Integration with popular shipping carriers
further streamlines the fulfillment process.

Wholesale B2B Portal

BigCommerce provides a dedicated Wholesale B2B Portal where your B2B
customers can log in and place orders. This portal offers features such as
account-based pricing, individual customer catalogs, and custom payment terms.
It simplifies the ordering process for your B2B customers and enhances their
overall experience.

Screenshot 2024-07-17 112052.png

Payment and Checkout Options

BigCommerce offers multiple payment and checkout options to suit the
needs of your B2B customers. You can accept credit and debit cards, PayPal, and
even offer financing options. The checkout process is secure and PCI compliant,
ensuring the safety of your customers' payment information.

Configuring B2B functionality in BigCommerce

Setting up BigCommerce for B2B involves configuring various features and settings to meet the
specific needs of business-to-business (B2B) selling. In this Article, we will explore the step-by-
step process of configuring B2B functionality in BigCommerce.

Install the B2B application

1)Log in to Your BigCommerce Account:

        o Access your BigCommerce store by logging into your account.
2. Navigate to the Apps Marketplace:
        o From your control panel, go to the left-hand menu and click on "Apps".
        o Select "Marketplace" to open the BigCommerce Apps Marketplace.
3. Search for the B2B App:
        o Use the search bar at the top of the marketplace to search for "B2B"or the
            specific name of the B2B app you wish to install.
        o Browse the results and find the app that fits your needs.
4. Select the B2B App:
        o Click on the app to open its details page.
        o Review the app’s features, pricing, and user reviews to ensure it meets your
5. Install the App:
        o Click the "Install" button on the app’s details page.
        o You may need to confirm the installation and grant necessary permissions for the
            app to access your store’s data.

6. Configure the B2B App:
        o After installation, you will be redirected to the app’s configuration page.
        o Follow the setup wizard to configure the B2B features you want to enable, such as
           price lists, quote management, and request a quote options.
        o Adjust settings according to your business requirements.
7. Enable and Customize B2B Features:
        o Toggle the switches to enable the specific B2B features you want to use.
        o Customize the settings for each feature, such as setting up price lists, defining
            quote parameters, and personalizing customer registration fields.

8. Save Your Changes:
        o After configuring the app, make sure to save your changes.
        o Test the B2B features to ensure they are working as expected.

By following these steps, you can successfully install and configure a B2B app in BigCommerce,
enhancing your store’s functionality to better serve your business-to-business customers.

Create Price Lists

  • Log in to your BigCommerce account and navigate to the control panel.

  • In the control panel, select "Products"from the left-hand menu.

  • Click on Price Lists;.

  • Click the "Create Price List"; button and provide a name for the price list.

  • Set the price list type as either "Customer Group" or "Category" depending on your requirements.

  • Configure the specific products, categories, or customer groups that should have access to

        this price list.

  •  Adjust pricing for the selected products or categories.

image (10).png

Configure Payment Options

  •  In the control panel, go to the "Apps" section and select the B2B app.

  • On the left side of the B2B app, go to "General Settings"

  • Select "Default Payment Methods"

  • Choose your preferred payment methods:

         o PO (Purchase Order)
         o Store Credit
         o Test Payment Provider
         o Gift Certificate

image (11).png

Manage B2B User Roles and Permissions

  • Navigate to B2B App:

           Go to the B2B app in your BigCommerce control panel.

  •  Access General Settings:

           Navigate to General Settings within the B2B app.

  • Set System Users and Roles:

           In General Settings, select System Users and Roles.

           Here, you can add new users or modify existing ones.

  • Configure User Roles and Permissions:

          Create new user roles or adjust existing ones based on your B2B requirements.
          Control access to different parts of the B2B portal for each user role.

image (12).png
bottom of page