B2B sales is specific in many ways. One of the things that makes it different from B2C is that decision making processes in companies are usually a complex, multi-layered procedure that requires the opinion of numerous people. B2B prospecting and negotiations can be difficult because you do not always have the opportunity to talk to the decision-maker. On your journey towards signing a contract with a company in B2B, you will meet the following four types of people according to the positions they have, and we will tell you how you should talk to them.
