The Different Types of Sales: A Complete Guide for Every Salesperson

Sales make the world go around. They’re the backbone of any business and central to your growth strategy. While every business has its eye on profit margins, mastering sales is about more than just following a cookie-cutter strategy.

Different sales types require curated strategies and tailored solutions. We’re going back to basics with this ultimate guide to the 7 most common types of sales, including advice on how to build a winning sales team.

At FuseBase, we empower you to master B2B and SaaS sales by consolidating the tools you need onto one platform to create personalized deal rooms to deliver more impactful sales strategies. Read on to find out more about various types of sales or jump ahead and book a demo to see FuseBase in action.

What is Sales?

Sales is defined as “the exchange of a commodity for money” and it’s central to any business. Most companies delegate the sales process to a team of experts, such as sales representatives and relationship managers.

A sales team must understand the client’s needs, build relationships, and guide customers through the sales pipeline. Companies can give their sales team the upper hand by investing in digital platforms like FuseBase to centralize collaboration, communication, and management.

The 7 Most Common Types of Sales

Most businesses will operate within at least one of seven types of sales. It’s not uncommon for a business to offer both a B2B service and a B2C product, tailoring their services or features to suit each target demographic.

Customer relationship management (CRM), marketing, and project management will differ between these different types of sales. While some sales methodologies are universal, focusing on your specific sales type will enable your team to curate a tailored sales strategy. 

1. B2B Sales

Business-to-business (B2B) sales are when businesses purchase a product or service from each other. Typically, B2B sales have a longer funnel process than business-to-consumer (B2C) sales. However, B2B sales generate higher revenue due to their nature with most B2B purchases forming a long-term relationship rather than being a one-off purchase, which is common for B2C sales.

This type of sales can be divided into three main categories:

• Distribution sales: The sale of products to another business that acts as the distributor, selling it to the consumer as a B2C product, such as pharmaceuticals or white-label clothing.
• Service sales: The sale of a tangible or digital service required to run or operate a business, such as digital advertising or software.
• Supply sales: The sale of supplies necessary to run and operate a business, often across different niches, such as cleaning, printing, or office supplies.

It’s not uncommon for a B2B business to have a separate B2C sales strategy, selling wholesale and directly to consumers. Read our expert guide on why 58% of B2B buyers need presales to close to enhance your B2B sales strategy.

2. B2C Sales

By comparison, business-to-consumer (B2C) sales occur between a business and an individual consumer with the business acting as a seller. It’s important to note that the seller in a B2C sale is not necessarily the original creator of a service or product as many act as distributors. For example, Amazon acts as both a distributor of products from other companies and a seller of their own services and branded items.

The main difference between these two types of sales is the strategy for engaging with buyers and customers. B2C sales rely heavily on brand image, pricing strategies, and creating an emotional connection with the target demographic, while B2B sales involve negotiating and more logistics. There’s a different relationship between a business and its customers in a B2C transaction than a B2B sale.

3. SaaS Sales

Software-as-a-service (SaaS) is a type of sales where a company sells software, either as a one-off purchase or on a subscription basis. For example, FuseBase is a SaaS company as we sell an all-in-one software curated for sales teams to close more deals and enhance client experiences. Just like FuseBase, most SaaS sales begin with a free consultation or demo, enabling potential customers to test the software before committing to a purchase.

SaaS is one of the fastest-growing types of sales as businesses increasingly move online, creating a digital ecosystem to manage their workflow and processes.

4. Enterprise Sales

Another type of sales is Enterprise sales, often referred to as ‘complex’ sales. This sales type falls under the B2B category, exclusively working with larger businesses, usually within a targeted sector. Enterprise sales differ from day-to-day B2B sales as they offer the highest revenue potential but come with more complicated negotiations and implementation processes.

The sales funnel for enterprise sales is typically longer than other B2B sales. Most businesses within the enterprise category are selling a larger system, rather than just software, usually providing a specified liaison officer and support staff.

Clients within this type of sales category are more lucrative and often have a public profile, requiring more advanced negotiations and client management skills than smaller business clients.

5. Direct Sales

If your business sells a product to consumers, you likely fall into this sales category. Direct sales, also known as direct-to-consumer (DTC) sales, are when a business creates a product and sells it directly to the consumer without working with a distributor. E-commerce businesses and online sales typically fall into this category within B2C sales.

Direct sales can be divided into two models: single-level marketing and multi-level marketing (MLM). A single-level marketing company buys a product from a manufacturer and sells it directly to the customer, while an MLM business generates revenue by selling products or services on behalf of a parent company.

6. Inside Sales

Another type of sales is a sub-category found within both B2B and B2C relationships. Inside sales are when a product or service is sold to a customer remotely, usually by a representative based at home or in an office. The business and customer may communicate by a live chat, phone consultations, or video calls.

What makes this category unique is that these sales reps specialize in their product or industry niche, such as recruiting, and will try to upsell to established customers. This type of sales relies heavily on lead generation from third-party sources or social media marketing.

Sales representatives within this category often have a specific sales quota and will work to educate potential customers on their service or product. Junior sales representatives will engage a potential lead before handing them over to an executive once they’ve processed further through the funnel. These businesses rely heavily on a CRM to keep customer data updated and to track the sales pipeline.

7. Outside Sales

By comparison, outside sales differs from inside sales as the sales team will actively search out potential clients by going into the field. Unlike inside sales, this type of sale relies on face-to-face engagement and in-person relationship development. Sales representatives often attend conventions, trade shows, and in-person meetings to find leads.

Outside sales are typically found within the B2C category with sales representatives relying on a CRM system and cold calling potential prospects. Members of these sales teams will focus on making in-person connections and may be assigned a specific sales territory or business type to focus on.

9 Sales Strategies That Work and Improve Sales Performance

Your sales strategy includes everything from your customer onboarding software to your client portal and relationship management techniques. A sales team needs to be able to adapt to the specific needs of an individual client, whether they’re in the B2B or B2C category.

We’re breaking down 9 sales strategies that can be applied to all types of sales and curated to your target demographic and industry niche.

1. Adapt your strategy for each scenario 

There is no such thing as a one-size-fits-all sales strategy. Your sales environment and type of sales will dictate the strategy you’ll use. The way a sales team will engage with a prospect is different within the B2B space versus B2C.

For example, a B2C sales strategy usually starts with offering a consultation for potential prospects to educate them on the product or service. By comparison, a B2B sales strategy is more streamlined with a faster sales funnel.

2. Solution selling methodology 

There are different types of sales methodologies that businesses can adapt to suit their unique situations. Solution selling is one of the most popular strategies for B2B sales with the business identifying the specific needs of their customers and marketing their product or service as a tailored solution.

This type of sales marketing allows representatives to customize their approach to each prospect by identifying their individual challenges. Customization through solution selling is one of the most effective sales strategies for B2B businesses.

3. Prioritize long-term relationship management

Relationship management and nurturing are the backbone of any sales strategy, particularly in competitive industries and environments. A sales team will aim to establish trust with prospective clients, converting them into customers and nurturing the relationship long-term.

This proven sales strategy involves providing clients value beyond the initial sale through regular follow-ups and customer support. Check out our guide on engagement strategies to unlock customer loyalty and boost customer retention.

4. S.P.I.N sales methodology 

Another popular sales methodology is known as S.P.I.N – which stands for situation, problem, implication, need-payoff. This sales strategy is like solution selling as it focuses on understanding the specific challenges a prospect faces and the potential consequences.

The sales team will gain insight into a prospect’s business and propose their product as the solution. Communication skills are crucial to the S.P.I.N sales methodology as a sales team needs to build trust and may be able to identify opportunities to upsell through active listening.

5. Invest in client communication 

One of the most effective sales approaches is to invest in client communication, particularly within the B2B industry. These sales teams will seek to build trust and rapport with prospects early on due to the longer sales funnel and the need for negotiations. Investing in better client communication will benefit every aspect of your business, not only marketing and sales but also your reputation to growth opportunities and client retention.

6. Streamline processes with software and CRM

Sales is an ever-moving environment, so it’s crucial to streamline processes and workflow to manage the pipeline and nurture prospects. Software like an all-in-one CRM platform, such as FuseBase, is driven by AI technology to automate tasks and enhance client onboarding. This technology enables sales teams to be more effective and responsive to clients, nurturing relationships long-term.

7. Follow-up with sales prospects 

No sales deal is complete in just one conversation. Mastering the art of the follow-up is crucial for sales teams and businesses, especially within the B2B space. While B2C businesses will often use automated marketing tools, such as emails, to reconnect with potential customers, B2B businesses will need to follow-up more closely with customers. A sales representative may contact a prospect face-to-face or via phone or email to stay in continued contact and address any concerns.

8. Adapt your strategy to the sales cycle

It’s not just the environment your sales team has to adapt to, the sales cycle is just as important. The sales cycle will differ between types of sales and industries. For example, it’s not uncommon for enterprise sales to take months to close, while a B2C sale can close within a few short hours.

Sales teams must adapt their strategy to the sales cycle of their specific industry and understand when to be patient and when to follow-up. Rushing the sales cycle can cause a business to lose out on a potential client.

9. Develop resilience within your sales team

Working in sales isn’t an easy job. A successful sales team must develop resilience and understand that not every prospect will turn into a closed deal. Resilience and adaptability enable sales teams to pivot and learn from setbacks to improve their process and approach.

Who Should Your Business Have on Your Sales Team?

Building your sales team is one of the top priorities for any expanding business. It’s just as important as finding the right C-suite leaders. But who should you have on your sales teams? The needs and structure of every business are different, so your sales team should reflect your processes and strategy.

We’re breaking down 7 of the most common sales positions to help you build a successful sales team.

1. Head of Sales

A Head of Sales or Sales Managers Lead is responsible for the day-to-day strategy execution of a sales team. They will work closely with each member of the sales team to provide individual goals and streamline collaboration with other departments.

The daily responsibilities of a head of sales include working with other executives on growth strategies, monitoring key performance indicators (KPIs), and implementing a sales system.

2. Business Development Manager

By comparison, a business development manager works to identify new sales opportunities for a company. While they’re based within the sales team, they’ll work closely with other departments on marketing, client relationships, and product development.

Although their role focuses on lead generation, a business development manager provides insights to tailor the company’s sales and marketing strategies. They’ll conduct market research and gather qualified leads to make more informed strategy decisions.

3. Account Manager

The role of an account manager can also be labeled as an ‘account executive’ and is important for bridging the gap between the company and customers. They’ll act as a liaison between the two, managing communication and providing advice. An account manager is usually responsible for closing a deal and receiving potential leads from other members of the sales team to nurture.

They are responsible for conducting product demos and consultations, overseeing deal negotiations, and engaging with prospects throughout the sales cycle. An account manager will work with other departments, such as marketing, to ensure the product aligns with the needs of customers to provide a tailored solution.

The role of an account manager is one that a company will recruit for once they’ve expanded to a size where they can no longer provide personalized strategies for individual customers. As your company grows, an account manager is one of the first roles you should recruit for.

Account managers nurture client relationships long-term and have the unique ability to upsell other products and services. An account manager will be responsible for handling multiple clients, including overseeing reporting and forecasting.

4. Sales Manager

A sales manager takes a more logistic approach to selling, ensuring that the sales team achieves the company’s short and long-term goals. It’s the responsibility of a sales manager to provide accurate forecasting, monitor KPIs, and adapt the sales team to play to their greatest strengths.

Instead of engaging with specific clients, a sales manager will instead work closely with the sales team on a day-to-day basis to track their process. Within smaller companies, the role and responsibilities of a sales manager can be combined with that of a head of sales.

5. Sales Representative

Most of the employees within your sales department will be sales representatives. These employees are the public face of your company and interact directly with prospects and customers to build relationships. The role of a representative will differ depending on the type of selling and whether they’re conducting inside or outside sales.

A sales representative is the first person that a potential customer will interact with. Within larger organizations and enterprise sales, the representative may pass on a qualified lead to an account manager. A sales representative sits at the top of the sales funnel and may organize product demos, conduct prospects, and research potential leads.

6. Sales Director

Larger companies building their leadership team will often recruit a sales director to ensure the activities of the sales team align with the business’ wider goals. A sales director will report directly to the company’s C-suite team and oversee sales managers, while being involved in long-term strategy planning and implementation.

Responsibilities of a sales director include setting departmental budgets, monitoring performance, and collaborating with company executives on sales goals.

7. Customer Success Manager

Your sales team shouldn’t neglect a customer once the deal has been closed. Successful sales department provided post-sale value and ongoing support to ensure customer retention, while exploring opportunities to upsell. A customer success manager works with account managers to onboard new customers, monitor customer progress, and identify opportunities to renew or expand contracts.

What to Look for When Recruiting Your Sales Team

While your digital sales room and CRM platform are crucial for success, it’s the sales professional you recruit who will make the difference. Although a business will want to recruit sales professionals with experience within their industry and sales type, some qualities and skills are universally desired.

Here are 6 things to look for when recruiting your sales team:

• Assertive: A sales professional needs to be assertive and have initiative, creating opportunities and engaging with prospective customers.
• Adaptable: No two sales are the same. Salesperson needs to be adaptable to different environments and sales cycles to adjust their strategy accordingly.
• Empathetic: A successful sales professional puts themselves in their client’s shoes and understands their specific needs. Being empathetic enables sales teams to deliver a strategy built on solution selling.
• Organized: Every member of your sales team needs to be organized and proficient with using CRM systems, whether they’re following up on a fresh prospect or managing multiple BCB accounts,
• Positive: Working in sales isn’t easy and a positive outlook is crucial, especially in industries with a lower conversion rate.
• Resilient: Setbacks and rejections are an everyday occurrence for sales teams, so your company will want to recruit a resilient person.

Close More Deals for Your Sales Management with FuseBase

Imagine if you could manage the work of your sales and success teams on just one platform. That’s where FuseBase comes in. Manage every stage of the sales funnel, from creating personalized pre-sale proposals to tracking client interactions and streamlining client onboarding.

FuseBase can be your sales software that’s customized to your workflow, allowing you to focus on what really matters: Winning, Wowing, and Repeating. Book a demo to see FuseBase in action and find out how we’ve helped businesses like yours scale to the next level with our all-in-one tool for salesperson.