What to understand first
B2B models may avoid expensive retail premises, but they usually require sustained prospecting and credible conversations. Check where leads come from, who closes them, how long clients take to buy and what delivery capability is required after the sale.
Questions to take into the first conversation
- Who is the buyer and how long is the sales cycle?
- What expertise must the owner personally provide?
- How much pipeline activity is needed before revenue becomes reliable?
- Are clients contracted, project-based or recurring?
This route may suit someone with
- Confidence selling to business decision-makers
- Patience for a longer sales cycle
- Strong relationship and account management
- Ability to learn and explain a specialist service