Most of the traditional Business-To-Business companies are afraid to cuddle B2B e-commerce because they think it will expose their sales representatives. Sales Representatives are the lifespan of almost any Business-to-Business organization, and making sure, they are happy and encouraged to execute well is the key to success.
Worldwide Business-to-Business E-commerce sales account for more than double Business-to-Consumers sales e-commerce sales. Still, it looks like Business-to-Business firms are so backward from Business-to-Consumers firms in the world of e-commerce, why?
it’s time to stop operating afraid and start embracing the digital revolution that can help your sales rep change to superhuman vendors.
Digital Commerce: How Can Help Your Sales Reps
From 2016 to 2021, Business-to-Business development is expected to surpass 7% every year and is already pre accounting for 11% of aggregate e-commerce sales. Hence, ignoring sales over 10%, with assumed growth showing this will reach about to 20% of aggregate sales in next coming years is a major miss-step.
It is clear that about all Business-to-Business purchases start with online research, and high-quality digital presence through Business-to-Business e-commerce leads to more overall sales. Numbers are very good, but we need to see the real methods B2B E-Commerce can help in increasing sales.
Digital Tools: 6 Ways That Can Help
Relevant and In-Depth Product Information
Since your website is your customer’s first place where it will look, so proper product and company information are compulsory. Just like your customers, the sales representative can refer to the website for information, on any device, wherever they are, helping them sell and upsell, on the field or on the go.
In addition to convenient and time-saving, frees the sales rep to focus on activities that stop exact site information, which requires specialization such as price negotiation.
Personalized Experiences: Create at Higher Volume
Before the digital tools, getting customer quotes was the time-consuming process and was often difficult to track on the volume. With digital automation, without losing a personal representative, sales reps can manage more customers more quickly.
Sales reps can divide their customers to provide unique site views like product and pricing and send them correspondence and promotions. Since they can automate this process, sales representatives can connect with more customers. In the process of sales, they can manage customers manually.
Valuable Real-Time Data
Perhaps the most valuable thing digital tools will give your sales representative data. From your commerce platform to integrated systems such as ERP and OMS. Your sales representatives can get a working insight into their customers which would be not possible to track manually.
I have worked for many customers who told me that they can not easily get their customers’ sales data. Provide accurate insight alone, so that customers are at risk. Data can also be made available to customers for assistance in the sales process, which includes purchase history, Real-time inventory of products, real-time delivery estimates of products, real-time pricing, and discount.
This is probably the most obvious but the amount of time saved cannot be exaggerated. The sales rep should focus on building relationships and promoting your company’s value proposition.
Digital commerce tools can help sales representative faster quotes, create demand lists, more, and save countless hours. The more these tools can allow the customer to serve the basic things like the reordering products. The more sales reps can focus on the more popular parts of the sale.
Bringing New Leads
It is difficult to bring in new leads through cold calling. People do not want to be disturbed. They can search online for whatever they want and it’s easy to sort out the disturbance to find what you want.
Almost all B2B sales start with online research. So a high-quality website can be a massive lead generation tool for your sales representative through the digital channels. Like SEM, SEO, Email Marketing, and Social Media. And you will be able to easily collect, manage and use customer information to prepare the sales process.
Offer Unparalleled Convenience
The truth is that people will do almost anything to facilitate, even pay more. We live in a push in the on-demand world with Tinder, Uber, Netflix and other very convenient digital products. According to Sullivan Studies, 88% of the officials bought online, and 49% more easily on the basis of their purchase decision.
B2B e-commerce allows your sales representative to provide 24×7 easy purchases. As easy as you can make it for yourself. The easier it will be for your sales representative to sell to potential customers.Follow us on Social Media