In the past few years, B2B selling has undergone major changes, most significantly the shift towards online selling. More customers are making their purchases online, and businesses of all sizes must adapt to remain competitive. In this blog post, we’ll explore 4 game-changing B2B online selling strategies that will help you attract more customers, close more sales, and grow your business.
One of the biggest advantages of online selling is the ability to personalize your customer’s experience. According to a recent study, 80% of customers are more likely to do business with a company that offers personalized experiences. This means that B2B companies need to go beyond basic personalization tactics like addressing customers by their first name. They need to use data to tailor the entire buying experience to each customer’s individual needs. This could involve offering product recommendations based on past purchases, showing relevant content based on customer behavior, or personalizing the pricing and payment terms.
Online buying is no longer limited to a single platform or device. Customers now expect to be able to make purchases across multiple channels and devices seamlessly. By offering a consistent experience across all channels, businesses can make it easier for customers to buy and provide more touchpoints to stay connected with buyers. Whether it's through social media, online marketplaces, or your website, it is crucial to be everywhere your customers are.
B2B buyers are well-informed and are typically 57% - 70% of the way through their decision-making process before they contact a sales rep. Businesses need to ensure that they provide valuable content throughout every step of the buying experience. This could mean providing detailed product descriptions, video demonstrations, or case studies. It's important to remember that not all customers are the same, by optimizing your online content, you make it easier for buyers to learn about the products you offer, ultimately driving more sales.
To truly excel at B2B online selling, businesses need to give their sales and marketing teams the right tools and resources to be effective. Integrating a Commerce Powered CRM offers B2B businesses a transformative advantage. It enables a unified customer view, streamlines the sales process, and facilitates data-driven decision-making. This integration ensures that customer interactions are personalized and timely, enhancing the overall customer experience and fostering loyalty.
As your business scales, the system adapts, maintaining performance without the need for additional tools, thereby offering a cost-effective solution. The fusion of commerce and CRM into a single platform boosts operational efficiency and drives growth by delivering a seamless, personalized B2B selling experience.