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Digital transformation for B2B sales

Doing business online has grown exponential. With most people enjoying the variety and convenience of online shopping. These same people have started to expect to have this experience when dealing with their suppliers and vendors, with many moving to the competition because of the convenience and customer service. Let’s look at how to transform your B2B sales.

1. Create great content

In a study done by Roland Berger and Google, 57% of the buyer’s journey has been completed before the customer speaks to a salesperson. Many times, clients approach a company because they have made a shortlist of who they would like to do business with. It is the salesperson’s job to reassure the prospect that they have made the right decision in choosing their business for the job.

To begin the customer pull to your business, you need to ensure you have up-to-date information which is relevant to your target customers. You should also ensure that your website is easy to navigate and works well on different devices as much of the time research is done on smartphones.

2. Develop a digital catalogue

Creating a digital catalogue will assist the buying process. By paying attention to the information and photos you upload, you will send two messages to your customer. Firstly, you care about the details and secondly, you want to make their lives easier by making it easy to see what you offer. Woocommerce and Shopify offer catalogue capabilities.

These catalogues can be used to present your product line to a potential customer and can be customised to your specific client by choosing specific options.

3. Integrate your systems

Many businesses have worked in silos for a long time, but it is time to invest in an integrated system. By ensuring your systems can communicate with one another, you can ensure the data you use for decision-making is more accurate. You will need to walk through your customer’s buying process and look at what platforms you use at each step and why. This will highlight which systems can be changed and which need to remain as some platforms may offer different features which are important to your industry or business.

Now, you can do your research and look for which system you can use which will ensure an even flow of information through your business.

Next, bring the options before the users, your salesforce and other affected parties and ask them what they think of your shortlist. They may offer some interesting insight into what they require from the systems the business uses.

Finally, after you have selected the systems to put in place, you need to upskill those employees who may not know how to use the new systems. This will ensure that there is a smooth transition to it.

4. Highlight the human touch

Many clients want to be able to go online and make a quick simple purchase for regular items they buy for their business. This is where automation shines and gives the client the smooth buying experience they want. But with more complicated, high-value sales, you may need a salesperson to step in and offer some assistance. This can be done through a chat app on your website, or you can see what carts are being abandoned and ask the customer if you can help them with their purchase.

By meeting the client where they are and helping them to achieve their goal through the purchase of your offering, you will have a happy client who will be a walking advert for all those they meet.

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