Since the internet boom, technology has dramatically changed how businesses run and how customers shop. Today, B2B customers are younger and more tech savvy than previous generations. These B2B decision makers do more research, product and price comparison, and want easy buying processes that are reflective of B2C experiences.
According to a recent study, 45% of buyers say they spend more time researching B2B products and services than last year.
The changes in B2B buyer behavior have introduced new challenges for the traditional B2B sales team. The tactics that have been effective for years no longer work, and B2B sales teams need to evolve to continue to bring in new sales.
The B2B sales team isn’t the source of knowledge anymore, only 19% of buyers want to connect with a salesperson during the awareness stage of their buying process.
However, just because buyer preferences and the sales process is changing, doesn’t mean that your sales team can’t be successful. Technology doesn’t have to mean the death of the sales teams if you take advantage of it. Not only does your eCommerce or order management platform allow you to reach more customers, but it can be an important tool in the B2B sales toolkit.
3 Ways eCommerce Sets Your B2B Sales Team Up For Success
- Access to Sales Materials
Your eCommerce or order management platform isn’t just a way for customers to place orders online. When your sales and marketing teams are aligned, it’s transformed into a library of sales materials for your teams that are on the road. Product demos, sales pitches, and marketing videos can be easily accessed by sales teams through your eCommerce platform, allowing your teams to sell smarter.
- Better Customer Data
A B2B eCommerce or order management site gives your sales team better visibility into the customer. Many eCommerce sites integrate with back end systems like ERPs. This integration pulls in customer data such as order history and pricing contracts. When your sales team is out on the road visiting prospects and customers, having access to this information at their fingertips can help close deals and drive additional sales.
- Better Product Data
Similar to having customer data on hand, your eCommerce or order management platform arms your sales teams with real time product data. When all of your systems are connected and working together, you have a high level view of stock, shipping, and inventory. When your sales teams are visiting customers, they can easily check inventory levels to make product swap suggestions or provide updates on order timing.
Today, eCommerce and order management are essential in providing your customers and prospects the experience they’re looking for. But, it is also a valuable tool for your sales team. Equipping your B2B sales team with data and marketing materials makes the challenging sales process easier.