B2B sales leaders who use digital effectively enjoy five times the growth of their peers who are not at the cutting edge of digital adoption. But a McKinsey survey of B2B customers highlighted a more nuanced reality. Customers prefer seamless digital interactions along with a human touch. Successful B2B teams strike the balance between human and digital that customers demand in three core areas: speed, transparency and expertise. Regardless of the size or type of your business, harnessing the digital tools at your disposal will help you deliver all three and create satisfied customers. Happy customer, happy business.
Everything you need to know about:
2 Minute Guide
Developing your customer journey
Digital sales requires collaboration between sales, marketing and after sales departments, along with the adoption of new digital tools. Watch to find out what 'mature digital sales' looks like
Consultancy firm Wunderman Thompson polled 31,000 consumers across 18 international markets, to gain insight into "what consumers want from their digital shopping experience and what retailers and brands must deliver to win online." This link takes you to highlights and a short video on the results. You will have to register to receive the full report and executive summary, with no charge.
Do you think it is too soon to go digital, that your customers just aren't ready? Or, B2B is different than other ecommerce models and buyers still prefer face-to-face interaction? Read on. McKinsey & Co examines the myths that still persist around B2B ecommerce.
So far SMEs in home and garden have been slower to move online: only about 20 percent of the industry’s SMEs in Germany and the United Kingdom participate in ecommerce, compared with 40-45 percent of large companies. However, that appears to be changing with the availability of more tech tools and easy access to online marketplaces.
This articles explains how Pinduoduo (PDD), China's second largest online retailer, made the unusual decision to invest in the agriculture sector. By offering low prices on fresh fruits and vegetables, PDD hopes to keep customers loyal and coming back for more expensive and profit-making items. The company is also staking a claim as a leader in the agriculture sector.