Commerce Talk

B2B Ecommerce Misconceptions in Modern Sales

Renne Adeleye, Business Developer here at Acro, discusses a few of the myths around what B2B ecommerce is, its impact on customer experience and attracting new clients.

With 25% or more of B2B buyers being Millennials or Gen Z and very accustomed to purchasing everything from groceries to cars online, it is more important than ever that B2B businesses embrace digital commerce. Further, they must not only embrace it but also find a way to weave it into all areas of their business. Watch now.  

Transcript

Hi, I'm Renne from Acro Commerce, and today, let's dive into a common misconception I often encounter when dealing with some B2B prospects. “Ecommerce isn't our thing.” 

Now I get it: B2B and B2C play by entirely different rules, but that shouldn't write off ecommerce (for B2B). 

Allow me to shed some more light on this: in the B2B realm, ecommerce isn't about a quick credit card swipe for a one-off purchase. Sales cycles are usually intricate, involving dealers, distribution networks and highly customizable products. However, ecommerce in B2B is more about leveraging digital tools strategically to boost sales and enhance customer service.

So picture this: imagine attracting new clients with an interactive digital catalogue, so no credit card is needed, but they get instant spec sheets, product research and peer reviews. For existing clients, easy access to accounting for proactive reminders for restocking supplies and personalized notifications. For retention, digital order tracking, seamless communication and faster problem resolution. 

Now, what's also worthy of note is the millennial impact. Here's some staggering stats: 

• 25% of B2B buyers are millennials, so they are accustomed to digital transactions, expecting the same efficiency in the B2B space (as they get in the B2C), so if you're not meeting their expectations, you risk losing a substantial market share.
• According to Gartner, B2B buyers complete 57% of their decision-making process before ever engaging with the sales rep. This means the digital landscape heavily influences their choice, making your online presence extremely crucial.
• Moreover, Gartner also highlights that by 2025, 80% of B2B sales interaction will occur in digital channels. This is a significant shift, and it highlights the importance of embracing ecommerce in your B2B strategies.

In conclusion, B2B ecommerce is not copy and paste from B2C, but a strategic use of digital products to adapt to the changing landscape. It's better to embrace it as an opportunity than to see it as a threat. In a world where 25% of buyers are digital natives, and Gartner predicts an 80% digital future, I believe it's time to make your mark online.

I hope you enjoyed this video. Until next time, I'm Renee. Thanks for sharing your time with me, and stay tuned for more great videos from Acro Commerce. Thank you so much, and bye.

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