Key B2B e-commerce trends

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According to global research firm Forrester, B2B online sales are projected to reach $1.2 trillion by 2021. To make the most of that market share, small businesses, particularly in the CPG manufacturing and distribution sector, will need to keep up with the following top B2B ecommerce trends.

What a cell phone already!
In 2015, Google released a report titled “The Changing Face of B2B Marketing,” which stated that 42% of B2B customers use mobile devices to do everything from researching brands and products to comparing prices and attributes and purchasing. These buyers are increasingly younger—many of them are millennials who have the same user experience (UX) expectations for B2B websites and mobile apps as they do for B2C platforms. To stay competitive, you need to update your brand’s website to be marketing list of plumbers email aesthetically pleasing, informative, and easy to navigate and make purchases on both a desktop and mobile device.

Website Integration
It is becoming increasingly essential for a company’s eCommerce platform to integrate with ERP add-ons and other third-party tools for a dynamic fulfillment process. The inSitu Sales platform seamlessly integrates with SAP, Quickbooks, Microsoft Excel, Freshbooks, and now, private access with Xero. This allows a company’s various teams, from field sales to marketing and warehouse management, to share up-to-date product and customer information in real-time, online and off.

Dynamic Personalization
inSitu Sales platforms make it easy to provide B2B customers with a personalized fulfillment process experience. Digital catalogs can be customized with customer-specific pricing and product assortments. Field salespeople can customize, revise, and create new sales territories and routes as often as needed. Customer-based reports and analytics can be created and shared on the fly.

Simplifying the compliance process
B2B eCommerce customers are demanding payment, shipping/delivery, and customer support processes to be easier, faster, more flexible, and more reliable than ever before. inSitu Sales platforms can certainly help your business with all of these functions. Make it difficult for your customers to cancel or update orders, delivery dates, quantities, and locations at your own risk! To automate customer service, try Zendesk so customers can quickly help themselves by accessing Frequently Asked Questions (FAQs), troubleshooting tips, live omnichannel support, or an AI-enabled Answer Bot .

Increase conversion rate optimization (CRO)
CRO is the process of improving the conversion rate of web store visitors to buyers. The rate for B2C ecommerce sites is typically 2-3%, but for B2B ecommerce it jumps to 10%. It’s imperative for businesses to make it easy for customers to find relevant product information and make purchases quickly and easily. Your company should be dedicated to constantly improving the user experience with A/B testing, updating content, changing a website’s navigation or infrastructure as needed, and integrating other platforms or tools. It can even be helpful to informally poll or ask for customer feedback to gain insight into where improvements need to be made.