Companies that have been successful in B2B markets have long recognized the importance of intelligence and understanding. Thus, they are improving their data collection and analytics to understand their customers better and provide them with more value. Businesses looking to become more dominant or new companies looking to make a mark in B2B can learn from eCommerce trends, including those in the B2C sector, and benefit from the main principles that will help them succeed. Let's look at the prominent trends you need to pay attention to.
1. Customer data
In order to succeed in the B2B space, you must establish a data collection system that can gather information from various sources - ERP, CRM, web, e-Commerce and e-Marketplaces analytics. You can use DSM Suite 2.0+ BI & AI Predictive tools that provide comprehensive reporting based on information read from the data warehouse. Your data is essentially unified.
A DSM Suite 2.0+ BI & AI Predictive solution increases understanding of the customer by pooling all data available on different segments of clients, so you can know which groups to target and how they will react to different strategies. In addition, it streamlines your actions, which means that the data is readily available, which allows you to act faster and promptly. It will also make the interaction more accessible with the right people at the right time. A most important aspect is when improved personalisation ensures customers receive tailored messages suited to their needs and situations. Getting data from prospects and users will help you fine-tune and personalise your sales experience.
2. Business model
B2B customers were fundamentally different from B2C customers, but today's knowledge suggests that the two groups are more similar. The rational, objective factors that drive B2B purchases are coupled with subjective, emotional elements. Understanding B2B thought, and decision patterns could make your sales approach more relevant.
Due to the growth of e-commerce, B2B customers' expectations have also evolved. As opposed to how these groups used to rely on sales reps in the past, today, they show a greater appetite for self-service approaches and rely more on third-party recommendations and reviews. Using technologies and tools is also vital in automating your work process, creating error-free quotes, and analysing customer behaviour. With DSM Suite 2.0, you'll gain more time and gain knowledge to serve your customers better.
3. Personalisation efforts
B2B sales require personalisation of the buying experience, which means taking into account the individual buyer and the entire team. Personalisation for B2B companies demands multi-layered personas. It will be necessary to simultaneously assess customer service representatives, operations departments, and technical teams. One approach is to harness artificial intelligence (AI) to understand and anticipate the needs of diverse target customers to personalise B2B communications. Using DSM Suite 2.0+ BI & AI Predictive to analyse customers' preferences or DSM Suite 2.0+ Omnichannel Chat Support, you can engage your prospects and customers for a more in-depth conversation.
Final Thoughts
Inventory must be synced.
Managing and uploading B2B inventories and prices to your e-Commerce site and various e-Marketplaces is not easy. Stock levels that are not updated in real-time will increase the likelihood of overselling or underselling. This can result in penalties and negative reviews. Regardless of the sales channels, it is mandatory that you keep your inventory updated each time you receive an order.
Use DSM Suite 2.0+ e-Marketplace publishing - order tracking and inventory management across multiple sales channels; synchronized with your ERP and CRM.
Get a better start with Zooloo. Our team is happy to assist you with your journey towards digital transformation. Please contact us at sales@zooloo.asia.
- Find some tips on B2B Sales Strategies
- Looking closer at Marketing Strategies
- Read about The Digital Transformation Journey
- Learn more about our “Digital Backbones”
Tags: #CRM #MicrosoftDynamics #digitaltransformation #B2B #digitaladoption #digitalintegration #digitalsolutions #wholesaletradesector #wholesaletrade
