The typical representative with his little suitcase and his desire to sell no longer works.
It's not just because of the pandemic, B2B has long been in need of renewal and the arrival of restrictions and new business models have given it that little push that has finally opened the doors to digital transformation.
A study prepared by DHL states that, by 2025, 80% of B2B sales will be made through digital channels.
It is true that there are some romantics who still prefer traditional in-person sales, but they are only 20%. A minority that will gradually have to get used to the changes to come.
Let's not lose sight of the fact that more traditional sectors such as the pharmaceutical and medical industries have already reinvented themselves, so there are no excuses.
Now is the time for eCommerce B2B
Forrester already anticipated the cannibalization of eCommerce to the more traditional B2B sales and its "lengthy processes". Representative visit, quotation, negotiation and approval... the opposite of optimization.
Productivity is one of the keys to profitability and being able to automate processes is the main reason why B2B customers have turned online. Efficiency and speed to improve the shopping experience.
Yes, in B2B the buying experience is also important.
23% of companies already make more than 75% of their purchases online, according to Statista Analytics, seeking better communication and transparency. Not to mention the freedom that eCommerce gives purchasing departments to buy when and where it suits them best.
Webrooming is already a common practice among B2B customers. (also known as ROBO - Research Online, Buy Offline). Research first and contact the sales representative to formalize the order having studied the options and knowing what you want. Fast and efficient.
The trends of 2021 on eCommerce B2B
82% of professional shoppers want the same shopping experience they have in their personal lives. It's no good having a super experience for B2C sales and neglecting professional shoppers. Personalization has morphed to become a much more sophisticated marketing strategy.
This year, global B2B e-commerce sales are expected to reach $9 trillion, a figure that's more than enough to get your act together, isn't it?
Goodbye reps, hello Marketplaces
The great catalyst for B2B online sales has undoubtedly been the Marketplace model, which is growing steadily.
In 2020, an increase of 38% was recorded and, if the pace continues, everything suggests that in 2021 we will continue to break records.
The convenience of having several suppliers on the same platform and knowing that they have been validated by the Marketplace operator are key to this growth.
B2B no longer operates from 9 a.m. to 6 p.m., professionals can buy 24/7 and without waiting.
