By early 2022, the interaction between wholesalers and their customers had drastically changed from what it was before the pandemic. The main trend in the wholesale sector now is the implementation of b2b e-commerce platforms to digitize business processes. As a result, the need to review the B2B sales leads strategy and adapt it for e-commerce platforms has appeared. Learn more about how to adapt your sales strategy for b2b business to the new environment in this article.

The optimization of b2b sales strategy

One of the most important factors for b2b customers is personalization. B2B e-commerce solutions allow you to optimize your b2b sales strategy with numerous personalization tools. Among them, the following are worth mentioning:

  • The opportunity to personalize the range of products in the catalog, their prices, promotional offers and discounts, units of goods, both for groups of clients and each client individually in a private account.
  • The personalization of cooperation terms: a minimal batch of goods,  terms of payment and delivery, and others.
  • An opportunity to change a catalog view. For example, the classic form is convenient when the client studies, chooses, and compares goods. The tabular one is more convenient when the client is familiar with the necessary goods and places an order using their articles. You can also choose an open (for all site visitors) or closed (displayed only for registered customers) form of the catalog.
  • Customizing the search results by catalog allows you to show the most relevant results to the client first, based on the analysis of his previous activity. It is also possible to customize automatic matching of analogs for missing products.
  • The electronic document interchange system allows you to automatically insert all the necessary data into the documents accompanying the transaction. The requisites can be loaded from the client’s system of electronic document interchange, as well as from his private account.
  • Customizing the system of available order statuses depending on the business model, terms of payment, and other options, and configuring notifications to customers about changes in the order status via different communication channels (e-mail, private account, messengers, etc.).
  • Ability to customize marketing tools based on customers’ activities: tools to handle abandoned carts, offers of related products, discounts for additional order volume, personalized newsletters, notifications, banners, and other content in the private accounts or through other channels. 
  • Displaying the available amount of goods to be ordered in warehouses located the closest to the customer.

A system with such features will be a considerable advantage for the client to choose a vendor. Find more information about e-commerce platforms’ features improving the b2b sales strategy on the site of the AGORA company — the international vendor of such solutions.