Post by account_disabled on Mar 3, 2024 5:59:18 GMT
The eCommerce channel in B2B has been considered for many years as a more than secondary option compared to in-person sales. 2020 and the pandemic have increased the use of digital channels by buyers from all over the world, without distinction of sector; yet, many companies still have not activated eCommerce because they believe that their customers are not ready and the market is not mature. But is it really like that? McKinsey & Co. published the article Busting the five biggest b2b and commerce myths which we offer you today with an adaptation. Continue reading to find out more! The whole truth about b2b eCommerce In December 2021 McKinsey & Co. published B2B sales: Omnichannel everywhere, every time which contains some rather interesting data that emerged from a survey conducted on decision makers of B2B companies. The reference market is the USA, but we know that the trend will soon arrive in Europe too, as has happened with other trends.
Here is the current situation and forecasts regarding B2B commercial and marketing activities : 94 % of interviewees define omnichannel sales strategies as effective as those adopted in the pre-pandemic period (or even more effective) the channels for interactions between customers and suppliers in B2B have gone from 5 in 2016 to 10 or more today Download the ebook Buyers are more willing than ever to spend large sums on remote sales or eCommerce channels , in particular: 35 % of those interviewed are willing to spend over half a million dollars per single transaction (in February 2021 it was 27% of the sample) 77 % of B2B customers are willing to spend over $50,000 Suppliers will have Australia WhatsApp Number Data an increasingly difficult time maintaining customer retention and loyalty if their expectations are not met : 8 out of 10 decision makers say they are ready to look for new partners if they do not receive sufficient guarantees on performance and satisfaction. In the chart created by McKinsey.
it can be seen that the mix is rather homogeneous, with 2/3 of buyers choosing remote interactions with the sales force or self-service services (such as eCommerce). Fonte McKinsey - B2B sales Omnichannel everywhere every time Fonte: Exhibit 1 www.mckinsey.com/business-functions/marketing-and-sales/our-insights/b2b-sales-omnichannel-everywhere-every-time As we were saying, today's article is an adaptation of the one published by McKinsey & Co. on the myths to dispel regarding b2b eCommerce. Let's see what they are, starting with the first! 1st myth to dispel: most B2B companies have not activated an eCommerce channel In reality, approximately 65% of those interviewed (US B2B companies) by McKinsey confirm that they offer their customers the possibility of purchasing via eCommerce , completing the online transition of sales . In addition to highlighting a notable increase compared to the 53% at the beginning of 2021, the graph we propose below shows how the eCommerce channel has in all respects become the first choice for B2B companies , surpassing the in-person business meeting, even after.
Here is the current situation and forecasts regarding B2B commercial and marketing activities : 94 % of interviewees define omnichannel sales strategies as effective as those adopted in the pre-pandemic period (or even more effective) the channels for interactions between customers and suppliers in B2B have gone from 5 in 2016 to 10 or more today Download the ebook Buyers are more willing than ever to spend large sums on remote sales or eCommerce channels , in particular: 35 % of those interviewed are willing to spend over half a million dollars per single transaction (in February 2021 it was 27% of the sample) 77 % of B2B customers are willing to spend over $50,000 Suppliers will have Australia WhatsApp Number Data an increasingly difficult time maintaining customer retention and loyalty if their expectations are not met : 8 out of 10 decision makers say they are ready to look for new partners if they do not receive sufficient guarantees on performance and satisfaction. In the chart created by McKinsey.
it can be seen that the mix is rather homogeneous, with 2/3 of buyers choosing remote interactions with the sales force or self-service services (such as eCommerce). Fonte McKinsey - B2B sales Omnichannel everywhere every time Fonte: Exhibit 1 www.mckinsey.com/business-functions/marketing-and-sales/our-insights/b2b-sales-omnichannel-everywhere-every-time As we were saying, today's article is an adaptation of the one published by McKinsey & Co. on the myths to dispel regarding b2b eCommerce. Let's see what they are, starting with the first! 1st myth to dispel: most B2B companies have not activated an eCommerce channel In reality, approximately 65% of those interviewed (US B2B companies) by McKinsey confirm that they offer their customers the possibility of purchasing via eCommerce , completing the online transition of sales . In addition to highlighting a notable increase compared to the 53% at the beginning of 2021, the graph we propose below shows how the eCommerce channel has in all respects become the first choice for B2B companies , surpassing the in-person business meeting, even after.