7 tips for succeeding in your B2B digital sales

B2B

Are you in the early stages of opening up your B2B digital sales? Or have you already started and want to take the next step? No matter where you are in your digitalization journey, we have seven valuable tips to help you maximize your digital B2B business.

1. Prioritize areas that can make the biggest difference to your B2B digital sales

It's always wise to take a step back and identify the areas where a digital solution can make the biggest difference to your business. For example, you may need a digital product catalog that gives customers a clear overview of your range. Or you could automate parts of your order management to speed up deliveries and reduce manual handling.

If you're further along in your journey, it might be time to integrate your ERP and PIM with your warehouse management system. This way, you can always have up-to-date stock information in your e-commerce – fully automatically. The digitalization journey is ongoing, and there are always new opportunities to improve your B2B digital sales.

2. Get help from experts who know digital B2B sales

Often, both the processes and technical solutions are already available within your company. And with a few small adjustments, you can achieve significant efficiency gains in digital B2B sales – if you know what you're doing. That's why it's important to choose an e-commerce platform for your B2B sales that also offers all the expertise and experience needed to take advantage of these opportunities.

Maybe it's just about integrating systems differently or making a small change to your sales process to give customers a better buying experience.

Choosing the right e-commerce partner for your B2B digital sales is crucial to the success of your e-commerce business.

3. Make sure the entire company is on the digitalization journey

Implementing and developing digital channels for your B2B sales can create anxiety and distrust in the organization because it is new, unknown, or there is a lack of knowledge. Therefore, be clear about what digitalization means and show how it can simplify and complement your employees’ work.

The goal is to make work more fun and efficient. By automating routine tasks and administration, you enable employees to focus on value-creating activities, which benefits everyone.

4. Get help from your B2B customers

You should not digitize your business for the sake of digitization, but for the sake of the customer. Therefore, put yourself in your customer's shoes when considering your next step.

A digital B2B solution should improve and simplify the buying experience and create added value for both you and the customer. Set up a system to talk to several customers regularly to get their feedback on what works. You can also review your buying process and perhaps try to make a purchase yourself to see what is complicated, unclear, or time-consuming.

READ MORE: Digital B2B sales – how to get started 

Digital B2B sales is a process that needs to constantly evolve as customers’ needs change over time. Listen, analyze, and enlist the help of your most loyal customers to advance your digital solutions. That way, you'll always be one step ahead.

5. Follow up your B2B digital sales with measurable goals

Hopefully, you have set measurable goals for what you want to achieve with your B2B digital sales. Make sure you don't lose focus on your KPIs and return to them often to ensure your activities are leading to the right results.

Of course, you may need to adjust your targets as you go along, but by regularly monitoring the results of your B2B digital sales, you can quickly see whether you're on the right track.

6. Analyze all digital purchases

Unfortunately, data from digital B2B sales is rarely used effectively. Here's your chance to stand out and stay ahead of the curve by following up and analyzing the data you get from your digital channels.

This can be anything from how long customers stay on your e-commerce site, how many products they look at before buying, to average order size and the interval between orders.

READ MORE: 6 strategies for success in your e-commerce business

 By leveraging this data, you can quickly find ways to streamline processes and create automation for consumables or spare parts, for example. The result? More satisfied customers and increased sales.

7. Hold on to your partner

To succeed in your B2B digital sales, it's important to have a safe and reliable partner by your side. Choose someone with experience in similar projects who can offer technical expertise and guidance on the next steps. Invest in a partner with whom you can build a long-term relationship and who can support you throughout the process – from start to finish, no matter how far your journey takes you.

Contact us if you want to discuss more.

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