{"id":10309,"date":"2020-11-24T18:58:00","date_gmt":"2020-11-24T18:58:00","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?p=10309"},"modified":"2021-01-15T19:19:46","modified_gmt":"2021-01-15T19:19:46","slug":"b2b-buyers-expect-seamless-digital-sales-in-2021","status":"publish","type":"post","link":"http:\/\/somametrics.com\/clone\/b2b-buyers-expect-seamless-digital-sales-in-2021\/","title":{"rendered":"B2B Buyers Expect Seamless Digital Sales in 2021"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"10309\" class=\"elementor elementor-10309\" data-elementor-settings=\"[]\">\n\t\t\t\t\t\t<div class=\"elementor-inner\">\n\t\t\t\t\t\t\t<div class=\"elementor-section-wrap\">\n\t\t\t\t\t\t\t<section class=\"elementor-element elementor-element-f4f13c2 elementor-section-boxed elementor-section-height-default elementor-section-height-default elementor-section elementor-top-section\" data-id=\"f4f13c2\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-element elementor-element-24a97da elementor-column elementor-col-100 elementor-top-column\" data-id=\"24a97da\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e3fec66 elementor-widget elementor-widget-text-editor\" data-id=\"e3fec66\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><p><span style=\"font-weight: 400;\">Due to the COVID-19 pandemic and subsequent social distancing measures, traditional face-to-face sales have come to a temporary halt. B2B buyers and sellers alike are now forced to use digital routes instead.\u00a0<\/span><\/p><h2><span style=\"font-weight: 400;\">B2B Buyers and Sellers Prefer the New Digital Reality<\/span><\/h2><p><span style=\"font-weight: 400;\">What was originally a crisis response has now become the new normal, with many B2B decision-makers praising the effectiveness and convenience of digital sales. In fact, a McKinsey survey found that 70-80% of B2B decision-makers prefer remote digital interactions or self-service. Additionally, B2B decision-makers globally have reported that online and remote selling is as effective as in-person engagement\u2014or even more so.<\/span><\/p><p><span style=\"font-weight: 400;\">Furthermore, B2B buyers who were originally hesitant to make big purchases online have become used to the idea. In fact, according to McKinsey, 70% of B2B decision-makers are now \u201copen to making new, fully self-serve or remote purchases in excess of $50,000, and 27% would spend more than $500,000.\u201d <\/span><span style=\"font-weight: 400;\">Before the pandemic, the prevailing wisdom was that e-commerce was mainly for smaller-ticket items\u2014but this has clearly changed.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">B2B sellers praise the effectiveness of digital sales, and B2B buyers love the convenience of digital self-service routes. As a result, the general consensus is that digital sales are here to stay, even after the pandemic is over. In fact, only about 20% of B2B buyers say they hope to return to in-person sales, even in sectors where field-sales models have traditionally dominated (such as pharma and medical products).<\/span><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><h2><span style=\"font-weight: 400;\">The Challenges of Digital Sales for B2B Sellers<\/span><\/h2><p><span style=\"font-weight: 400;\">While digital selling is exceptional when it works as it should, it\u2019s incredibly frustrating for buyers when it doesn\u2019t. For B2B sellers, building seamless digital buying experiences remains a challenge. 45% of US customers still find B2B buying online more complicated than buying offline.<\/span><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">In fact, many companies still lag behind in the digital transformation. Because the transition into digital sales was so abrupt, companies have struggled to make the switch. Digital sales <\/span><\/p><p><span style=\"font-weight: 400;\">encompass a myriad of skills, tools, and processes that many companies didn\u2019t already possess.<\/span><\/p><p><span style=\"font-weight: 400;\">Only a third of buyers indicate that most of their existing vendors are well-prepared to support them in a virtual environment.<\/span><span style=\"font-weight: 400;\"> Additionally, almost 80% of buyers have abandoned purchases because of poor website navigation, irrelevant search results, or unclear product information.<\/span><\/p><p><span style=\"font-weight: 400;\">The pressure is on for these companies to catch up. In today\u2019s world, buyers can easily switch suppliers to one that has already optimized their digital experience.\u00a0<\/span><\/p><h2><span style=\"font-weight: 400;\">Optimizing Digital Sales is Essential\u00a0<\/span><\/h2><p><span style=\"font-weight: 400;\">The rise of digital sales is raising customer expectations at a breakneck pace. 76% of customers now report that it\u2019s easier than ever to take their business elsewhere, switching from vendor to vendor until they find an online experience that matches their expectations.<\/span><\/p><p><span style=\"font-weight: 400;\">If a buyer has a less-than-pleasant experience on a seller\u2019s website, they can easily switch vendors. In fact, 57% of customers have stopped buying from a company because a competitor provided a better digital experience.<\/span><\/p><p><span style=\"font-weight: 400;\">Additionally, the demand for a seamless digital sales experience is so strong that 56% of B2B customers say they would \u201cpay more for a better experience.\u201d<\/span><\/p><p><span style=\"font-weight: 400;\">In all, it\u2019s clear that B2B buyers are increasingly demanding effective digital sales routes\u2014and they will switch vendors and pay increasing prices until they find the experience they\u2019re looking for. Therefore it is vital that B2B sellers optimize their digital sales routes and focus on their buyers\u2019 digital experience. Companies that lag on the digital transformation risk losing existing customers and will struggle to find new ones.\u00a0<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Due to the COVID-19 pandemic and subsequent social distancing measures, traditional face-to-face sales have come to a temporary halt. B2B buyers and sellers alike are now forced to use digital routes instead.&nbsp; B2B Buyers and Sellers Prefer the New Digital Reality What was originally a crisis response has now become the new normal, with many &#8230; <a title=\"B2B Buyers Expect Seamless Digital Sales in 2021\" class=\"read-more\" href=\"http:\/\/somametrics.com\/clone\/b2b-buyers-expect-seamless-digital-sales-in-2021\/\">Read more<\/a><\/p>\n","protected":false},"author":4,"featured_media":10319,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"generate_page_header":""},"categories":[105,35,57,391],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>B2B Buyers Expect Seamless Digital Sales in 2021 - SOMAmetrics<\/title>\n<meta name=\"description\" content=\"Due to the COVID-19 pandemic and subsequent social distancing measures, B2B buyers and sellers alike are now forced to use digital routes.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/somametrics.com\/clone\/b2b-buyers-expect-seamless-digital-sales-in-2021\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"B2B Buyers Expect Seamless Digital Sales in 2021 - 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