10 Practices You Can Apply to Improve Your B2B Ecommerce Performance

For several years now, digital has been transforming the B2B e-commerce sector. For companies, this means rethinking the buying process, the strategies chosen and the processes implemented. However, it also offers opportunities. In this ebook, the Dn’D Agency, which specializes in advice, design, development and support for merchant sites, reveals ten best practices to apply to your online store to improve your performance and B2B commerce.


Implement an effective content marketing strategy

Regardless of the industry they operate in, the primary goal of ecommerce companies remains the same: to sell and ensure a good return on investment (ROI). To achieve this, it may be wise to implement a content marketing strategy. In concrete terms, this involves creating textual or visual content intended for multiple channels. They enable you to position yourself as a leader in a market, but not alone. They are also helpful for providing information about its products and services to its prospects. This is a natural way to convert them into leads.

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Today, many brands rely on articles, images, and videos to develop their business. This is particularly evident from the report on the impact of B2B content marketing conducted by the Content Marketing Institute, MarketingProfs and ON24 in 2021. It shows that 77% of B2B marketers have a content marketing strategy in their organization. One of the reasons for this dynamic is the proven success of content marketing campaigns. By downloading this white paper, you’ll get valuable advice on how to set them up.

Connect your e-commerce platform to a CRM solution

In B2B, companies face multiple challenges. Among them, a buyer’s journey is more complex than in B2C, the multiplicity of decision-makers involved in the sale of a product or even a limited target audience. So many elements that a CRM can help to respond to. It has several advantages, starting with contact management.

The tool provides a clear database, containing all contacts that have taken place with prospects and customers. All this information is accessible at a glance from a central dashboard. This property is essential to carry out the sales process. This is especially true in B2B commerce, where closing a sale sometimes requires contacting the same prospect multiple times, at different stages of the buying journey.

Download this ebook to discover the benefits of a CRM for qualifying leads, personalizing the buyer’s journey, and aligning your marketing and sales teams.


Offer Free Delivery

Free shipping is a powerful marketing tool for an e-commerce brand, especially when it can reduce cart abandonment rates. A 2018 study by the American company Pitney Bowes Global eCommerce shows that 91% of consumers leave an e-commerce site if fast and free shipping of ordered products is not offered.

Being interested in the different options of free delivery is therefore essential. In particular, it is necessary to be interested in how it affects its profit margins. As agency Dn’D explains in this white paper, the cost of covering the shipping costs for every sale isn’t always beneficial, although the free shipping option can help increase sales.

However, there are alternatives. For example, it is possible to offer free delivery when a certain amount of money is spent on its site. There are other possibilities that make it possible to improve commercial performance. To discover them, all you need to do is download the ebook.

Introduce quote generation and online negotiation

For many B2B companies, citation is a central part of the lead generation process. However, this is a time consuming job as a document has to be created for each potential customer. This can quickly become more complex when you need to process a large number of prospects on a daily basis. To facilitate the process, it is essential to choose a method of generating a simple and detailed estimate, which makes it possible to meet the specific needs of each customer.

This is where automation comes in. In the case of making offers, it is possible to program parameters based on the information provided by its prospects in order to adapt its proposals to their specific needs and to automate the whole process. This way, potential customers get the quote faster and have a seamless experience. The company, in turn, saves a lot of time. Each team can then concentrate on its core business and on the growth of the organization.

If you pick up this white paper, you’ll find that there’s also quote management software that pulls all available product, price, shipping, and customer data. This is especially practical for creating a personalized proposal, based on predefined rules.

Six other good practices are revealed through this ebook. To discover them all and accelerate the development of your B2B e-commerce activity, download the whitepaper of the Dn’D agency now!


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