10 Ways Sales Reps Can Leverage Ecommerce to Grow Sales

Amplify Field Sales with the Power of Ecommerce

If you're leading a sales team, I bet you've caught wind of the big 'E' – Ecommerce. Before you start thinking that I'm about to delve into a tech-heavy spiel, let me assure you that's not the case. This is all about how ecommerce can be a sales rep's best buddy rather than a dreaded rival.

Ecommerce empowers users with the information they need to make confident buying decisions. Think of ecommerce as a virtual assistant that does the preliminary research for your sales reps and customers. Need to find product details and specifications? It's right there online. Looking for customer reviews and ratings? eCommerce has got it covered. It’s like having an extra team member who helps your sales reps by doing all the basic groundwork.

Help sales reps close more deals. Ecommerce is more than just a convenience for customers; it's a strategic tool for sales reps to close deals and expand their client base. By providing customers with a secure and user-friendly platform, sales reps not only facilitate the purchase of desired products but also expose customers to related products they might not have initially considered.

Moreover, ecommerce platforms also provide a transparent view of the sales funnel. Sales reps can monitor the progress of deals in real time, recognize when a prospect has shown interest, and identify timely opportunities to follow up, ensuring no potential sale slips through the cracks.

Another value proposition to highlight, especially when pitching to enterprises, is the integration of procurement tools within the ecommerce platform. Often, getting buy-in from a company's CFO is a crucial step in sealing a deal. Sales reps can make this process smoother by emphasizing features like procurement tools that assist CFOs in tracking and controlling employee through mechanisms like approval workflows.

In line with this, it's essential to recognize the buying patterns of large enterprises. Many major companies have standardized their purchasing processes and will only engage with suppliers that align with their eprocurement systems. This often requires the vendor to have a powerful ecommerce site and capabilities like punchout. For sales reps targeting large accounts, having an ecommerce platform becomes an advantage and a necessity, opening doors to potentially lucrative deals.

Ecommerce platforms offer more than just a space for transactions; they are invaluable customer data repositories. These platforms gather a wealth of information about customer behavior, including the products they view, the items they add to their cart, and their final purchases. Sales reps can harness this data to gain a deeper understanding of customer needs and preferences.

Furthermore, with the data collected from ecommerce platforms, there's an added advantage of segmentation. Sales representatives can segment customers based on various parameters, such as the products they're interested in, their order value, and more. This personalization allows for a more tailored approach to reaching out to potential clients. For example, a rep can target specific promotions or offers to customers who frequently purchase high-value items, ensuring that the sales pitch aligns precisely with that segment's behavior and preferences.

By leveraging the insights from this data and employing segmentation, sales reps can craft pitches that are not just generic but deeply personalized, increasing the likelihood of converting prospects into loyal customers.

GET MORE DETAILS AND STRATEGIES HERE > Blog on Data-Driven Sales: Leverage Ecommerce for Personalizing Account Engagement

Current customers buy more than new customers. We see that the most profitable customers are the ones using shopping lists. Using these lists, buyers don't waste time hunting for the same items repeatedly. They click, buy, and they're on their way. And when folks buy without fuss, they often buy more. It's simple math. So, if reps guide their customers to create these lists, they're not just making life easier. They're opening the door to bigger sales. It's a straightforward way to fill the basket more and more, time after time.

If you think ecommerce only helps with selling products, think again. It's an essential tool that enables better customer service. Customers can easily access product information, check stock availability, place orders, and even track their shipments anytime, day or night. From tracking orders to handling returns, ecommerce systems can streamline these processes, allowing your sales reps to provide top-notch service without breaking a sweat.

Discover the secrets to exceptional customer service in the digital age with our "Ecommerce Customer Service Handbook."

In the modern age of instantaneous communication and global markets, many customers operate around the clock. Consequently, there's an expectation for their sales reps to be constantly available. Ecommerce platforms can help alleviate this 24/7 pressure. Instead of fielding calls at odd hours, sales reps can direct their clients to a platform with rich product content where most of their queries can be addressed. It's a win-win.

When distributors integrate detailed product listings into ecommerce platforms, they essentially create a digital catalog rich in product-specific data. It has descriptions, pictures, and feedback from people who bought the item. This helps salespeople know the products, from what makes them special to how they work. Pictures and sometimes even videos help show the product in action. Plus, customer reviews tell salespeople what people like or don't like about a product. With this info, salespeople can better talk to buyers, answer questions, and suggest the best products. It's like giving them a playbook for selling!

Ecommerce is not there to replace your sales team but to amplify their efforts. It’s like having a co-pilot who’s always ready to help. Sales reps who embrace ecommerce are often more successful than those who don't. So, let's not see it as competition but as a way to make your job easier and more successful.

Interested in more? Check out these blogs:

• 6 Characteristics of the 2024 B2B Buyer
  
• 5 Simple Ways Sales Reps Can Use Ecommerce For Lead Generation
  
• Generative AI: The Secret Weapon for Distribution CEOs
  
• Rogue Spending: The Sneaky Nemesis Your Customers Hate
  
• Diversifying Beyond the Desk: The Case For New Market Exploration