It’s a common myth that B2B Sales don’t really need a proper e-commerce setup.
After all, “people buy from people”, so many B2B salespeople misguidedly assume that a basic e-commerce channel will suffice as long as you have a good sales team in place.
Well, things are changing fast, and B2B Buyers are steadily moving towards online channels during the entire purchase process.
According to Gartner, a mere 17% of the purchase journey is spent talking to salespeople. And since several vendors are usually in the competition, your sales rep will only get around 5% of the customer’s consideration time.
It’s also a generational shift. A full 44% of millennials prefer no interaction with B2B salespeople at all, and this number is only expected to grow.