Category

B2B

Business-to-business ecommerce needs are unique, with client-specific pricing, quotation options, invoicing and payment variations, sophisticated data integrations, coordination with in-house sales staffs, and much more. We address it all — for manufacturers, distributors, and wholesalers.

  • Common B2B Mistakes, Part 2: User Management, Customer Service B2B

    Common B2B Mistakes, Part 1: Catalog Management, Pricing

    March 10, 2019 •

    This post is the first in a series in which I address common mistakes of B2B ecommerce merchants. For this installment, I'll review errors related to catalog management, pricing, and user experience.

  • Amazon Business Is Winning. Here's Why B2B

    Amazon Business Is Winning. Here’s Why

    March 7, 2019 •

    After only four years, Amazon Business hit $10 billion in sales in 2018. If you sell to companies, Amazon Business should get your attention. In this article, I will address what B2B sellers can learn from Amazon Business — and how Amazon Business impacts them.

  • 7 Digital Marketing Channels for Apparel Wholesalers B2B

    7 Digital Marketing Channels for Apparel Wholesalers

    February 11, 2019 •

    Apparel wholesalers don't typically devote money and effort to online marketing. This is a huge mistake. Marketing online can expose those products to thousands of potential customers every day, worldwide.

  • How to Optimize B2B Landing Pages for New Leads B2B

    How to Optimize B2B Landing Pages for New Leads

    January 24, 2019 •

    B2B products and services are often complex. Closing the sale frequently takes time, with multiple interactions. Landing pages can capture leads and start the conversation. In this post, I'll address eight ways to generate the most leads from B2B landing pages.

  • B2B Ecommerce Helps Sales Teams (and Customers) B2B

    B2B Ecommerce Helps Sales Teams (and Customers)

    January 9, 2019 •

    Many B2B executives believe that ecommerce cannot fit their business. But B2B companies that don’t embrace digital will lose opportunities. A digitally-savvy competitor could disrupt the market and cause large sales decreases for legacy companies, those that do not evolve.

  • 6 Ways to Improve Ecommerce Site Search B2B

    6 Ways to Improve Ecommerce Site Search

    November 23, 2018 •

    Site search is arguably the most important area when it comes to user experience. Buyers don’t have time to hunt for products. In this post, I'll offer a few practical action steps for improving site search on your ecommerce site — B2B and B2C.

  • Skeptical about B2B Ecommerce? Try a Proof of Concept B2B

    Skeptical about B2B Ecommerce? Try a Proof of Concept

    October 25, 2018 •

    Your B2B company leadership is skeptical about changing business and sales methods. How can you make a case for ecommerce? A proof of concept is a good way to test the digital commerce waters, to learn. Ideally, the project can be completed quickly and has a quick return on investment.

  • A Simple Method for Tracking B2B Ecommerce Performance B2B

    A Simple Method for Tracking B2B Ecommerce Performance

    September 21, 2018 •

    Measuring B2B ecommerce performance should be straightforward. Too often, however, measuring means having a complex strategy with confusing key performance indicators aimed at presenting data just for its appearance. In this ...

  • B2B Ecommerce Managing Product Data Sheets B2B

    B2B Ecommerce: Managing Product Data Sheets

    September 12, 2018 •

    B2B merchants know that producing product literature can be a lot of work.  Examples include specification sheets and safety data sheets. Both take time to create and keep current. In this post, I'll address how to streamline the process.

  • 5 Tips for Merging B2B Customer Data into B2C B2B

    5 Tips for Merging B2B Customer Data into B2C

    September 11, 2018 •

    How can a merchant add B2B info to an established B2C database? Mapping all of the data and its use is the first step. Beyond that, follow these five tips for a smooth addition.

  • 4 Expectations of B2B Ecommerce Customers B2B

    4 Expectations of B2B Ecommerce Customers

    July 26, 2018 •

    It’s easy to fall into the trap of assuming that a compelling B2C experience will be sufficient for B2B users. For me, it took sitting face-to-face with 50 B2B customers and learning what really matters to them. In this post, I'll share what I discovered.

  • 3 Reasons Why B2B Ecommerce Projects Fail B2B

    3 Reasons Why B2B Ecommerce Projects Fail

    July 16, 2018 •

    Business-to-business ecommerce projects range from changing an entire platform to adding features and improvements to the current one. Unfortunately, failed B2B ecommerce projects are common. In this post, I'll address three reasons for the failures and how to avoid them.

  • 8 Approaches B2B Dealer Locators B2B

    8 Approaches to B2B Dealer Locators

    June 7, 2018 •

    Business-to-business companies frequently sell products through dealers. But it’s not always obvious to would-be customers how to locate a dealer, to inquire.  In this post, I’ll review eight examples of ...

  • Does WooCommerce Fit B2B Companies? B2B

    Does WooCommerce Fit B2B Companies?

    April 24, 2018 •

    WooCommerce is among the fastest growing platforms. We've addressed it many times. B2C merchants, especially, value WooCommerce's flexibility and plugin options. My expertise, however, is with B2B companies. In my experience, companies with meaningful B2B sales should not choose WooCommerce.

  • 6 Impressive B2B Ecommerce Sites B2B

    6 Impressive B2B Ecommerce Sites

    March 14, 2018 •

    Offering a compelling ecommerce experience to B2B buyers requires a process of continuous improvement. It can be helpful to examine other B2B ecommerce sites, to learn. Grainger and Amazon Business are often cited as leading examples. But there is also value in learning from smaller, innovative B2B companies. In this post, I'll address six impressive, independent B2B sites.

  • Driving B2B Revenue through Personalization B2B

    Driving B2B Revenue through Personalization

    February 5, 2018 •

    Shoppers want a personalized experience. It used to be that ecommerce sites offered what shoppers asked for. Now, thanks to personalization, ecommerce sites do that, and more. They know what shoppers want or need even before they ask. Personalization adds value. It builds a relationship.

  • How to Set Ecommerce Goals for 2018 B2B

    How to Set Ecommerce Goals for 2018

    December 31, 2017 •

    Now is the time to set ecommerce performance goals for 2018. To do this, know where your business stands now. Be clear on past performance before you set goals for the new year. Create a spreadsheet with the key metrics to track for 2018. Fill in those metrics from 2017. You may even want to insert 2016 as well. This scorecard creates good visibility and accountability for you and your team.

  • B2B: How Manufacturers with Distributors Use Ecommerce B2B

    B2B: How Manufacturers with Distributors Use Ecommerce

    November 24, 2017 •

    I often speak with manufacturers that want to sell their products online directly to retailers or even end users. But they have an established distribution channel that they don’t want ...

  • Using Ecommerce to Attract New B2B Customers B2B

    Using Ecommerce to Attract B2B Customers

    October 17, 2017 •

    B2B merchants often consider ecommerce as a tool for existing clients. Acquiring new customers is expected to happen through the sales team, not the Internet. The website becomes a way ...

  • 9 Critical Skills to Build a Robust B2B Ecommerce Site B2B

    9 Critical Skills to Build a Robust B2B Ecommerce Site

    September 5, 2017 •

    Building a B2B ecommerce site requires a breadth of skills. It’s important to look not just at people or roles, but the expertise to accomplish the job. In this post, I’ll ...

  • 3 Ways to Simplify B2B Ecommerce B2B

    3 Ways to Simplify B2B Ecommerce

    August 3, 2017 •

    Business-to-business ecommerce can be complex. There are often restrictions on who can purchase products. Frequently buyers need assistance in finding the right item. But a key to success in B2B ecommerce ...

  • Pros and Cons of Selling on Amazon Business B2B

    Pros and Cons of Selling on Amazon Business

    June 21, 2017 •

    Amazon Business, the B2B marketplace, has more than 45,000 active sellers and more than 10 million products with bulk purchase options or business discounts. Many B2B merchants aren’t sure whether ...

  • 5 Payment Options in B2B Ecommerce B2B

    5 Payment Options in B2B Ecommerce

    May 8, 2017 •

    Many B2B merchants have avoided ecommerce because they believe their customers will not do business in that manner. Merchants often have concerns about payments, as B2B customers pay in different ...

  • Tips for Migrating B2B Ecommerce Platforms B2B

    Tips for Migrating B2B Ecommerce Platforms

    April 10, 2017 •

    I recently presented “How to Change Ecommerce Platforms,” an Essential Skills online seminar for Practical Ecommerce. I kept the content relatively general for all merchants — B2C and B2B. I didn’t ...

  • How to Integrate B2B Ecommerce with ERP Systems B2B

    How to Integrate B2B Ecommerce with ERP Systems

    January 4, 2017 •

    Integrating a B2B company’s ecommerce site with internal systems can streamline operations and simplify customers’ buying experiences. Integrations offer significant benefits, but they are often difficult to get right. One of ...

  • Strategic Planning in B2B Ecommerce B2B

    Strategic Planning for B2B Ecommerce

    December 6, 2016 •

    With the end of 2016, many B2B companies are reviewing this year’s ecommerce performance and planning for next year. All too frequently, B2B ecommerce development is short sighted. Companies frequently ask,

  • Does B2B Ecommerce Eliminate a Sales Team? B2B

    Does B2B Ecommerce Eliminate Sales Teams?

    November 3, 2016 •

    The success of many business-to-business companies was built through a strong sales team. This causes B2B owners and managers to often resist ecommerce because they see it as competing with ...

  • Amazon’s B2B Site Evolving, Growing Rapidly B2B

    Amazon’s B2B Site Evolving, Growing Rapidly

    October 12, 2016 •

    When AmazonSupply became Amazon Business in April 2015, much more than a rebranding occurred. With AmazonSupply, the company was the only seller. But Amazon Business copied the very successful marketplace ...

  • 8 Innovative B2B Ecommerce Sites B2B

    8 Innovative B2B Ecommerce Sites

    September 27, 2016 •

    B2B ecommerce sites are typically more complicated, with more features, than B2C. In this article, I will address eight innovative B2B ecommerce sites. My company has no business relationship with these ...

  • B2B Ecommerce- Pros and Cons of SaaS Platforms B2B

    B2B Ecommerce: Pros and Cons of SaaS Platforms

    August 29, 2016 •

    Software-as-a-service ecommerce platforms are gaining market share. They have clear benefits, but they also have limitations, especially for B2B companies. SaaS platforms — hosted carts — charge a monthly fee ...

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