How Does Online Research Affect Digital Sales Strategy?

85% of Consumers Conduct Online Research Before Making a Purchase Online

Source
Oberlo

Topic
Sales Strategy

Year
2019

Ever since the start of the pandemic, purchasing online has become infinitely more convenient and available for consumers. All of a sudden, an entire sales process could be fulfilled from the comfort of the home.

And because everything exists online, it has also become a common fact that customers research online before buying.

Remote selling has become the norm.

The prevalence of having information online indicates that consumers are becoming more proactive in their buying processes, seeking out relevant content and resources to make more informed and appropriate decisions.

Because of this shift in consumer behavior, a B2B digital sales strategy also requires a shift in order to remain competitive.

Especially for B2B companies that offer a more complex product or service, being able to house information about your solution online is crucial so that prospects can learn more about you and your company whenever they wish.

Because of this, having a user-friendly and well-designed website is another key component of a killer digital sales strategy. The availability of online research has enabled consumers to become more discerning, allowing them to evaluate multiple options, compare prices, and seek out the best deals.

And to remain competitive, having a high-quality B2B website that clearly articulates who you are and what you offer can greatly improve the success of your lead generation efforts.

 

The Key Takeaway

Because the majority of customers research online before buying, provide shoppers with detailed and accurate product pages that answer each and every question potential customers may have.

Your product pages should have many high-quality infographics and explainer videos, descriptions, and specifications to instill trust and help consumers with their research.

Overall, this statistic shows that businesses must adapt to the world of remote selling by maintaining a strong online presence, providing accurate information, and fostering positive customer experiences to cater to the expectations of their prospects.

More 2019 Stats

Men Spend 68% More Online Than Women

Average Click-thru Rate of Newsletter Campaigns from Ecommerce Stores to Customers is 4.6%

The Average Conversion Rate in AdWords Across all Industries is 2.7% on the Search Network and 0.89% on the Display Network

44% of Companies use A/B or Split Testing Software

Abandoned Cart Emails Sent within 20 Minutes Have an Average Conversion rate of 5.2%

Online Stores are Offering an Average of 3 Payment Methods at Checkout Including Digital Wallets

The Number One Reason People Shop Online is Because They Can Shop 24/7

But Removing the Navigation Menu can Increase Conversions by 100%

Generation X Shop More Online Than Baby Boomers and Millennials

Average E-Commerce Conversion Rates Vary from 2.8% to 4.5%

More Sales Strategy Stats

84% of B2B buyers start the purchasing process with a referral

97% of sales leaders and sales operations pros say AI gives reps more time to sell

Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations

82% of B2B decision-makers think sales reps are unprepared

81% of people prefer to open emails on their smartphones

72 percent of business leaders said that sales tool integrations are essential to retaining business and beating the competition.

41% of companies struggle to quickly follow up with leads

71% of salespeople are using social selling tools

54% of sales leaders say proposals sent is one of the most important productivity metrics to track

It takes an average of 8 interactions to secure a meeting with a prospect

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