Trends Report

The Rise Of B2B E-Commerce: Is It A Sales Team Predator Or An Opportunity To Accelerate Sales Team Success?

Assessing The Impact Of E-Commerce On B2B Sales

May 8th, 2024
Stephanie Sissler, VP, Principal Analyst
Stephanie Sissler VP, Principal Analyst
With contributors:
Rick Bradberry , Joe Cicman , Matthew Selheimer , Christina Schmitt , Jenna Santos , Mike Pregler , Mallory Icenhower , Justin Ferguson , Kate Pierpont

Summary

In today’s rapidly changing digital landscape, e-commerce has revolutionized the way B2B companies operate and connect with customers. However, many sales leaders and their sellers still view this shift with apprehension, rather than as an opportunity. To stay competitive and continue to drive growth, B2B sales leaders must integrate e-commerce into their overall sales strategy, enable their direct sales team’s use of e-commerce as a sales tool, and drive customer adoption of the platform. In this report, we explore why sales leaders must prioritize integrating, leveraging, and promoting e-commerce, and introduce tactics to encourage sellers to embrace e-commerce as a sales tool.

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