The Ultimate B2B eCommerce Strategy Guide + Best Practices

Projected to surge by 20% until 2030 the global B2B eCommerce sector is poised for remarkable growth. 

What is even more intriguing is that in 2023 alone, at least 17% of B2B sales are anticipated to be completed online.

E-commerce Share of Total B2B Sales in the US from 2019-2023
E-commerce Share of Total B2B Sales in the US from 2019-2023

But this shift isn’t without reason as B2B eCommerce remains one of the fastest-growing sales models. With that in mind, for any forward-thinking business owner, having an eCommerce channel is non-negotiable as it unlocks a plethora of benefits.

For example, it helps enhance accessibility and streamlines transactions. This way, it allows you to reach a wider audience and get a platform for data-driven insights that aid in better decision-making. In this guide, we will;

Keep reading!

What is the Strategy of B2B eCommerce?

The strategy of B2B eCommerce centers on enhancing the digital shopping experience to ensure better efficiency and engagement. It’s built around helping customers oversee their purchasing journey.

The tactics implemented here collectively improve the customer experience throughout the buying process. Here are seven examples of strategies of B2B eCommerce you may want to implement to reach ideal buyers and grow your business;

Adding comprehensive product information to your B2B eCommerce site

Clear, detailed descriptions aid buyers in their decision-making process. According to this recent report by LinkedIn, product information and demos are the most crucial web content for buyers.

Use videos, photos, and benefit lists to illustrate your offerings. Also, review your site for opportunities to provide deeper insights. As part of the process incorporate elements like;

These elements will help you ensure transparency which also builds trust. Also, ensure your content is original, informative and engaging for maximum impact. See an example of how ACANA is using the product description section to provide every key detail that the customer may need below;

Sample Detailed Product Overview
Sample Detailed Product Overview

Enabling onsite search and making it easier

A user-friendly search function expedites the buyer’s journey. This is something which may lead to better user experience and business growth. See how it has been strategically placed below;

Ecommerce Onsite Search Feature
Ecommerce Onsite Search Feature

To enable onsite search, you can create a dedicated page that allows visitors to search by product type, name, or SKU. Also, ensure a clean interface for seamless navigation and prioritize speed for quick results.

A quick and accurate onsite search enhances a buyer’s shopping experience. With a better shopping experience, you do not only increase the likelihood of conversion.

You also increase the chances of customer retention for your business. This strategy saves time and strengthens customer satisfaction and loyalty.

Optimizing site design and speed

When building an eCommerce website, keep in mind that a sleek, fast-loading site across devices boosts user experience. A good website load speed is under 2 seconds! Use Google’s Lighthouse tool to audit pages for performance, accessibility, and SEO.

To ensure optimization, aim for high scores. Also, you may want to use Google’s Pagespeed Insights for a quick speed test.

To accelerate website speed and improve shopping, here are a few hacks to try;

Ecommerce sites load speed comparison
Ecommerce sites load speed comparison

Utilizing social media marketing

Social media plays a key role in enhancing a buyer’s shopping experience. It extends your reach and helps foster connections.

Begin by understanding your audience. Post valuable, industry-relevant content on platforms like Facebook, Instagram, and X formerly, Twitter.

Also, share product updates, success stories, and industry insights. To take your social media marketing a notch higher, use social media management tools to schedule posts, and discover content. For maximum impact, use visuals.

And most importantly, promptly respond to inquiries and comments to engage with your audiences. To further amplify your presence, leverage paid advertising. Seek inspiration from the illustration below;

Brand Engaging with Customers on Social Media
Brand Engaging with Customers on Social Media

When using paid advertising, don’t just sell. Highlight customer testimonials and case studies to foster trust.

As you do this, be keen to address pain points by offering personalized solutions and showcasing how your products meet specific needs. Also, create educational content like webinars and how-to guides.

Optimizing branded search campaigns

When you own your brand in search results, you prevent competitors from hijacking your clients when they attempt to outbid you. This is especially true for businesses with more generic names, like “Web Hosting,” for example.

Branded campaigns can be cost-effective when properly optimized. They can help you elevate the quality score and click-through rate to keep expenses in check.

A smart approach involves adding negative keywords to your campaigns. This will help you ensure that irrelevant search terms don’t trigger your ads.

This strategy not only safeguards your branded campaigns from overspending. It also enhances the overall visibility of your ads in the Search Engine Results Pages (SERPs). To implement this effectively and seize control of your brand to drive B2B growth, here are some suggestions;

Publishing and promoting customer ratings and reviews

Advertising customer reviews and ratings is a powerful growth strategy for B2B businesses. For buyers in need of essential services, purchases signal the start of a long-term relationship.

To instill confidence, buyers need social proof. BrightLocal’s survey reveals 49% of buyers trust reviews. In fact, they liken them to personal recommendations.

Local Consumer Review Survey
Local Consumer Review Survey

However, authenticity is crucial. Overly effusive praise or suspiciously similar content can raise doubts.

To show authenticity, include names and photos of reviewers. You should also highlight key quotes to captivate attention. For deeper insights, integrate case studies.

Integrating a live chat feature on your website

Live chat allows real-time, personalized customer interaction. It makes it easy to address queries as soon as they’re sent. This builds trust and enhances the buyer’s journey. See how Opawz uses live chat to spur engagement on their site below;

Ecommerce Live Chat Feature
Ecommerce Live Chat Feature

When implementing live chat, ensure your messaging revolves around guiding users to the right product. Essentially, the messaging should be designed to foresee common questions.

For instance, if you’re using chatbots and a prospect is viewing a specific product, the chat should offer assistance tailored to that item. It should also help you collect contact information for future, targeted email marketing.

Another key aspect of implementing this strategy involves choosing a reliable live chat platform and training your team for effective responses.

For chatbots, be sure to customize them for automated support. Gather your key ecommerce metrics and utilize analytics to track customer interactions and tweak responses for maximum impact.

What is the most Effective Approach to B2B Sales?

Choosing the right approach to B2B sales will not only help you secure initial sales. 

It will also help you build lasting partnerships that will set the stage for sustained growth and success. 

Here’s a simplified five-step process for the most effective approach to B2B sales;

Step 1: Research

Before engaging with potential B2B leads, thorough research is needed. And don’t just familiarize yourself with their industry.

Get to know their company background and pain points. Understand their specific needs and challenges to tailor your approach effectively.

Step 2: Gathering Comprehensive Information

The depth of information you gather directly correlates with the opportunities at your disposal. While basic company details are essential, dig deeper.

Craft questions that demonstrate your preparedness and understanding. It is actually best to focus on open-ended questions to encourage detailed responses and uncover valuable insights.

For instance, instead of asking what the company does, inquire about their specific pain points or goals. This approach will showcase your dedication and provide you with vital information to tailor offerings.

Step 3: Attentive Listening

Once you’ve posed your questions, listen intently. Pay attention not only to the words spoken. 

Also, be keen on the nuances in tone and demeanor. This attentiveness allows you to grasp their true needs and concerns to provide targeted solutions.

Step 4: Transition from Selling to Teaching

Shift your approach from a conventional sales pitch to one of education. Share valuable insights and expertise relevant to their challenges.

Provide actionable advice that showcases your commitment to their success. This approach establishes trust and positions you as a reliable partner. Not like just another mere vendor.

Step 5: Evolve Beyond "Always Be Closing"

Contrary to the traditional “always be closing” mantra, focus on building sustainable relationships. Prioritize understanding and address the needs of your B2B leads over immediate transactions.

A patient, consultative approach yields long-term gains, as satisfied clients are more likely to return and refer others. Incorporate regular follow-ups and continued support.

What are B2B Best Practices for Customer Experience?

A recent study by PwC found that 73% of consumers consider customer experience a vital factor in their purchasing decisions. A positive experience translates to customer loyalty.

It can also open the doors for repeat business, and enthusiastic referrals. So, neglecting customer experience can lead to customer churn, impacted revenue and a damaged reputation. Here are nine B2B best practices to improve customer experience for your brand;

Familiarize Yourself with Clients

Understanding your clients is fundamental. Go beyond surface-level knowledge and dig into their pain points, goals, and unique challenges. 

This deep understanding of your ideal customer profile allows you to tailor your offerings and services precisely to their needs. To gain this insight, tap into the power of regular communication, and use surveys, as well as market research.

Provide Tailored Experiences

For B2B businesses, personalization isn’t just about addressing clients by name. It’s about tailoring your offerings, communications, and recommendations.

To get this right, you will need to also know your customers’ specific industries, business sizes, and again most importantly, the pain points. Use advanced CRM systems and data analytics to segment your customer base effectively.

Segmentation is actually stressed upon as it allows you to deliver customized experiences. For instance, if you’re a software provider, you can offer different solutions and support levels for a small startup and an enterprise corporation. This will allow you to recognize their distinct requirements and unique points of need.

Prioritize Security and Online Privacy

Did you know that nearly 20% of potential buyers abandon carts due to security and privacy concerns? See the infographic with other reasons below.

People don't trust sites that ask for their credit card information
People don't trust sites that ask for their credit card information

Ensure your site is SSL-secured to fix privacy issues. An SSL certificate aka Secure Socket Layer, safeguards information submitted on your website. It creates a secure, encrypted link between the visitor’s web browser and server. If you have multiple subdomains under a main domain, a wildcard SSL certificate will be the best option to secure your main domain and the subdomains. Also, be PCI-compliant to protect payment information.

Educate and Guide Customers

Position your business as a trusted advisor. The best way to do this is by providing valuable insights and educational resources.

Regularly publish informative content, host webinars, and offer workshops. The materials you provide should address industry trends, best practices, and innovative solutions.

This will not only establish your expertise. It will also help you nurture a sense of partnership with your clients.

Enhance Website Accessibility and User-Friendliness

A user-friendly website is essential for a seamless customer experience. So, ensure your site is intuitively designed.

It should be easy to navigate, and mobile-responsive. Accessibility features like alt text for images and proper heading structures are also crucial for inclusivity. So, regularly update content and monitor loading times to maintain optimal performance.

Establsh Instant Connectionis with Clients

To create instant connections, you will want to implement not just chat platforms. You may also want to add video conferencing, and instant messaging. These improvements will help you foster immediate connections with clients.

They will also allow for swift issue resolution, real-time collaboration, and a sense of accessibility that builds trust. For example, if you’re a supplier, you might use instant messaging to address urgent inventory needs. It can also come in handy when you need to clarify order specifications.

Gather your Client Input and Opinions

Feedback is the lifeblood of improvement. Regularly solicit feedback from your clients.

You can do this through surveys, interviews, or dedicated feedback channels. Pay attention not only to what is said.

Also, try to understand underlying sentiments and trends. Use this data to refine your products, services, and overall customer experience.

Implement Advanced Customer Service Tech

Leverage cutting-edge technology to enhance your customer service capabilities. Implement a robust CRM system to manage client interactions, track preferences, and streamline communication.

To get ahead, you may want to integrate AI-powered chatbots for quick responses to common queries. It’s one of the easiest wins for ecommerce automation. This will help you free up your team for more complex tasks.

Provide Proactive Support and Anticipate Needs

Go beyond reactive problem-solving and aim to foresee your client’s needs. Analyze their usage patterns, industry trends, and upcoming challenges.

Proactively offer solutions, suggest upgrades, or share relevant resources before they even ask. This proactive approach demonstrates a high level of attentiveness and care for the client’s well-being.

Key Takeaways from B2B eCommerce Strategy

Success in B2B eCommerce hinges on a carefully crafted strategy—a strategy that addresses the unique needs of businesses. And it is not just about transactions.

It is about building trust, offering value, and providing unparalleled support. To get yourself on the right track, the very first thing you will want to do is to adopt a good strategy for growth.

It doesn’t have to be sudden growth. The key is consistency with an aim to grow big and serve your customers the best.

To get ahead with little hiccups, be sure to also research and choose the right approach for the industry you operate in and most importantly, follow the B2B best practices for customer experience. Moving forward, be adaptable and favor a forward-looking approach to stay ahead of the curve.

Picture of Edgar Abong

Edgar Abong

Edgar is a skilled software developer with a passion for building and evaluating software products. His expertise in software development enables him to provide in-depth evaluations of software products. He can draw out insights about features, functionality and user experience.

Table of Contents

Scroll to Top