3. Close deals and expand clientele
Help sales reps close more deals. Ecommerce is more than just a convenience for customers; it's a strategic tool for sales reps to close deals and expand their client base. By providing customers with a secure and user-friendly platform, sales reps not only facilitate the purchase of desired products but also expose customers to related products they might not have initially considered.
Moreover, ecommerce platforms also provide a transparent view of the sales funnel. Sales reps can monitor the progress of deals in real time, recognize when a prospect has shown interest, and identify timely opportunities to follow up, ensuring no potential sale slips through the cracks.
Another value proposition to highlight, especially when pitching to enterprises, is the integration of procurement tools within the ecommerce platform. Often, getting buy-in from a company's CFO is a crucial step in sealing a deal. Sales reps can make this process smoother by emphasizing features like procurement tools that assist CFOs in tracking and controlling employee through mechanisms like approval workflows.
In line with this, it's essential to recognize the buying patterns of large enterprises. Many major companies have standardized their purchasing processes and will only engage with suppliers that align with their eprocurement systems. This often requires the vendor to have a powerful ecommerce site and capabilities like punchout. For sales reps targeting large accounts, having an ecommerce platform becomes an advantage and a necessity, opening doors to potentially lucrative deals.