KPMG helps clients re-invent B2B sales and transform their sales function and customer interaction. This use cases is an example of how B2B sales organizations can build up and maintain relationships with B2B buyers and combine an easy-to-use commerce site with efficient purchasing workflows and buyer role-specific, valuable content.
B2B sales organizations are faced with a shift from a pure revenue generation function towards a function that creates a positive experience and value for its clients. The boundaries between B2B and B2C buyers are blurring: Like consumers B2B buyers tend to become more and more tech savvy and digital. They start their research online long before getting in contact with a sales rep and demand easy-to-use navigation and search as well as self-services and adequate, value-adding content.
Our response is a web site that fosters sales and strengthens customer loyalty by a combination of three crucial elements: