The report was based on data from interviews with 50 digital and e-commerce leaders who work at U.S.-based B2B organizations with at least $500 million in annual revenue.
Half of the leaders interviewed say their organization currently receives less than 10% of its annual revenue from online sales; only 19% say that online sales account for more than half of company revenue.
Below, additional key findings from the report.
How Customers Can Purchase
Some 90% of respondents say customers can purchase products/services from their company via sales representatives; 86% say it is possible to purchase online through a website.
How Organizations Are Promoting E-Commerce
Most respondents (92%) say their company uses email messaging to encourage customers to shop online; 86% use mailers to promote their websites.
Nearly two-thirds of respondents (64%) say a top e-commerce challenge is customers' resistance to change; 54% say they struggle with getting customers to consistently use online buying options.
About the research: The report was based on data from interviews with 50 digital and e-commerce leaders who work at U.S.-based B2B organizations with at least $500 million in annual revenue.
You may like these other MarketingProfs articles related to Sales:
- The Top Challenges B2B Sales Reps Face Early in the Sales Cycle
- Five Ways Marketing Can Support the Sales Process to Maximize Growth
- It's 2022: Do You Know Where Your Sales Reps Are?
- [Video] How to Use Neuroscience to Increase Your Demand Gen Success Threefold
- How Well Do B2B Firms Handle Routing Sales Leads?
- How to Conquer Remote Selling Challenges and Reach the Top of the Leaderboard