Unlock the Future of B2B Commerce Today

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Every Monday, we share insights with 1,100+ supply chain leaders on modernizing business operations for the digital age. This newsletter will be Free for the reader forever. Enjoy!

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The Digital Sales Room is transforming B2B sales.

It's like telehealth for commerce, enabling reps to create curated, interactive sessions for clients.

Here's why it's a game-changer:

Empowers sales teams - Reps get a "God View" of client history and preferences, turning skeptics into digital advocates.

Imagine a sales rep logging into a sleek, user-friendly platform. They're greeted with a dashboard showing their client's complete purchase history, product preferences, and even potential high-margin opportunities. This "God View" transforms how reps approach each interaction.

For example, if a client typically orders office supplies quarterly, the rep can proactively reach out with personalized recommendations just before their usual order time. They can also spot trends, like increased purchases of eco-friendly products, and tailor their pitches accordingly.

This level of insight turns even the most tech-resistant sales reps into digital champions. They're no longer threatened by e-commerce – they're empowered by it.

Bridges gaps - Connects ecommerce with classic B2B salesmanship, serving underserved segments profitably.

The Digital Sales Room beautifully merges the efficiency of e-commerce with the personal touch of traditional B2B sales. This is particularly powerful for mid-sized businesses that often fall through the cracks of digital transformation.

Consider a medium-sized manufacturing company. They're too big for off-the-shelf e-commerce solutions but lack the resources for a full enterprise system. The Digital Sales Room offers them a perfect middle ground.

Sales reps can use the platform to guide clients through complex product catalogs, explain customization options, and even collaborate on designs in real-time. This level of service was previously only available through in-person meetings or expensive custom solutions.

Aligns incentives - Reps maintain commissions while facilitating self-service, eliminating adoption friction.

One of the biggest hurdles in B2B e-commerce adoption has been resistance from sales teams. They often fear that digital platforms will make their roles obsolete. The Digital Sales Room flips this narrative on its head.

Here's how it works:

• Reps use the platform to set up automated reordering for clients

• They guide customers through self-service options

• Commissions are still attributed to the rep, even for self-service orders

This creates a win-win situation. Clients get the convenience of self-service, while reps maintain their income streams. In fact, by focusing on higher-value interactions and letting the system handle routine orders, many reps see their commissions increase.

Enhances customer experience - Video integration and real-time co-browsing create tailored interactions.

The Digital Sales Room brings the in-person sales experience online. Here's what this looks like in practice:

• A rep initiates a video call with a client

• They share their screen, showcasing new products or walking through complex configurations

• The client can ask questions in real-time, getting immediate answers

• Both parties can co-browse the company's product catalog, ensuring they're always on the same page

This level of interaction builds trust and rapport, even in a digital environment. It's particularly valuable for industries with complex products or long sales cycles, like industrial equipment or specialized software.

Drives efficiency - Enables automated reordering and pre-scheduled orders, benefiting both parties.

The Digital Sales Room isn't just about facilitating sales – it's about making the entire process more efficient for everyone involved.

For example:

• A restaurant supply company sets up automated monthly orders for their clients

• The system learns from past orders and suggests optimal quantities

• Clients can easily adjust these orders as needed

• Sales reps are notified of any significant changes, allowing them to reach out proactively

This automation frees up time for both the client and the sales rep. Clients spend less time on routine orders, while reps can focus on strategic conversations and upselling opportunities.

Whenever you're ready, here's how we can help you:

Harris Web Works is a digital transformation agency that helps supply chain partners (manufacturers, wholesalers & distributors) meet new generational buyer demands & expectations by installing streamlined e-commerce systems.

To learn more about how we can help you future-proof your business, click here.