Digital Advicefor B2B CommerceThe New-Age Salesmanship

According to the Accenture B2B Procurement

only12% of buyers want to meet a sales

representative in person and 16% want to discuss their purchasing options over the phone.

These low figures are primarily due to the fact that purchasing online with minimum personal interaction is convenient and devoid of friction.

In fact, by the time B2B buyers actually engage

with a salesperson, they are already 57% of the way through their purchase journey. Browsing, comparing and researching online, is just a way of business life now.

Why?

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Digital Advice for B2B Commerce

B2B buying processes often involve complex, technical or technology-oriented solutions. Therefore, these buyers are more risk averse and fearful of making a bad decision that can have serious consequences for their businesses.

A digital solution that reinstates a sense of comfort, lets them take their time and allows them to specify their wants and needs is the perfect solution for anyone feeling the trepidation of making the right purchase.

Doing just that, the SMARTASSISTANT Digital Advice Suite allows you to make the purchase process easier for buyers through engaging, interactive solution advisors that - take every individual’s needs into consideration, - simplify the decision process, - and offer the most suitable, need-based products, solutions, or services.

B2B marketing and buyer attitudes are changing as rapidly as the digital landscape itself. The sales model that involves taking an appointment, meeting a prospective client, giving a lengthy sales presentation, and hovering over them is getting old quickly.

Study,

B2B companies need to keep up with changing B2B buyer behaviours and expectations.

How Digital Advice is Revolutionizing B2B Selling

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Digital Advice for B2B Commerce

industry header image

What is Digital Advice and what can it do for your B2B Businesses? While B2B buyers are a substantially more comfortable buying online now than they were a few years ago, you still need to do a great deal to rise above the competition and set yourself apart. With many competing solutions and tight budgets, you need to offer prospective buyers more than a list of abstract features.

• Educate your audience and help them understand your unique value and benefits

• Provide useful information and incorporate value-add features into your website

• Let your buyers know that you understand that each business has individual needs

• Personalize your offer

Bottomline: Don’t sell features, but solutions

You need to offer B2B buyers a 360° experience that makes you the coveted seller online.

When price is not a factor, 71% of B2B buyers would switch suppliers if the overall digital experience was better with another organization.

Experience is the million dollar word here. When you offer prospective buyers a great, convenient experience, streamline the online buying experience, and empower them to choose and purchase products with ease, you are offering a value beyond price.

Once they begin choosing you for the experience instead for the price, you have arrived.

That is exactly what Digital Advice helps you do.4

What?

Digital Advice for B2B Commerce

SMARTASSISTANT Digital advisors help eliminate social friction, increase decision confidence, and ultimately increase online conversion by laying out the ways in which your solution meets a buyer’s needs.

These conversational solutions focus on understanding business needs and goals. They ask what the buyer wants to achieve and step-by-step guides him or her to the most suitable solution.

This way, the buyer doesn’t have to deal with information overload and ambiguous, complex offers.

Instead, they can conveniently choose from the selected few that are the best solutions to reach their business goals.

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What?

Digital Advice for B2B Commerce

By improving the buying experience for corporate buyers and integrating Digital Advice as value-add solution, organizations can

• dramatically improve decision confidence

• shorten sales cycles

• increase online conversions and sales, and

• raise profitability

In addition, by making your Digital advice solutions available to your sales teams, you can decrease on-boarding time and sales efficiency.

How?

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Digital Advice for B2B Commerce

How SMARTASSISTANT Digital Advisors help your customers choose in 3 Steps How SMARTASSISTANT Digital Advisors help your customers choose in 3 Steps

UnderstandAsks the right questions to understand your

customer's needs and expectations. This customer-centric approach allows any user, from novice to

expert, to discover the product or solution that's just right for their individual situation.

EducateSeamlessly informs and educates users about

available options and benefits in a needs-oriented way. This way you can avoid that your customers are overwhelmed with information that is not relevant

within their current decision context.

AdviseThe intelligent algorithms of the

SMARTASSISTANT Digital Advice Suite identify suitable products or solutions based on your

customer's expressed needs. The advisors also explain why items have been suggested and how

well they satisfy your customer's needs.

Where?

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Digital Advice for B2B Commerce

Mobile / ChatbotsDesktop

Be available whenever and wherever your customers need your advice to make a decision

Instore

Guided SellingReduce Complexity in the Path of PurchaseWith SMARTASSISTANT digital advisors, you can engage buyers in a conversation about what they are looking for in a product and offer the most suitable solution.

As the buyer answers a few questions, the digital advisor identifies business needs and is able to recommend solutions that satisfy these needs. Since it allows you to dynamically and intelligently filter out irrelevant products, buyers can decide what they want to buy more quickly. This accelerates the sales cycle and offers a straightforward path to purchase.

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Benefits

Digital Advice for B2B Commerce

Education Build Trust through TransparencyB2B products are usually complicated, offering numerous features and benefits.

Prospects need to be educated about your solutions and not overwhelmed with information. They need to be able to easily understand how your products help them solve specific business challenges.

With SMARTASSISTANT you can introduce your solutions interactively and in a needs-based fashion. Informed and educated prospects turn into customers quicker. You can communicate benefits and provide important information at their convenience, without relying on your sales department's availability.

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Benefits

Digital Advice for B2B Commerce

Solution Oriented Approach Don’t Sell Products, Sell Solutions B2B buyers care about solutions to problems, not individual products.

Based on the information collected through the interactive questionnaire, SMARTASSISTANT allows you to dynamically generate individual product bundles as a combined solution.

Leverage these upselling and cross-selling opportunities to drive purchase decisions and increase sales volumes in an engaging, trusting, non-intruding manner.

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Benefits

Digital Advice for B2B Commerce

Self-ServiceIncrease your Sales EfficiencySMARTASSISTANT Customer Service solutions offer opportunities to migrate prospects to digital self-service channels.

This helps you to avoid getting sales people involved with leads too early in the buying cycle. Once implemented successfully, a self-service sales strategy leads to higher customer satisfaction, lowered costs, and an increased sense of control among the buyers. Use your digital advisors to identify qualified leads, automatically hand them over to your sales reps and give them the information they need to elevate and personalize the sales interaction.

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Benefits

Digital Advice for B2B Commerce

Sales Enablement Empower your Sales RepsIn the world of B2B, product complexity, changing messages and new products can make it difficult for sales reps to keep up and feel confident.

It is extremely difficult for any sales representative to know everything there is to know about every product.

When it’s time to assist a buyer with more detailed product information, don’t leave your sales reps high and dry. Equip them with digital advisors to streamline the on-boarding process and support them during conversations with prospects.

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Benefits

Digital Advice for B2B Commerce

The SMARTASSISTANT Digital Advice Suite

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- across all channels (online, mobile, call center, and in store),

- throughout the entire customer lifecycle from acquisition to retention

- and covering all customer-facing business units

(Commerce and Sales, Marketing, Customer Service).

Global businesses of all sizes and industries leverage digital advisors in more that

100 product categories and over 35 languages to increase customer satisfaction

and simplify decision-making.

You can use SMARTASSISTANT to quickly create intelligent, digital advisors to

guide your customer's individual choosing and selection processes in a way

that is closest to how humans make decisions.

Interested in taking the next step to help your visitors make decisions?

Visit www.smartassistant.com

Contact us: info@smartassistant.com

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