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The retail industry is ever-evolving and has been vastly influenced and directed by technology. B2B wholesale and B2B eCommerce has expanded with multiple platforms developed to connect retail buyers to brands. In today’s quick-moving digital retail world, it can be enticing to hop on a platform that takes out the middleman, aka the salesperson, and connects you directly with brands. While this may be beneficial for someone just starting out, as you grow and continue to refine and finesse your business, it's essential to recognize the key role salespeople play in that development. 

When it comes to helping your salespeople close deals while out on the road, information is the most valuable asset you can provide as a Sales Manager.

It is only a matter of time before digital interactions between wholesale buyers and suppliers replace traditional sales models. In fact, over 80% of all business-to-business sales interactions are expected to take place through digital channels in the near future. Although sales channels are changing, B2B or wholesale teams are not going away soon.  

Online and self-service options are becoming more commonplace when it comes to selling products and building relationships between buyers and their suppliers. This is as true in the B2B wholesale space as it is in retail.  Against this backdrop, some suppliers are focusing their wholesale efforts on buyer self-service channels and questioning the role of salespeople.

We know that summer means trade show season for B2B sales organizations. In all likelihood, you’ve already got a schedule full of events to connect with existing customers and reach new customers.  

In an ideal world, customers would simply land on your website and begin making purchases instantaneously. Realistically, the buyer will journey a long way to find you and then take additional time before feeling comfortable enough to purchase your goods or services. Therefore, understanding the various stages of a buyer's journey is extremely beneficial.