It has been decades when the sales process within the B2B system used to be predictable, but rather slow-paced. The sales representative would go to a client, carrying a massive binder or a frozen PDF in a tablet. The customer would identify the objects that they desired, the salesperson would write down SKU numbers on order pad, and then in the evening the orders would be manually typed by a person into an ERP system. This is a process that is full of friction. Each manual process, such as the writing of the code, data entry, presents a break in the sales cycle, and a possible place of failure. In case a digit is not legible, the wrong product is shipped. In case the price sheet is not updated then the invoice is incorrect. Above all, the gap between the I want this and the Order Confirmed is so considerable. The solution to this lag in operations is digital catalog software. Business is reducing the time of deal closing by several magnitudes by changing the lifeless product lists into interactive and shoppable conditions. It closes the gap between the marketing materials and the point of sale so that the check out process is as hassle free on the part of the B2B buyer as it is to the B2C shopper on a Saturday afternoon.
The Friction of Traditional Order taking
In order to determine the worthiness of digital catalog software, we must first realize the covert expenses of the old method. Statical catalogs, either print or PDF, are basically discontinuous bodies of knowledge. They bring out the product, but they are not able to process the deal.
When a buyer goes through a PDF, he or she comes across a wall of conversion. In order to purchase something, they need to pause the browsing process, open an email or a spreadsheet and copy out the details. The result of this separation of browsing and buying is:
✔ Order Latency: This is the delay between the sales meeting and the order entry.
✔ Inventory Blindness: To sell those that have been out of stock an hour ago.
✔ Pricing Muddiness: Reps quoting previous years prices in error.
✔ Administrative Bloat: Sales crews are wasting their time on data entry rather than selling.
This wall is eliminated by digital catalog software. It incorporates the shopping cart as part of the browsing.
Converting Browsing into Buying
The main means through which the digital catalogs lead to faster checkout is by rendering the catalog to be transactional. The catalog is not a guide in a digital world, it is the store itself.
The retailer or salesperson will be able to tap on the image of a product after which they can view the specification and more importantly there is an Add to Order button, which can be used by a buyer or a sales rep to add an item to the order immediately, with the use of shoppable hotspots. This feature resembles the e-commerce experience that everybody considers familiar. No need to alternate between applications or take a pen. As soon as purchase intent is achieved, then the action is performed.
This promptness sustains the sale process. With the buyer being constantly engaged with the visual experience, and at the same time constructing the cart, there is less chance of the buyer changing their mind on the purchase because of administrative drag.
Eradicating Manual State Instructions
Speed does not only relate to the speed of clicking a button but rather the amount of time required to correct the mistakes in the future. Error correction is one of the largest bottlenecks in the B2B checkout process. Memos and returns on credit, which are due to mistakes of data entry, are expensive and time-wasting.
Product data is extracted to digital catalog software straight out of your core database (PIM or ERP). Once a rep picks a product, the software will automatically record the right SKU, the updated price and the exact setup.
No handwriting to decipher and re-keyboarding of information. Automation of the transfer of the data on the catalog to the shopping cart will guarantee the order is clean even before it even gets to the warehouse. A clean order passes through fulfillment immediately but an order with mistakes in it suffers purgatory in the customer service.
On-Demand Visibility of the Inventory
There is nothing like uncertainty that will bring a checkout to a stop. When a sales rep is unable to ensure the availability of stocks, the order usually hangs as they dial the warehouse or consult another system.
New digital catalog services are also connected to inventory management systems. When the buyer navigates through the digital pages, he or she is able to see real-time stock levels. In the event of a backordered item, the software will be able to provide a real-time alternative that is in stock. This is a feature that enables the checkout process to go through without this pausing that happens when people say to you, let me get back to you about that.
Individualized Pricing and Customer Intelligence
Tiered pricing is one of the most common causes of complexity in the checkout in B2B situations. Customer A is offered a 10 percent discount and Customer B is offered bulk purchases on designated categories. This has to be handled manually, and reps have to memorize the rules or even go through huge spreadsheets when checking out.
This logic is managed by the digital catalog software. Upon a rep logging in and picking a client, the catalog would automatically refresh the pricing levels, currency and shipping conditions of that particular customer.
The software has already done the calculations when it comes to the check out. All the details are correct, the discounts are computed, and the shipping details are prepared. Checkout process is simplified and no longer a complex calculation process but a review and confirmation exercise.
The Future of B2B Transactions
The need to hurry is transformed. The B2B buyers need similar efficiency that they receive with their own shopping applications. They desire to watch the product, know it exists in stock, and make a purchase in a few seconds.
This is done through the use of digital catalog software which eliminates the administrative hurdles which have traditionally troubled wholesale and direct sales. It is not only a question of substituting paper, but it is also a question of incorporating the catalog into the business heartbeat. Combining visual beauty of a catalog with the technical prowess of an online shopping system allows the companies to turn the process of the checkout not only into an inevitable process, but also an asset.
Conclusion
Probably, the paperwork and manual entry of your sales team is still holding it back, so it is time to consider your tools. One of the most efficient methods in order to modernize your sales cycle is to shift to digital catalog software. Measure your friction areas at present – where is the slowing of the process? Assuming that response would be at the time of ordering, then the next logical choice would be a digital solution.
A fine catalog software option you can try for free for 15 days is PageTurnPro digital catalog software.
