How Does Online Research Affect Digital Sales Strategy?

85% of Consumers Conduct Online Research Before Making a Purchase Online


Sales Strategy


Ever since the start of the pandemic, purchasing online has become infinitely more convenient and available for consumers. All of a sudden, an entire sales process could be fulfilled from the comfort of the home.

And because everything exists online, it has also become a common fact that customers research online before buying.

Remote selling has become the norm.

The prevalence of having information online indicates that consumers are becoming more proactive in their buying processes, seeking out relevant content and resources to make more informed and appropriate decisions.

Because of this shift in consumer behavior, a B2B digital sales strategy also requires a shift in order to remain competitive.

Especially for B2B companies that offer a more complex product or service, being able to house information about your solution online is crucial so that prospects can learn more about you and your company whenever they wish.

Because of this, having a user-friendly and well-designed website is another key component of a killer digital sales strategy. The availability of online research has enabled consumers to become more discerning, allowing them to evaluate multiple options, compare prices, and seek out the best deals.

And to remain competitive, having a high-quality B2B website that clearly articulates who you are and what you offer can greatly improve the success of your lead generation efforts.


The Key Takeaway

Because the majority of customers research online before buying, provide shoppers with detailed and accurate product pages that answer each and every question potential customers may have.

Your product pages should have many high-quality infographics and explainer videos, descriptions, and specifications to instill trust and help consumers with their research.

Overall, this statistic shows that businesses must adapt to the world of remote selling by maintaining a strong online presence, providing accurate information, and fostering positive customer experiences to cater to the expectations of their prospects.

More 2019 Stats

On Average, 52 Percent of Online Stores have Omnichannel Capabilities

The Number One Reason People Shop Online is Because They Can Shop 24/7

Today, 97% of consumers go online to research products and services.

80% of Respondents Said They Had Stopped Doing Business with a Company Because of a Poor Customer Experience

In 2019, Ecommerce Sales are Expected to Account for 13.7 Percent of Retail Sales Worldwide

60% of Online Shoppers Abandon Their Carts Because of Unexpected Extra Costs

Men Spend 68% More Online Than Women

The Average Conversion Rate in AdWords Across all Industries is 2.7% on the Search Network and 0.89% on the Display Network

Apple Pay Orders have a 1.8% Transaction Share on B2C Websites Accepting Apple Pay at Checkout

A Typical Website Conversion Rate is about 2.35% on Average

More Sales Strategy Stats

92% of consumers trust referrals from people they know

72 percent of business leaders said that sales tool integrations are essential to retaining business and beating the competition.

Remote Sales Management: 67% Find It More Challenging Than Expected

Nearly 90% of sales reps emphasize the importance of anticipating customers’ needs

81% of people prefer to open emails on their smartphones

The businesses’ buying process will involve around 6-10 decision-makers

The best time to make sales calls is within 1 hour of receiving their initial inquiry

77% of sales professionals say their organization is planning to invest more in sales intelligence tools

41.2% of sales reps say that their phone is the most effective tool for performing their jobs

Why 40% of Sales Professionals Didn’t Achieve Their Revenue Goals in 2020

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