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

43% of E-Commerce Traffic comes from Organic Google Search

Personalizing email subject lines leads to a 22% increase in open rate

Average Online Shopping Cart Abandonment Rate is 74%

60% of deals in the pipeline are lost to “no decision” rather than to competitors.

Mobile Traffic Represents 53% of all Ecommerce Traffic

Abandoned Cart Emails Sent within 20 Minutes Have an Average Conversion rate of 5.2%

22% of Online Retailers Still Don’t have a Mobile-Friendly Website

Only 10 percent of executive customers said sales calls provide enough value to warrant the time they spent on them.

The Average Number of Form Fields on Landing Page Conversion Forms is 11

8% of Online Shoppers Engage in a Live Chat Conversation before Placing an Order

More Sales Strategy Stats

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

81% of people prefer to open emails on their smartphones

84% of B2B buyers start the purchasing process with a referral

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

55% of sales reps say budget is the most common reason a promising deal falls through

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

92% of consumers trust referrals from people they know

Email is almost 40 times better at acquiring new customers than Facebook and Twitter

Top Performers Receive 40% More Questions During Discovery and 43% More Questions During Presentations

32% of sales reps spend an hour or more on data entry every day

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