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

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

33% of B2C Ecommerce Website are also Conducting B2B Transactions

A Typical Website Conversion Rate is about 2.35% on Average

People are Searching Google for the Phrase “Conversion Rate Optimization” More than Ever Before

On Average, 52 Percent of Online Stores have Omnichannel Capabilities

Businesses with over 40 Landing Pages Generated a Whopping 12 Times More Leads than those with 1-5 Landing Pages

28% Shoppers Abandon Carts because of Unexpected Shipping Costs

44% of Companies use A/B or Split Testing Software

Only 15 percent of sales calls add enough value, according to executives surveyed.

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

More Sales Strategy Stats

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

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

Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations

40% of Salespeople Struggle with this Critical Sales Process

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

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

92% of consumers trust referrals from people they know

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

97% of sales leaders and sales operations pros say AI gives reps more time to sell

69% of recipients report spam based only on the subject line

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