McKinsey: B2B e-commerce sales approach "tipping point" | Eric Winn named chief operating officer at C&S Wholesale | Amazon faces antitrust penalties in India over 2019 deal
B2B buyers are using more online channels to do business with suppliers and are willing to spend more via e-commerce, thanks to changes spurred by the pandemic, a McKinsey analysis states. "We now see a tipping point, with e-commerce surpassing in-person selling as a sales channel, at 65%, versus 53% earlier this year," the analysis authors write.
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Almost 75% of supply chain professionals responding to a Gartner survey plan to devote more of their budget to 3PL services through 2023, while 66% of respondents have increased logistics outsourcing spending this year. "To have a productive and collaborative work relationship, both shippers and 3PLs must listen to each other and understand the other parties' perspective," Gartner says.
University researchers and Volvo have devised an algorithm to provide electric delivery vehicles with the most efficient routes. The routes are designed to maximize battery life and minimize the need for recharging.
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Sales and marketing messages won't resonate with customers unless they're delivered with consistency, writes James O'Gara. "The key to consistency is being disciplined and diligent when it comes to sharing your story throughout the customer experience," O'Gara writes.
Business-to-business marketers should be wary when senior leaders get swayed by "shiny-object syndrome" and not be pressured into deviating from goals to invest in new technology or platforms that won't deliver return on investment for their company, Jennifer Smith writes. Smith outlines questions and strategies to use to determine if the "shiny object" should be part of an agile marketing response and how to make the case to the C-suite if it's not in the brand's best interest.
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Too much talking can be harmful for leaders' credibility, not to mention the risk of saying something stupid, writes Dan Rockwell. "Thinking your own thoughts might be enlightening but learning usually begins with listening," Rockwell writes.
In part 3 of this 4-part series, we'll get into the weeds on what AI will look like when implemented into a distributor's sales arsenal. Register here.
