The Web and Sales

You might think that the Web isn't relevant to your B2B business. The truth is that is it's relevant to your customer. The question is really whether your business is relevant to them. According to, 93.2% of B2B purchase decisions use the Web. This means that your Web site has the chance of being helpful. Do you make the best use of it? Ideally, your Web site meets your B2B shoppers where they are: in the info-gathering phase of their purchase. If your salespersons are fulfilling this function, not only are you spending too much money per lead, you're also annoying your future customers. Rather, make sure people can find your site (search engine marketing), and make sure people can use your site (customer experience management).