Nov 12, 2021 8:18:00 AM | 3 Min Read

eCommerce Channel Management and Indirect Selling Trends Shaping Buying Behavior

Posted By
Will Smith
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In this episode, Brian Beck, Managing Partner at Enceiba and author of "Billion Dollar B2B Ecommerce" digs into the 5 Mistakes to Avoid When Launching eCommerce for Building Products and shares the 6 Most Impactful Features Customers Want. Let's dive in!

Timestamps:

  • 2:20 - Meet Brian Beck
  • 6:40 - Misconception of eCommerce in Building Products Manufacturing Digital Transformation
  • 9:40 - How Leaders Can Get Buy-In from Key Decisions Makers and Stakeholders, Like Sales Teams, Who are Perceiving Channel Conflict
  • 14:24 - Top Reasons Manufacturers Aren't Further Along Implementing eCommerce
  • 18:38 - The Fine Line of Discomfort and Organizational Change
  • 20:30 - How The Building Products Market Has Already Changed and Is Changing More
  • 25:04 - Is It Better to Sell via Owned eCommerce or Third-Party Marketplaces?
  • 29:10 - 5 Mistakes to Avoid / Common Pitfalls When Launching eCommerce to Augment Channel Sales of Building Products
  • 35:38 - The 6 Most Impactful Features Used by B2B eCommerce That Has Come Out of B2C
  • 42:40 - How to Meet the Buyer Expectation of an "Amazon Prime" Shipping Mentality
    • Example from Bosch
  • 47:40 - Recent Result that Enceiba is Proud of
  • 53:03 - The Best Advice Brian Has Ever Received

Join host Will Smith live as he brings in a guest and speaks with them about their experiences, expertise, and advice around Building Materials Marketing.

Tune in live via ManoByte's Facebook, LinkedIn, or YouTube page!

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Topics: Podcast, For Channel Managers, For Sales Directors

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