Don't Neglect Some of Your Sales! 4 Tips for a Successful Multi-Channel B2B Sales Tracking

Philippe Pavillet

May 30, 2024

In today's dynamic B2B landscape, small and medium-sized businesses (SMBs) have more sales channels at their disposal than ever before. From direct sales reps to your own e-commerce platform, and marketplaces like Ankorstore and Faire, reaching retailers has become a multi-pronged approach. But with this expanded reach comes a critical challenge: ensuring clear visibility into your sales performance across all channels. This blog post delves into why multi-channel sales tracking is essential for B2B brands, particularly those selling to shops. We'll explore the benefits of a unified view of your sales data and how it empowers you to make informed decisions for growth.

Why Multi-Channel Tracking Matters for B2B Sales

Operating in silos can be detrimental to any business. When B2B sales data is scattered across different channels, it becomes difficult to grasp the bigger picture. Multi-channel tracking bridges this gap by providing a centralized platform for all your sales information. This comprehensive view offers a multitude of advantages:

  • Identify Top-Performing Channels: See which channels are generating the most sales and revenue. This allows you to optimize your resources and marketing efforts towards the most effective platforms.
  • Gain Customer Insights: Track customer behavior across channels to understand their purchasing journeys. This knowledge helps you personalize your approach, improve lead nurturing, and ultimately drive conversions.
  • Optimize Inventory Management: Gain real-time insights into sales velocity across all channels. This empowers you to make data-driven decisions about inventory allocation and avoid stockouts or overstocking.
  • Measure ROI Effectively: Evaluate the return on investment for each sales channel. This helps you identify areas for improvement and allocate resources strategically.
  • Improve Sales Forecasting: With a holistic view of sales performance, you can generate more accurate forecasts, allowing you to plan production, staffing, and marketing activities more effectively.

Putting Multi-Channel Tracking into Action

The key to successful multi-channel tracking lies in choosing the right tools and implementing them effectively. Here are some steps to get you started:

  1. Invest in a CRM: A Customer Relationship Management (CRM) system serves as a central hub for all your customer data, including sales information across channels.
  2. Integrate Your E-commerce Platform and Marketplaces: Ensure seamless data flow between your own online store and platforms like Ankorstore and Faire. This allows for consolidated sales reporting.
  3. Standardize Data Collection: Implement consistent data collection practices across all channels. This ensures accurate and comparable information for analysis.
  4. Regularly Analyze Your Data: Schedule regular reviews of your sales data to identify trends and track progress towards your goals.

By implementing multi-channel sales tracking, B2B brands can gain a significant edge in the competitive retail landscape. With a clear view of their sales performance across all channels, SMBs can make informed decisions, optimize their strategies, and ultimately achieve sustainable growth.

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