DIGITAL GUIDED SELLING
You lose 43% of B2B buyers in the initial sales stage because you fail to help buyers discover the products they need
The only product discovery tool
built for B2B companies
Your leads won’t convert until their teams are converted too
Convince buyer committees to multiply lead count and quality
Marketing teams that want to go beyond the traditional lead handoffs and actively influence deal closures need to start thinking about SQLS as a team of buyers instead of an individual. Digital Guided Selling software leads your SQLs and their buying committees to personalized test drives, microsites, and product catalogs, giving sales teams access to not one but multiple leads on the same account and improving deal closure rates.
Remove buyer indecision on website to stop losing sales
Lead buyers to personalized product recommendations
It does not matter what cutting-edge solutions you offer if your buyers cannot discover them. Ask your website visitors pointed questions and easily guide them to the products they need.
95% of leads never purchase
Pass your sales team high-quality leads only
When it comes to leads, let’s face it – more is not better. Our digital guided selling solution walks your website visitors through a set of curated questions to help you identify high quality leads from random visitors. This way, you help your sales team do less work and close more deals.
Stop relying on page views to understand buyer intent
Get a deeper understanding of buyer needs
Your regular page view analytics misses out on around 50% of the buyer intent. Use the digital guided selling tools to examine what questions your visitors answered and skipped to gauge their intent and needs.
Want to reduce buyer uncertainty and
identify high-quality leads?
“Great engagement and delivery”
Expedite Commerce has been a great partner in our push to modernize our inside sales platform. They joined in business facing meetings, worked with us on training, kept their promises and delivered on schedule. There’s not much more you can ask of a technology company.
Jeff Lindse
Manager Applications Development
Brinks Home Security
“Expedite Commerce is a great platform integrated by great people delivering excellent products”
Expedite Commerce is evolving our business engagement, product & functional workflow management, and integration with CRM functionality to ensure tight alignment between our customer & product delivery
Joe
Sr. Director Customer Operations + Solutions
Transaction Network Services
Appreciated by customers
Three simple steps to kickstart your
Digital Guided Selling journey with us
Schedule a demo
Plan your implementation
Go live in a few weeks
Avoid regrets. Choose confidently.
Our 90-day promise
If you decide the solution is not right for you within 90 days, you only pay for 90 days of subscription and any consumed services.
Our implementation service
Achieve rapid time-to-market with our tailored implementation approach, combining effective methodologies and powerful tools. Our experienced specialists help you go-live in just a few weeks.
Emerge as a Marketing Hero
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Frequently Asked Questions
How does guided selling work for product discovery?
Guided selling provides customers with an intuitive product discovery experience, allowing them to quickly find the features and options that best fit their needs. It does this by presenting customers with tailored questions on products and services, in a step-by-step process. This helps customers narrow down choices to identify the most suitable product for their needs. The guided selling experience can be further enhanced by providing customers with product recommendations based on their input, as well as detailed product information to ensure they make an informed decision. With guided selling, customers are empowered to find the right products while saving time and effort in their shopping experience.
Guided selling also helps businesses optimize marketing efforts, as it allows them to present customers with relevant offers tailored to their individual needs. This enables businesses to maximize conversions and increase customer lifetime value. In addition, guided selling provides valuable insights into customer behavior, enabling businesses to improve product offerings and optimize the user experience based on data-driven insights.
Overall, guided selling can significantly enhance the customer’s online shopping experience.
What is guided selling in eCommerce?
Guided selling is a key aspect of modern eCommerce and can be seen as a way to bridge the gap between the in-store shopping experience and online shopping. It helps to overcome the limitations of online shopping, such as the lack of direct interaction with sales associates and the inability to physically touch and inspect products. By providing customers with relevant information, recommendations, and support throughout their shopping journey, eCommerce businesses can increase customer satisfaction, loyalty, and sales.
Guided selling can take various forms, such as product finders that ask customers questions about their needs and preferences and then provide them with tailored product recommendations, or chatbots that provide real-time support and assistance. The technology behind guided selling continues to evolve and advance, and many businesses are using machine learning algorithms to personalize the customer experience even further.
In addition to improving the customer experience, guided selling can also provide valuable insights into customer behavior and preferences, which can be used to inform future business decisions and product development. Overall, guided selling is an effective way for eCommerce businesses to differentiate themselves and provide a more personalized, convenient, and enjoyable shopping experience for their customers.
Why is guided selling important?
Why is guided selling important for B2B enterprises?
- Increased Efficiency: Guided selling streamlines the sales process by providing B2B buyers with personalized recommendations and support, reducing the time and effort required to find the right products. This can lead to faster sales cycles and improved productivity for B2B sales teams.
- Better Customer Experience: Guided selling provides B2B buyers with a more convenient, personalized, and efficient shopping experience, which can help to build strong relationships and increase customer loyalty.
- Improved Product Recommendations: By collecting data on customer needs and preferences, guided selling can help B2B enterprises to make more informed product recommendations, which can result in increased sales and improved customer satisfaction.
- Increased Sales: By providing personalized support and recommendations, guided selling can help to increase conversion rates and reduce the number of lost sales opportunities. This can result in a significant boost to overall sales and revenue.
Enhanced Data Insights: Guided selling collects valuable data on customer behavior and preferences, which can be used to inform future business decisions and product development. This can help B2B enterprises to remain competitive and responsive to changing customer needs.
In conclusion, guided selling is an effective way for B2B enterprises to improve the customer experience, increase sales, and gain valuable insights into customer behavior. By leveraging the latest technology and data analysis tools, B2B enterprises can provide a more personalized and efficient shopping experience for their customers.
How to make sense of Guided Selling and CPQ?
Guided selling and Configure, Price, Quote (CPQ) are two related but distinct concepts in the field of eCommerce.
Guided selling refers to the process of providing customers with personalized recommendations and support throughout their shopping journey. It is aimed at enhancing the customer experience and increasing the chances of making a sale by providing relevant and personalized information and support.
CPQ, on the other hand, is a software solution that automates and streamlines the quoting and ordering process for complex and configurable products. It helps sales teams to generate accurate and consistent quotes in real-time, without having to manually calculate prices and options.
Both guided selling and CPQ are important tools for eCommerce businesses, and they can complement each other in a number of ways. For example, guided selling can help customers to narrow down their options and identify the best products for their needs, and then CPQ can be used to generate a customized quote for those products, taking into account all the relevant options and configurations.
In summary, guided selling and CPQ are two interrelated concepts in the field of eCommerce, with guided selling aimed at enhancing the customer experience and CPQ aimed at streamlining the quoting and ordering process for complex and configurable products. By combining the two, eCommerce businesses can provide a more personalized and efficient shopping experience for their customers.
What features must an effective guided selling solution have?
An effective guided selling solution should have the following features:
- Personalization: The solution should be able to personalize the customer experience based on the customer’s preferences, needs, and buying behavior.
- Interactivity: The solution should provide customers with a high level of interactivity through quizzes, product finders, chatbots, or other interactive tools.
- Relevant Recommendations: The solution should provide customers with relevant and personalized product recommendations based on their answers to the interactive tools.
- Integration with Backend Systems: The solution should be able to seamlessly integrate with the eCommerce platform and other backend systems, such as the product catalog, customer database, and order management system.
- Real-time Support: The solution should provide real-time support and assistance to customers through chatbots or other interactive tools, to help them find the best products for their needs.
- Analytics and Insights: The solution should provide valuable analytics and insights into customer behavior and preferences, which can be used to inform future business decisions and product development.
- Scalability: The solution should be scalable and able to handle increasing volumes of customers and transactions as the business grows.
- User-friendly Interface: The solution should have a user-friendly interface that is easy to use and navigate, so that customers can quickly and easily find what they are looking for.
By having these key features, an effective guided selling solution can help eCommerce businesses to enhance the customer experience, increase sales, and gain valuable insights into customer behavior.
What tools and software can you use with guided selling?
There are several tools and software that can be used with guided selling, including:
- Customer Relationship Management (CRM) software: CRM software can be used to store customer data, such as preferences and buying behavior, and use this data to provide personalized recommendations and support.
- Chatbots and AI-powered virtual assistants: Chatbots and virtual assistants can be integrated into guided selling solutions to provide real-time support and assistance to customers, helping them to find the best products for their needs.
- Product Configurators: Product configurators can be used to help customers to configure and customize complex products, and generate accurate quotes in real-time.
- Product Recommendation Engines: Product recommendation engines can be used to analyze customer data and provide relevant and personalized product recommendations to customers.
- Analytics and Business Intelligence Tools: Analytics and business intelligence tools can be used to gather and analyze data on customer behavior and preferences, and provide valuable insights into customer behavior.
- E-commerce platforms: E-commerce platforms such as Magento, Shopify, or Salesforce Commerce Cloud can be integrated with guided selling solutions to provide a seamless shopping experience for customers.
By using these tools and software, guided selling solutions can provide a more personalized and efficient shopping experience for customers, helping to increase sales and customer loyalty.
What are the different types of Guided Selling solutions?
There are several different types of guided selling solutions available for e-commerce businesses:
- Product Configurators: Product configurators are guided selling tools that help customers select and configure products based on specific criteria, such as size, color, and features.
- Chatbots: Chatbots are artificial intelligence-powered tools that can provide real-time support and assistance to customers during the purchasing process.
- Product Finders: Product finders are guided selling tools that help customers find the best products for their needs based on specific criteria, such as budget, usage, and preferences.
- Recommendation Engines: Recommendation engines are guided selling tools that use algorithms to recommend products to customers based on their purchasing history, browsing behavior, and other data.
- Decision Trees: Decision trees are guided selling tools that use a step-by-step process to help customers make informed purchasing decisions.
- Virtual Sales Representatives: Virtual sales representatives are guided selling tools that use artificial intelligence and natural language processing to provide customers with real-time support and assistance.
- Personalized Product Pages: Personalized product pages are guided selling tools that provide customers with personalized product recommendations and real-time support on product detail pages.
These different types of guided selling solutions can be used in combination to provide customers with a more personalized and efficient shopping experience, increasing the likelihood of a successful sale and improving customer satisfaction.
When does my website require Guided Selling and Online Product Guides?
Your website may require guided selling and online product guides if:
- You sell complex or customizable products: Guided selling can help customers to understand the different options and configurations available, and find the best products for their needs.
- You want to improve the customer experience: By providing customers with personalized recommendations and support throughout their shopping journey, you can enhance the customer experience and increase customer loyalty.
- You have a large product catalog: With a large product catalog, it can be difficult for customers to find the products they need. Guided selling can help to streamline the customer journey and make it easier for customers to find what they’re looking for.
- You want to increase conversion rates: By providing personalized support and recommendations, guided selling can help to increase conversion rates and reduce the number of lost sales opportunities.
- You want to gain valuable insights into customer behavior: Guided selling can provide valuable insights into customer behavior and preferences, which can be used to inform future business decisions and product development.
How does Guided Selling work and how does it increase my sales?
Digital guided selling is an e-commerce tool that helps customers navigate the buying process and find the best products for their needs. By providing a personalized, interactive, and efficient shopping experience, digital guided selling can significantly impact sales for B2B and B2C businesses. Here’s how:
- Improved Customer Experience: Digital guided selling provides customers with a more personalized and efficient shopping experience, reducing friction and increasing engagement, making it more likely that customers will complete a purchase.
- Increased Conversion Rates: By providing relevant product recommendations and real-time support, digital guided selling can increase the likelihood of customers making a purchase, leading to higher conversion rates.
- Increased Customer Loyalty: By providing a positive and personalized shopping experience, digital guided selling can increase customer loyalty, leading to repeat purchases and higher lifetime customer value.
- Better Product Recommendations: Digital guided selling tools can analyze customer data and behavior to provide more accurate and relevant product recommendations, increasing the likelihood of a successful sale.
- Real-time Support: Digital guided selling can provide real-time support and assistance to customers through chatbots or other interactive tools, helping to address customer questions and concerns and increasing the likelihood of a successful sale.
- Streamlined Buying Process: By automating the buying process and reducing the need for manual support, digital guided selling can help to streamline the buying process and increase efficiency, leading to higher sales and improved customer satisfaction.
Guided selling in B2B: how it works?
Guided selling in B2B e-commerce specifically helps businesses to streamline their buying process by providing interactive tools and software to guide customers through the buying journey. The process of guided selling in B2B typically involves the following steps:
- Customer Profiling: The first step is to gather information on the customer, such as their business size, industry, and specific needs. This data can be collected through customer surveys, website interactions, or other means.
- Personalization: Based on the customer data collected, the guided selling solution can personalize the customer experience by providing relevant and personalized product recommendations, and customizing the user interface based on the customer’s specific needs and preferences.
- Interactive Tools: B2B guided selling solutions typically use interactive tools, such as product configurators, chatbots, or other interactive tools, to engage with customers and help them find the best products for their business needs.
- Product Recommendations: Based on the customer’s answers to the interactive tools, the guided selling solution can provide relevant and personalized product recommendations, taking into account factors such as quantity, delivery options, and pricing.
- Real-time Quoting: Guided selling solutions in B2B e-commerce can also provide real-time quotes and support, helping customers to make informed buying decisions. This includes providing detailed quotes, delivery and payment options, and real-time pricing updates.
- Order Processing: Finally, once the customer has made their selection, the guided selling solution can process the order and provide the customer with a detailed quote, including delivery and payment options.
By using these steps, guided selling solutions in B2B e-commerce can help businesses to simplify their buying process, increase sales, and improve customer loyalty.
Where does guided selling come in?
Guided selling comes in as a step or a process within the overall customer journey in e-commerce. Guided selling can be used to help customers make informed purchasing decisions by providing them with personalized product recommendations and real-time support. This can occur at different stages of the customer journey, such as:
- Pre-purchase: Guided selling can be used to help customers research and compare products before making a purchase.
- During Purchase: Guided selling can be used to help customers make informed purchasing decisions by providing them with personalized product recommendations and real-time support.
- Post-purchase: Guided selling can be used to help customers with product usage and support, helping to ensure customer satisfaction and increase the likelihood of repeat purchases.
Guided selling is typically integrated into a company’s e-commerce platform and can be used in conjunction with other customer-facing tools and software, such as product finders, chatbots, and personalized product recommendations. The goal of guided selling is to provide a more personalized and efficient shopping experience for customers, helping to increase sales and customer loyalty.
