Unlocking B2B Sales Magic: Customer Management & Promotion

Customer Management

Hold on your hats, folks! If you think our previous blog Optimizing B2B Sales: Storefront & Product Management By Salesforce was a thrilling and information-packed adventure, buckle up because this time we are taking it up a notch! As we explore the significance of accounts and contacts, the power of buyer groups, and the allure of promotions that leave your buyers spellbound.

Meet the Account: Your Trusted Buddy

In the wild world of B2B Commerce Cloud, an Account is like a buddy you interact with. It’s basically a fancy way of saying it’s a business or organization that you deal with. Usually, it’s your precious customer or client company.
These Accounts are packed with details like company name, address, industry, and more. Accounts are used to track and manage business relationships and interactions with your customers.

Introducing the Contact: The Key Players

A Contact, on the other hand, is like the individual peeps associated with an Account.

Contacts are usually employees or representatives of the customer company.
They may be the key decision-makers or primary contacts for a particular Account.

Buyer Users and Buyer Managers: A Power-Packed Duo
Within Contacts, there are two types –

What Does Buyer Group Mean?

In Salesforce B2B Commerce Cloud, there is a fantastic thing called ‘Buyer Group’ that allows businesses to categorize and group their customers based on specific criteria or attributes.
These criteria could include factors such as industry, location, purchasing behavior, or any other relevant characteristics.

How Beneficial A Buyer Group Is!

By imposing below benefits, businesses can boost customer satisfaction, increase loyalty, and drive revenue growth.

Personalized Shopping Experience:
Each group can see customized product catalogs, pricings and promotions based on their specific needs and preferences and speeds up the checkout process.
Access Control and Security:
Customers can see and purchase only those products relevant to their group, while also safeguarding sensitive information and preventing unauthorized access.
Targeted Marketing and Promotions:
With buyer groups, businesses can create targeted marketing campaigns and promotions tailored to specific customer segments.
Improved Customer Loyalty:
Satisfied buyers are more likely to become repeat customers, leading to long-term business relationships and increased revenue.

Why Do Your Buyers need Account and Contact?

Well, to access your amazing storefront and its functionality, each buyer requires a contact record and user record.

And if you want to share the same products and prices with multiple buyer accounts, you can even add them into the same buyer group.
But here is a catch: each contact must have a connection with an account, and each account must be assigned to a buyer group. It’s all about keeping things organized!

What’s the Deal with Entitlement Policy?

Entitlement policies might sound fancy, but they’re just the rule-makers in the crazy world of online shopping. They decide who gets the access of which products on commerce platform.

Empower Your Business with Advanced Entitlement Features

1. Simplified Entitlement Policies: Seamlessly bring together buyer groups and products with easy-to-configure entitlement policies.
2. Personalized Access Control: Ensure each buyer group receives appropriate access to products, pricing, promotions, and features, based on their categorization and agreements with the seller.
3. Organized Business Management: Keep your business well-organized and your customers satisfied by providing them with a personalized and secure buying experience.
4. Default Entitlement Bundles: Your own store comes with a default buyer group and entitlement policy, simplifying the setup process like the perfect pairing of peanut butter and jelly.
5. Versatile Support: Salesforce B2B stores offer support for multiple entitlement policies, allowing you to cater to all your buyer groups and their specific needs.

Guest User Experience

Let’s open the doors and welcome the public! A guest is someone who hasn’t logged in to your store as an authenticated customer. Depending on what you allow, these guests can wander around your store, throw products into their cart, and even place orders.
Our experts understand the significance of delivering a seamless experience, and they possess the expertise to optimize all aspects for a superior performance.

Alright, you are all caught up with customer management. Now, it’s time for the buyer’s favorite showstopper: PROMOTION!

The Star of the Show: B2B Commerce Promotion

What Does Promotion Actually Mean?
Promotion is a feature within the Salesforce B2B Commerce platform that enables businesses to create and manage various types of promotions and discounts for their B2B customers. When you create a commerce promotion, you configure the discount, when to apply it, who can receive it, and whether to require a coupon.

Why Promotions?
With Salesforce B2B Commerce Promotion, businesses can craft clever discounts and incentives. Now, ask yourself some questions.

Want to reward your most loyal clients with exclusive deals? Done!
Salesforce B2B Commerce enables you to easily implement exclusive deals and rewards for your most loyal clients, ensuring they receive special offers and incentives.
Need to clear out that surplus inventory? Easy peasy!
Clearing out surplus inventory becomes a simple task, as it provides efficient tools and functionalities to manage inventory and run promotions to sell excess products.
Want to boost sales during holiday seasons or special events? Piece of cake!
Salesforce B2B Commerce makes it a breeze to boost sales during holiday seasons or special events by allowing you to set up targeted marketing campaigns, discounts, and promotions to attract and engage customers during these periods.

Everyone wants to be the star of the show and attract those big-shot buyers. That’s where B2B Commerce Promotion swoops in like a superhero! These promotions are designed to entice customers to make purchases, increase order value, and foster customer loyalty.

Level Up Your Shopping Game with Groovy Promotions

Automatic Promotions: These are the “Set it and Forget it” types. They’ll magically apply when you meet the criteria, just like a genie fulfilling your shopping wishes. Such as,

Coupon Promotions: You have to apply manually to the cart at the time of checkout. It’s like cracking a secret code to unlock extra savings.

Before moving forward, do you remember we talked about Buyer Group above? You must wonder what it is and why add buyers to a buyer group? Let’s dig deep into it!

Quoting Module: Streamlining Complex Pricing Scenarios

Salesforce B2B Commerce provides a feature called ‘Request quote’ for your buyers at the time of checkout, if you’re not getting the deal you want or just feel like you deserve an extra sprinkle of discount, just hit that ‘Request quote’ button!

Here’s how it works

For example,
Meet Paul, the computer shop owner, is a long-time customer. So, he may be interested in receiving an additional discount.
He adds some monitors to his cart, but he’s thinking, “Hey, I’ve been a loyal customer for ages, where’s my special treatment?“
So, he hits that ‘Request quote’ button, writes down some details, and submits the form.

Then, David, the account owner, gets a buzz about Paul’s discount request through chatter. David’s got the power to check Paul’s shopping history and reward his loyalty with a sweet discount.

What is Price book and how different price books are beneficial?

The price book is a feature that allows you to manage and organize pricing information for your products or services.
You can configure standard price books, custom price books for specific stores or buyer groups, and even strikethrough price books to highlight discounted prices.
This flexibility in pricing management ensures that customers see accurate and relevant pricing information based on their buyer tier or negotiated contracts.

Effective product search and transparent pricing contribute to a smooth buying experience, instilling confidence in customers and increasing conversions.

Additionally, Paul is likely to return for another purchase, David can update the price of Monitor. So, Paul will get the same deal next time. Once approved, it becomes an order, and the invoicing and shipping process begins. As well as Paul can easily track the status of his order.

Conclusion

And there you have it, the magical bond between Account and Contact! With Salesforce B2B Commerce, businesses can streamline their customer interactions, create promotions, and ensure a personalized shopping experience for each buyer group. Entitlement policies work their rule-making magic, while the Quoting Module lets customers request extra discounts like pros. Remember, it’s all about making your buyers feel special and keeping them coming back for more!

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