Industrial purchasing process: How has it evolved?
Posted: Thu Dec 05, 2024 5:44 am
The same people who buy consumer products are the ones who influence professional purchasing decisions, so they increasingly demand a similar shopping experience. In this sense, the B2B buyer expects an increasing level of personalization and relevance.
Fact: 72% of buyers expect a supplier offer tailored to their taiwan whatsapp number data needs, and 67% have changed suppliers looking for a purchasing experience more similar to that of the end consumer (Salesforce, 2018).
In addition, we are subject to countless commercial impacts of all kinds in which both channels are mixed. The attention economy has been greatly altered, so B2B companies not only compete with each other for views of their messages and content, but also with B2C brands.
Another fact: Most consumers in the Western world are exposed to around 4,000 to 10,000 advertisements a day (Simpson, 2017).
4. Maintaining consistent messaging across all channels is key.
Therefore, it is not only about using multiple communication channels with our target customer but also about demonstrating the consistency of our messages and content in each of them. Thus, a face-to-face work meeting with a supplier can be combined with the downloading of brochures, catalogues or tutorials that reinforce the sales team's commercial arguments. B2B marketing has become a point of reference within the company to reinforce the expectations generated in the pre-sale.
Evolution of the industrial purchasing process
These 4 keys to the industrial purchasing process force us to rethink the sales funnel and get to know in depth who is who in the decision-making process, the way they interact with the content we provide and the channels they spend time on. Would you like to attend some of the training sessions we organize for B2B companies? Request a consultation with our team.
Request a consultation
Fact: 72% of buyers expect a supplier offer tailored to their taiwan whatsapp number data needs, and 67% have changed suppliers looking for a purchasing experience more similar to that of the end consumer (Salesforce, 2018).
In addition, we are subject to countless commercial impacts of all kinds in which both channels are mixed. The attention economy has been greatly altered, so B2B companies not only compete with each other for views of their messages and content, but also with B2C brands.
Another fact: Most consumers in the Western world are exposed to around 4,000 to 10,000 advertisements a day (Simpson, 2017).
4. Maintaining consistent messaging across all channels is key.
Therefore, it is not only about using multiple communication channels with our target customer but also about demonstrating the consistency of our messages and content in each of them. Thus, a face-to-face work meeting with a supplier can be combined with the downloading of brochures, catalogues or tutorials that reinforce the sales team's commercial arguments. B2B marketing has become a point of reference within the company to reinforce the expectations generated in the pre-sale.
Evolution of the industrial purchasing process
These 4 keys to the industrial purchasing process force us to rethink the sales funnel and get to know in depth who is who in the decision-making process, the way they interact with the content we provide and the channels they spend time on. Would you like to attend some of the training sessions we organize for B2B companies? Request a consultation with our team.
Request a consultation