Industrial purchasing process: How has it evolved?
Posted: Thu Dec 05, 2024 5:44 am
B2B customers are becoming more demanding in their purchasing process, forcing sales and marketing departments to review their strategies and tactics. Do you want to know what you should take into consideration?
We present 4 aspects that you should consider in your marketing and sales strategy regarding the industrial purchasing process.
One of the first actions we take when we start a new collaboration with a client is to present how the purchasing experience has been transformed in B2B environments. Decision-making has evolved and increasingly, one alternative or another is chosen in a collegial manner.
The B2B customer is increasingly demanding, which forces taiwan whatsapp number data current sales and marketing departments to adapt to a customer journey that is constantly changing. There are more points of contact and new ways of consuming content. Some of the key points that we cover in the initial training sessions are the following:
1. The number of people involved in the industrial purchasing process is increasing:
Decision making , especially in complex or high-value acquisitions, is no longer the responsibility of a single person. It is common to establish formal or informal purchasing groups made up of several people who evaluate their needs, the alternatives available on the market and influence the final decision. But not only is it increasingly common to involve more people in decision making, but these groups involve a greater number of people.
A fact: In companies with between 100 and 500 employees, it is estimated that between 7 and 15 people are involved in any purchasing decision (Gartner – Others, 2022).
2. The pandemic has brought with it new purchasing habits and middle managers are practically digital natives.
Over the past five years, the amount of time a buyer spends researching, comparing alternatives and sharing opinions within a company before contacting a sales department has increased.
Fact: 45% of B2B technology buyers are between 25 and 34 years old (TrustRadius, 2021).
We present 4 aspects that you should consider in your marketing and sales strategy regarding the industrial purchasing process.
One of the first actions we take when we start a new collaboration with a client is to present how the purchasing experience has been transformed in B2B environments. Decision-making has evolved and increasingly, one alternative or another is chosen in a collegial manner.
The B2B customer is increasingly demanding, which forces taiwan whatsapp number data current sales and marketing departments to adapt to a customer journey that is constantly changing. There are more points of contact and new ways of consuming content. Some of the key points that we cover in the initial training sessions are the following:
1. The number of people involved in the industrial purchasing process is increasing:
Decision making , especially in complex or high-value acquisitions, is no longer the responsibility of a single person. It is common to establish formal or informal purchasing groups made up of several people who evaluate their needs, the alternatives available on the market and influence the final decision. But not only is it increasingly common to involve more people in decision making, but these groups involve a greater number of people.
A fact: In companies with between 100 and 500 employees, it is estimated that between 7 and 15 people are involved in any purchasing decision (Gartner – Others, 2022).
2. The pandemic has brought with it new purchasing habits and middle managers are practically digital natives.
Over the past five years, the amount of time a buyer spends researching, comparing alternatives and sharing opinions within a company before contacting a sales department has increased.
Fact: 45% of B2B technology buyers are between 25 and 34 years old (TrustRadius, 2021).