The sale of retail products online has been an unstoppable trend for years and is now taking on considerable proportions. The ease of making a purchase, the infinite supply that exists online and the tremendous push from leaders such as Amazon or Alibaba have caused physical stores to suffer as they see that consumers are getting used to buying without leaving home.
While online retail sales are an unstoppable trend in e-commerce , the online wholesale sales channel is still virgin territory. It is clear that the model of “I see it, I add it to my cart, I pay and I receive it at home” is not a viable format for selling, for example, custom software, industrial products, higher education, insurance, consulting… These are complex products, with a very long sales cycle, requiring many decision-makers, with a significant risk in the decision-making process and a high cost .
When a businessman who sells complex products sees the online sales cyclone shake his environment, he may think: this topic doesn't affect me. Books, music, movies and video games are the favorite products to buy online; followed by electronics and computers and clothing and footwear. If
There are entrepreneurs who think that czechia email list because their product is complex, expensive and requires a long sales cycle, they are safe. Others believe that they can take advantage of this inertia to set up an online store and sell anything in a shopping cart.
It will undoubtedly be very difficult to market complex products online in a traditional format that closes the sale and collects payment, but how can a company that works for companies take advantage of the momentum of online sales ?
Purchasing decisions in B2B companies
Not all purchasing decisions are equal . First, let’s think about: “Where to buy printer toner?” And second: “How to implement ISO standards in my company?”
For the first question, the answer is given in a few minutes and the decision is made by any employee with delegated purchasing power. For the second, a complete review of several departments, an analysis of alternatives, several budgets and a decision by the board of directors is required .
If the product your company sells has a sales cycle similar to the second answer, you are ready to enter inbound marketing . These are the specific elements that an inbound-friendly product or service has.
