Purchasing decisions in B2B companies

samiaseo222 · Post by **samiaseo222** » Sat Jan 25, 2025 3:20 am

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 uae email list 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:

Importance . Is senior management involved in the purchase? Is it a top priority for your prospects? If a decision is business-critical, your prospect should be working to get it right.
Cost and time . Does your product require a high investment? Does it require long-term commitments? If it involves a high cost and requires maintaining the decision for many years, an inbound strategy will allow your customers to make an informed decision.
Complexity . Do you sell a complex product range that requires research to understand basic concepts? Does it take weeks of study to value the benefits? The more research a decision requires, the more successful inbound work is.
Risk . What are the risks involved in the decision? What are the bad things that could happen if your potential customer makes a wrong decision? Are the disadvantages limited to the price of the product, or does this decision set your company on a new course that also affects many other decisions? The riskier a decision is, the more evidence is sought, so inbound marketing is going to be crucial.
Buying printer toner is a quick decision because it is not a big deal, it is not expensive, it is risk-free and it is very simple. In 20 minutes the operation can be completed from the moment the need is detected until it is taken to the store or purchased on Amazon.