The weight of the sale fell almost 100% on the sales team

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In today's world marked by the health crisis , social relationships have changed, especially work-related ones , so face-to-face communications that were already losing their importance have completely taken on an extra role.

How are relationships established now? This is one of the great challenges of industrial marketing for 2021. But the truth is that the basis of B2B relationships today is none other than company information on the Internet, it's that simple.

The vast amount of information available on the engineering directors email list Internet means that professional buyers are better informed , they consider more purchasing options, consult various sources... For example, a consumer who wants to change the brand of milk they buy will search on the Internet to find the one with the least sugar, the origin of the product, how the cows were raised, whether it has any type of nutritional supplement, etc. If this happens with a B2C product that costs less than a euro, imagine all the information that someone who wants to hire a service or product worth thousands of euros for their company will search for, especially taking into account that several people from the same company are usually involved in these purchasing decisions.

Industrial marketing content influences purchasing decisions
In the long journey of a B2B purchase, online content is an always-on source of information, as it is there every time a buyer moves forward in their journey. That's why the best content marketing for B2B companies uses the terms that customers usually use when searching or querying, so that buyers will come to you, and not the other way around. And this is the basis of inbound marketing .