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Optimizing the seller’s position at the early stages of the buying process

Modern industrial marketing in the concrete industry


It is a well-known fact that when it comes to industrial buying processes, there are numerous individuals involved. It is also known that the finalization of sales predominantly takes place in face-to-face meetings between buyer and seller, though 70% of buying decisions in industrial businesses are actually made before buyers and sellers get into contact with one another (Fig. 1). Collecting and identifying trustworthy information is carried out by all members of the buying center. This applies to solutions addressing buyers’ needs and potential sellers just the same. How can we then make sure that buyers choose the solutions we offer and that they choose us as their supplier? Do we even precisely know what their needs are and what these needs are grounded on? Modern industrial marketing taking advantage of digitalization and marketing technologies in general will not only address the above questions, but ultimately strive at better and faster sales!

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CPi worldwide journals are trade journals for the concrete and precast concrete industry that are published in 12 different language editions in more than 170 countries. These trade journals, with their practical editorial reporting on research, production and applications, are specifically addressing the decision makers of the concrete and precast concrete industry.

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