Harnessing the Power of Both Worlds: How IN2TEC is Revolutionizing Sales in the Digital Age
In today's digital world, businesses face a growing challenge: blending the convenience of online sales with the personal touch buyers still want. According to Statista, online sales of tools and machinery currently make up 33.2% of the market and are expected to grow to 42.3% by 2028 (see the graph below reference). This shift reflects changing buyer behavior, especially among Gen Z and Gen Y, who prefer self-service options online. However, many buyers still seek help during their purchase journey due to time constraints or a short attention span.
This is where IN2TEC steps in, offering a platform that connects manufacturers with sales representatives who provide ongoing support, much like Apple’s Genius Bar. This combination of personal support and online efficiency helps businesses maintain a human touch while keeping the speed of digital commerce.
The Changing Landscape of B2B Sales: A Hybrid Approach
The way businesses purchase tools and machinery is rapidly evolving. The shift toward digital is undeniable, but it’s not just about moving transactions online; buyers still require a blend of online convenience and personal support to make informed decisions.
A recent Gartner study highlights how buyers are spending their time: dividing it between meetings with suppliers and conducting both online and offline research. While online research has increased, buyers also rely heavily on personal relationships and expertise during the decision-making process. Research by McKinsey & Company further confirms this trend: 70% of B2B decision-makers are now open to making new, fully self-service, or remote purchases valued at over $50,000. This shows that while digital channels are becoming dominant, there is still a significant demand for human interaction, especially in high-stakes decisions.
IN2TEC bridges the gap, allowing manufacturers to provide buyers with direct assistance while leveraging the convenience of digital sales.
Catering to Gen Z and Gen Y Preferences
Generation Z and Generation Y are transforming B2B purchasing. These digital natives are accustomed to researching and shopping online and value quick, self-service experiences. A significant portion of these buyers prefers to avoid lengthy calls or face-to-face meetings, favoring platforms that allow them to gather information at their own pace.
However, despite their preference for self-service, they still require assistance during the buying process. According to PwC’s Future of Customer Experience Report, 82% of consumers, including B2B buyers, want more human interaction in the buying process. The report also highlights that even digital-first buyers, such as those in Gen Z and Gen Y, still value personalized service.
These buyers often lack the time or attention span to sift through the vast amount of information available online and prefer tailored guidance at key decision points. IN2TEC offers manufacturers the opportunity to connect with these buyers at the right moment, providing the proper product and on-site support needed for efficiency.
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The Role of Sales Reps in the Digital Age
Although digital tools have transformed the buying process, the role of the sales representative remains critical. Gartner's study shows that buyers spend approximately 17% of their time meeting with suppliers, while online research occupies an increasing portion of their efforts (see the chart below for reference). This shift doesn’t diminish the importance of human connections; it enhances it. Buyers want personalized advice, but on their terms—when they need it and in a way that fits into their fast-paced schedules.
A Forrester study further supports this, showing that 60% of B2B buyers still prefer to talk to a sales rep when considering a purchase, especially for more complex products and services. IN2TEC embraces this new dynamic by enabling manufacturers to seamlessly integrate knowledgeable sales professionals into their online strategy. By connecting buyers with U.S.-based sales experts who work on a commission basis, businesses can offer the human support their customers need while keeping costs efficient and results-driven.
Conclusion: Embracing the Future of B2B Sales with IN2TEC
As online sales in the tools and machinery industry continue to grow, so does the need for a hybrid approach that combines the best of digital and personal sales strategies. IN2TEC offers a unique solution for manufacturers, connecting them with sales professionals who can bridge the gap between self-service and human interaction. By catering to the changing preferences of Gen Z and Gen Y buyers and offering expert guidance when it's most needed, IN2TEC helps businesses thrive in a rapidly evolving market.
The future of B2B sales isn’t about choosing between digital or personal—it’s about combining both for maximum impact. With IN2TEC, manufacturers can do just that, staying ahead of the curve and meeting their customers' needs as efficiently and effectively as possible.
Learn more at https://intutec.io/
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