What’s Blocking B2B Online Sales Today? E-book: The B2B Product Catalog That Sells

A B2B Product Catalog That Actually Sells

53% of companies plan to increase their online spending in the coming year. Is your product catalog ready for that?

Today’s B2B buyers want to purchase independently: visit the website, find the right product, compare variants, check availability and commercial terms — and place an order.

No phone calls.

No emails asking for “the specification.”

No guessing what they’re actually buying.

The problem?

In many companies, the offer is still fragmented: parameters in Excel, images in folders, descriptions in Word files, prices and stock in the ERP — and the key differences between variants… only in sales reps’ heads.

The store or marketplace becomes just a façade hiding chaos underneath.

Sales don’t scale, because every customer decision still requires human involvement.

And that means real lost revenue. Our analysis of the e-Izba report shows that the B2B e-commerce market is growing — but only companies with structured product data can fully benefit from it.

This e-book shows you how to build a B2B catalog that truly supports online sales

— before you invest in a new store, integrations, or advertising.

What exactly will you learn?

This is not theory. It’s a structured, practical model for working with a B2B product catalog. After reading, you’ll know:

• how to design a product page that guides the customer from variant selection to purchase decision,
• how to deal with issues like non-comparable parameters,
• how to structure attributes, variants, and categories so they can be filtered, compared, and configured,
• which technical parameters and files are critical for building trust and eliminating follow-up questions,
• why a lack of data standards blocks filters, search, and sales,
• how a single, central source of product data shortens time-to-market and reduces operational costs,
• how a well-prepared catalog relieves sales teams and increases the share of self-service orders.

Practitioner insights — not just theory

The e-book includes commentary and real-world experience from B2B e-commerce experts and technology partners who work with B2B organizations on multiple fronts.

Their perspectives show how decisions about product data directly affect conversion rates, customer service, and sales scalability.

Inside, you’ll find expert insights from:

• Macopedia
• AB Bechcicki
• Strix
• Satisfly
• E-handel w praktyce

You’ll also find a case study of AB Bechcicki, demonstrating how organizing a catalog with hundreds of thousands of SKUs leads to greater customer autonomy and tangible relief for the sales team.

Who is this e-book for?

This guide is for manufacturers and companies already selling B2B — as well as those planning to launch in the coming year.

It’s especially valuable for teams responsible for creating, managing, and maintaining commercial offers, as well as anyone involved in introducing products to the catalog.

If you’re planning to grow B2B online sales, remember:

The store is just the storefront. The heart of sales beats in the catalog.