According to Gartner, sales reps today have just about 5% of a B2B buyer's time before they make a purchase. Yet, the B2B buying journey is long and complex with an average of 11 (and upwards of 20) buyers involved in the process.
Both sellers and buyers want to make this process better and easier. In fact, B2B buyers are more comfortable purchasing products and services valued at over $50,000 via a digital self-service model.
The Buying Experience Matters Infographic
Based on these trends, we believe that it requires reevaluating B2B sales processes to better address buyer’s needs. We pulled together key stats to highlight the importance of the buyer experience and why it matters:
An average of 11 and up to 20 decision makers are involved in B2B solution decisions (Gartner, 2019 Gartner Buyer Survey, 2019)