According to the cited research, what percentage of the B2B enterprise buying process do buyers complete before contacting sales?

TJ WalkerTJ Walker Success

70% of the Buying Process Happens Before Contact: Are You Ready?

29 Sept 2024 · 0 min

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A short transcript excerpt from a talk (TJ Walker) citing research by Six Sense that reports buyers in B2B enterprise complete about 70% of the buying process before contacting a salesperson. The clip emphasizes pre-sales research behavior and the implication that sales teams may encounter buyers late in the decision cycle.

Questions this video answers

70%

Whereas if you put up an article that says, here is some research that we've done and in the research that we've done. So, for example, six Sense is a company that does a lot of research, and they've done some research and found that 70% that when people are looking at B2B Enterprise, what they're looking at is that they will actually go 70% of the way through the buying process before they contact a salesperson.