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Wednesday Wisdom: The Great Gate Debate - To Gate or Not to Gate
Happy Wednesday Wisdom 🧠 Last week, we released a new report based on our B2B Buyer Experience Research that details the activities buyers get up to during their purchase journey. An important finding from that report is that barely over 30% of active buying team members ever fill out forms - even on vendors' websites they…
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Metric Monday: Little Impact on Initial Buyer-Seller Engagement, Except for This...
B2B buyers dedicate approximately 70% of their purchasing journey to researching solutions and vendors before engaging directly with sellers. This point of first contact is remarkably consistent across industries and departments, as well as solution and purchase types, and solution price points. Interestingly, we…
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Wednesday Wisdom: New Report Release from Our Buyer Experience Research - Exploring the Dark Funnel
Happy Wednesday Wisdom 🧠✨ A new report from our Buyer Experience Research series has just been released! From the previous reports in this series, we know very well that the buyer is in control. When evaluating B2B investments, they spend 70% of their time doing as much research as they can before having direct…
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Metric Monday: Timing in B2B Buying – Winning vs. Losing Vendor Contact Points
If you've come across any part of 6sense Research's B2B Buying Journey Research, you've likely encountered the stats: B2B buyers are 70% through their buying process by the time they engage sellers directly, and, when they do engage, they do it at a time of their choosing, reaching out first to the vendor that…
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Wednesday Wisdom: NEW Marketer Compensation Report - Your Guide to Compensation Trends
Hey all, Our 2023 Compensation Report for B2B Marketing Roles is now live💸! We surveyed over 650 marketers from a variety of industries, marketing disciplines, and organizational levels - from individual contributors to CMOs - and asked them how much they are being paid. Marketers shared their base salary, average annual…
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Metric Monday: Exploring Buying Cycle Length in Manufacturing
Happy Metric Monday! Who has had the chance to dive into our latest report from our Buyer Experience Research, "Why Some Buying Journeys Are Longer Than Others"? It's filled with data on how B2B buying cycle lengths vary based on factors such as the type of solution being purchased, the cost of the purchase, the number of…
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Wednesday Wisdom:NEW Report Release from Our Buyer Experience Research-Unpacking Buying Cycle Length
It's a very happy Wednesday Wisdom because 6sense Research just released a new report informed from our Buyer Experience research! In this report, we focus on all things related to buying cycle length. The saying "Time is money" holds its weight - longer buying cycles directly postpone revenue realization for provider…
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Metric Monday: How many competitors are you up against?
Sellers, do you know how many competitors you're up against? Detailed in our 2023 Buyer Experience Report, we surveyed nearly 1,000 B2B buyers and found that they typically shortlist an average of 4 providers during their decision-making process (*but, if you caught our post last week you'll know they largely make their…
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Wednesday Wisdom: 6sense Revenue Technology Guide
Hi everyone, Happy Wednesday (Wisdom)! Today's recommended read is the 6sense Revenue Technology Guide. In a world of ever-expanding martech, navigating through complicated maps and endless categories is a big challenge. At 6sense, our focus is on simplifying the process rather than adding to the complexity. The Revenue…
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Wednesday Wisdom (Just In): What Research Says About When B2B Buyers Reach Out to Sellers
It's a very happy Wednesday (Wisdom✨) because we have a new read! As you might know from the 2023 Buyer Experience Report, B2B buyers dedicate a whopping 70% of their decision-making process to independent research before engaging with vendors. In our latest article Don't Call Us, We'll Call You: What Research Says About…
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Metric Monday: How much influence do sellers have on the purchase requirements of B2B buyers?
Hey all, Its been a couple weeks since we've had a Metric Monday due to the holidays. But we're back and today's metric is 🔥 As sellers, how much influence do we have on the purchase requirements of B2B buyers? Discussed in our 2023 Buyer Experience Report, a striking 78% of buyers revealed they've completely or largely…
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Wednesday Wisdom: What Dogs Can Teach Us About Buying Group Data (An Article)
Happy Wednesday (Wisdom 😉)! Today we are highlighting a blog written by 6sense Research's very own @Kerry. What Dogs Can Teach Us About Buying Group Data provides an excellent analogy and explanation of the limitations that result when we rely on form-fill leads. Just as dogs might sense things we as humans cannot, modern…
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Wednesday Wisdom: CMO Compensation $$ (A Report)
Hi all, Last year, 6sense Research surveyed nearly 400 CMOs and other senior-level B2B marketing leaders about their pay and compensation packages. We expanded the same study this year to include all levels in marketing and we can't wait to share that report with you all very soon! In the meantime, the CMO report is super…
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Wednesday Wisdom: How B2B Revenue Teams Understand Prospect Behavior (A Report)
Hey all, Last year, 6sense Research surveyed 169 B2B practitioners to explore the tools and signals they utilize in understanding their target accounts and buying groups. This year, we've expanded the study, receiving just under 700 responses from B2B professionals and incorporating additional survey questions. Currently,…
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Metric Monday: Who Initiates Contact During B2B Purchases? Do Buyers or Sellers Make the First Move?
Happy (Metric) Monday! 6sense Research surveyed over 900 B2B buyers for insights into their recent purchases. What we got is a ton of answers to questions like, Who takes the first step in initiating contact during the B2B purchase journey? When B2B buyers are ready to engage, they take the lead by initiating first contact…
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Wednesday Wisdom: The Three Alignments in B2B (Part 3)
Happy Wednesday (Wisdom)! We're taking a ✨brief✨ pause from the latest insights of The 2023 Buyer Experience Report, to share the third installment of the 3-part series, "The Three Misalignments." Aptly titled, Misaligned Marketing KPIs are Hurting B2B Teams, dives straight into the impact of outdated metrics on ABM…
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Metric Monday: How far along in the buyers journey are B2B buyers when they finally engage sellers?
As you might have read in this post, we recently wrapped up a survey asking 900+ B2B buyers about their experience. What did we find? B2B buyers are 70% of their way through their buying process by the time they engage sellers directly. In a typical deal cycle, that’s eight months in. This means buyers have started their…
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Wednesday Wisdom: The Three Alignments in B2B (Part 2)
Happy Wednesday (Wisdom) ✨ Following last week’s Wednesday Wisdom read, we have the second installment in @Kerry's three-report series, the “Three Alignments.” The series dives into prevalent misalignments that hamper the productivity of B2B revenue teams and, most importantly, offers solutions. Today, we shine the…
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Metric Monday: A Sneak Peek Stat from the 2023 B2B Buyer Experience Report...
With just one week to go until the release of our 2023 B2B Buyer Experience Report, 6sense Research can't resist sharing one of the findings a tad bit early 😉 From our research involving over 900 B2B buyers, we found that… Buyers engage with sellers at the same point in the buyer’s journey, regardless of their level in the…
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Wednesday Wisdom: The Three Alignments in B2B (Part 1)
Happy Wednesday (Wisdom) ✨ As we await the release of the B2B Buyer Experience Report, we have another good read in the meantime. Written by our very own @Kerry, Head of 6sense Research, we have a three-report series, the “Three Alignments”, which examines three common misalignments that erode the productivity of B2B…