Wednesday Wisdom: Science of B2B Podcast - The Point of First Contact Constant

saraboostani

Hi everyone,

Last week, we talked about Episode 1, Season 2 of the Science of B2B Podcast hosted by @Kerry. This week I'm highlighting another must-watch episode, The Point of First Contact Constant.

In this episode, Kerry discusses a finding from our B2B Buyer Experience Research — one that we found fascinating to discover in the data: the "Point of First Contact Constant."

The Point of First Contact refers to the point of the buying journey when contact is first made between buyers and sellers. Much research has told us that buyers don't contact sellers until two-thirds of their buying journey is over—something our data confirms—but what we found is that this timing is virtually constant, regardless of industry, deal size, solution type, and much else.

Insights Surfaced From the Episode:

• The “point of first contact” with sellers occurs at 70% of the buying journey, regardless of various factors. 
• The buying team typically engages with the selling team as a unified group. 
• Renewal buyers and buyers of net-new solutions initiate contact with sellers at the same stage of their journey. 
• This constant suggests a structured and deliberate process within buying teams before engaging with sellers. 

Get the full scoop by watching the episode linked below!

https://6sense.com/science-of-b2b/the-point-of-first-contact-constant/