Metric Monday: Continuing Discussion on Outreach Before the 1st Formal Buyer-Seller Interaction

saraboostani

Hey all,

Last week, we discussed how long buyers reported receiving outreach from vendors before their first proper interaction with sellers. The data showed that 83% of buyers received outreach prior to initial contact, with 32% receiving outreach for days, 30% for weeks, and 19% for months. Despite this, buyers still didn’t engage in their first official interaction with vendors until they were at least 69% of the way through their buying journey.

Today, let's double click into this a bit further. We know that most buyers initiate contact with vendors (80%+), but what about the ~20% that don't? Among the 20% that respond to seller outreach, most (over 40%) had been receiving outreach for days, 33% for weeks, and 18% for months. Even among this group, the first interaction still doesn’t occur until buyers are ready— 71% of the way through their buying journey or later. Regardless of who initiates or how persistent outreach is, buyers ultimately engage on their timeline, not the seller’s.

@Kerry