Wednesday Wisdom: Help Me, Help You - The 70/30 B2B Buying Journey (Watch or Read)

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Hi all,

In the latest episode of the Science of B2B podcast, our Head of Research @Kerry dives into what we call the 70/30 buying journey of B2B purchases. It’s a great companion—or oral description, if you haven’t had a chance to read it—to our report: The Critical Period for B2B Buying & The Seventy-Percent Solution: When Buyers Pick a Winner in B2B Purchases.

For all the complexity in B2B buying, the data we’ve collected from ~3,500 buyers over the past two years suggests that buying journeys that end in purchases can really be boiled down to two phases:

  • The first 70%, where internal stakeholders debate and decide who they want to buy from (without speaking to sellers)
  • The final 30%, where they validate that decision

A little polarizing, yeah? But the data backs it up—and Kerry breaks it down brilliantly in this episode. I’ve also linked the full report below. Both free and ungated, as always.