Wednesday Wisdom: New Report Release from Our Buyer Experience Research - Exploring the Dark Funnel

saraboostani

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 conversations with a sales rep. This period of anonymous research is conducted in what we call The Dark Funnel™.

In our new report, What Goes On In The Dark (Funnel), we focus on the activities that buyers engage in during their research. We dive into 20 different activities, distinguishing them between general buying activities and those undertaken with the winning vendor. We examine how often these activities are engaged in and which ones are considered most helpful to the decision-making process. We also talk about which selling teams buyers prefer to engage with (e.g., senior leadership, solution consultants, etc.). We hope you can use this research to better understand what buyers get up to and rely on during their buying journeys!

https://6sense.com/blog/what-goes-on-in-the-dark-funnel-what-b2b-buyers-told-us-about-how-they-make-decisions-before-contacting-vendors/#:~:text=Buyers%20are%20in%20control.,call%20The%20Dark%20Funnel%E2%84%A2.

@Kerry

Kerry

Think of this as a benchmark for buyer behavior. We know revenue teams need to align with buyers. Here's a good place to start to know how to do it.