Recent Discussions
RevCity is the home for B2B marketing, operations and sales professionals to share best practices and ask questions about revenue AI, ABM and revtech.
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Wednesday Wisdom: It’s Here - Introducing the 2024 Global B2B Buyer Experience Report
Hi all, The 6sense Research team is incredibly happy to announce the release of our 2024 Global B2B Buyer Experience Report. In its second year, this research has grown both in scale and scope, with more respondents and the inclusion of buyers across the globe. What began last year with insights from nearly 1,000 B2B…
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Wednesday Wisdom: The Lead-Based Approach Has Failed Us: It's Time to Move On
Hi all, We have an incredibly rich resource to share with you today. The Lead-Based Approach Has Failed Us: It's Time to Move On, written by @Kerry Cunningham, is a guide created to provide you with the insights to advocate for change within your organization. For too long, many have operated in a disconnect between what…
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The 2023 Buyer Experience Report is Now Live!
Do you know why buyers stay hidden for over 2/3 of their journey? We do. Over the past several months, 6sense Research has been busy learning about the recent purchases of over 900 B2B buyers. Buyers across organizational levels, purchase roles, industries, company sizes, purchase types, deal sizes and more shared their…
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Metric Monday: Longer Validation Phase, More Time to Influence??
Hey all, Happy Monday! Our head of research @Kerry wrote about a really important distinction re: one of the findings in this year's buyer experience research. This year, we found that the Selection Phase (the part of the buying journey where buyers form their shortlist, set their preferences, and identify the vendor…
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Wednesday Wisdom: “AI Inside” Is Catalyzing an Earlier Point of First Contact (POFC)
For years, buyers waited until 70% of the buying journey to engage sellers. It was so consistent that we dubbed this moment the Point of First Contact Constant. The name was justified; it held true across product categories, price points, and nearly everything in between. This year, however, to our surprise that point…
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Metric Monday: Just How Experienced Are Your Buyers?
Hi all! Across our years of research on B2B buying, we’ve seen time and again that buyers move well into their journeys and, in 8 out of 10 cases, decide who they’ll buy from before ever speaking to sales. In our first year of studying this, we deduced that this independence is possible for two main reasons. First, much of…
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Wednesday Wisdom: B2B Buyers Are Even Less of a Blank Slate Than We Thought
Hi all, If you’ve been following along in #ResearchRoad, you’ll know we just released our third year of B2B Buyer Experience Research. We surveyed more recent B2B buyers than ever, asked more questions than ever, and uncovered more findings than we’ve even finished writing about. That said, there’s already a lot to dig…
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Metric Monday: A Look at B2B Buying by Region
Shall we call this one Metrics Monday? There are so many findings from this year’s research we could talk about endlessly, but a good place to start is another thank-you to the sponsors behind this year’s Buyer Experience Research. We thank our sponsors — 2X, MarketOne, LeadFabric, and Green Hat — for helping shape the…