B2B buyer journey

Jak wygląda ścieżka zakupowa B2B według najnowszych badań?

Raporty o tym, jak kupujący B2B researchują, porównują dostawców, korzystają z AI i decydują, kiedy chcą rozmawiać z handlowcem.

Wybrane fakty z raportów.

B2B buyer journey 67 percent

Gartner reports that most B2B buyers prefer a buying path without sales-rep interaction.

Zobacz raport: Gartner
AI in buying 45 percent

Gartner's 2025 buyer survey found substantial AI use during recent B2B purchases.

Zobacz raport: Gartner
Sales enablement 2 times

Gartner links buyer confidence and value clarity to deal quality; confident buyers are roughly twice as likely to report high-quality deals.

Zobacz raport: Gartner
B2B buyer journey 13 times

Gartner reports buying groups with low dysfunction are far more likely to report high-quality deals.

Zobacz raport: Gartner
B2B buying cycle 10.1 months

6sense reports that average B2B buying cycle length fell versus 2024.

Zobacz raport: 6sense
B2B buying journey 61 percent_of_journey

The point of first contact with sellers moved earlier in the buying journey.

Zobacz raport: 6sense
B2B buying journey 95 percent

6sense says the winning vendor is usually on the buyer's day-one shortlist.

Zobacz raport: 6sense
B2B buying journey ~80 percent

The pre-contact favorite still wins most B2B deals in 6sense's buyer research.

Zobacz raport: 6sense
AI in buying ~90 percent

Nearly all buyers in 6sense's sample report that AI features were part of acquired solutions.

Zobacz raport: 6sense

Raporty w temacie.