B Evidence Grade B Graded accuracy verified by the review judge Safe to Cite Recent

17%

17% -- share of buying time spent with sales representatives for B2B buyers (2025)

Name: Share Of Buying Time Spent With Sales Representatives Statistics
Creator: Lighthouse Intelligence
Published: 2026-09-27

2025 · Gartner

B2B buyers spend only 17% of their total buying time meeting with sales representatives.

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Attribution: Gartner View source

Lighthouse Research Team

Last verified: 2026-09-27 · How we verify data →

Source verified Evidence graded

Value

17%

Unit

Percentage

Data Vintage

2025

Entity

B2B buyers

Evidence Quality

Strong, reliable evidence

Sourced from a well-regarded research firm or industry leader with transparent methodology and a reasonably large sample.

61/100 confidence

Single source - not yet corroborated

Score breakdown

Extraction

Source Trust

Citation Chain

Independence

Methodology

Freshness

Source

Gartner Primary Tier C

https://www.distribute.so/blog/buyer-enablement-101 ↗

Confidence: 55/100 Vintage: 2025 Channel: Deep Crawl

Source Article

Buyer Enablement 101: Empowering B2B Buyers to Close Deals Faster

Buyer Enablement 101: Empowering B2B Buyers to Close Deals Faster Discover what buyer enablement is, why it's essential for B2B sales success, and how to implement effective buyer enablement strategies that help buyers buy faster and close more deals. Buyer Enablement 101: Empowering B2B Buyers to C…

Original Research

Gartner · Original study ↗

Methodology

Gartner research, cited by Distribute.so

Methodology documented

Segmentation

IndustryB2B RoleAll marketers Channelcontent

Cite this stat

Plain Text

B2B buyers: 17% share of buying time spent with sales representatives. Source: Gartner (2025). Via Lighthouse Intelligence -- https://lighthousedata.io/data/b2b-buyer-time-with-sales-reps

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<blockquote cite="https://lighthousedata.io/data/b2b-buyer-time-with-sales-reps" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>17%</strong> -- share of buying time spent with sales representatives for B2B buyers<br><small>Source: Gartner (2025) · <a href="https://lighthousedata.io/data/b2b-buyer-time-with-sales-reps" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>

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