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

17%

17% -- share of purchase journey spent interacting with sales for B2B buyers (2026)

Name: Share Of Purchase Journey Spent Interacting With Sales Statistics
Creator: Lighthouse Intelligence
Published: 2026-10-02

2026 · Gartner

B2B buyers spend 17% of their total purchase journey interacting with sales.

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Attribution: Gartner View source

Lighthouse Research Team

Last verified: 2026-10-02 · How we verify data →

Source verified Evidence graded

Value

17%

Unit

Percentage

Data Vintage

2026

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://yoodli.wpcomstaging.com/2026/03/02/what-is-sales-enablement/ ↗

Confidence: 48/100 Vintage: 2026 Channel: Deep Crawl

Source Article

What Is Sales Enablement? - Yoodli Prod

Sales enablement is a strategic, ongoing discipline that equips sales teams with the skills, content, tools, and insights they need to perform effectively in buyer conversations. Rather than focusing solely on training or technology, sales enablement aligns people, processes, and communication to im…

Original Research

Gartner · Original study ↗

Methodology

Cited from Gartner research

Methodology documented

Segmentation

Industrymarketing

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Plain Text

B2B buyers: 17% share of purchase journey spent interacting with sales. Source: Gartner (2026). Via Lighthouse Intelligence -- https://lighthousedata.io/data/b2b-buyers-17-percent-journey-with-sales

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<blockquote cite="https://lighthousedata.io/data/b2b-buyers-17-percent-journey-with-sales" 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 purchase journey spent interacting with sales for B2B buyers<br><small>Source: Gartner (2026) · <a href="https://lighthousedata.io/data/b2b-buyers-17-percent-journey-with-sales" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>

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