B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Recent
57%
57% -- buying process completion before sales contact for B2B enterprise buyers (2025)
Typical enterprise customers are 57% to 70% through their buying process before desiring to speak with a sales representative.
- Reported as a range: 57% to 70%
Attribution:
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Lighthouse Research Team
Last verified:
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Source verified
Evidence graded
Value
57%
Unit
Percentage
Data Vintage
2025
Entity
Evidence Quality
B
Strong, reliable evidence
Sourced from a well-regarded research firm or industry leader with transparent methodology and a reasonably large sample.
Single source - not yet corroborated
Score breakdown
Extraction
75
Source Trust
60
Citation Chain
20
Independence
30
Methodology
45
Freshness
95
Source
Gartner
Primary
Tier B
https://thepointco.com/the-ctas-that-actually-convert-b2b-buyers/ ↗
Source Article
Why Your ABM Strategy Fails Without SDRs - The Point Company
Why Your ABM Strategy Fails Without SDRs
Spend a little time in a marketing suite today, and you’ll be shown a polished vision of the future. It’s full of talk about intent data, automated warming, and carefully tracked digital footprints. The label is Account‑Based Marketing, and the pitch is simpl…
Original Research
Gartner
· Original study ↗
Methodology
Gartner research on B2B buying journey; range 57%-70%, midpoint extracted
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
B2B enterprise buyers: 57% buying process completion before sales contact. Source: Gartner (2025). Via Lighthouse Intelligence -- https://lighthousedata.io/data/b2b-buying-journey-before-rep-contact
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<blockquote cite="https://lighthousedata.io/data/b2b-buying-journey-before-rep-contact" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>57%</strong> -- buying process completion before sales contact for B2B enterprise buyers<br><small>Source: Gartner (2025) · <a href="https://lighthousedata.io/data/b2b-buying-journey-before-rep-contact" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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