B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Current
74%
74% -- share of buyer teams experiencing unhealthy conflict for B2B buying teams (2026)
74% of B2B buyer teams experience unhealthy conflict during the purchase decision process according to Gartner research.
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Lighthouse Research Team
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Source verified
Evidence graded
Value
74%
Unit
Percentage
Data Vintage
2026
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://www.outboundleads.com/blog/how-to-build-a-target-account-list-that-converts ↗
Source Article
How to Build a Target Account List That Converts (2026 Guide) - Scalable Outbound GTM Solutions | Revenue-driven AI systems
Aylin Bezirgan
Your outbound campaign has been live for three weeks. The copy went through four rewrites. The sequencer is configured correctly. And the replies are a trickle of unsubscribes and one polite "not interested." So the team rewrites the copy a fifth time, because the copy is the thing ev…
Original Research
Gartner
· Original study ↗
Methodology
Gartner research on B2B buying teams, cited by OutboundLeads
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
B2B buying teams: 74% share of buyer teams experiencing unhealthy conflict. Source: Gartner (2026). Via Lighthouse Intelligence -- https://lighthousedata.io/data/b2b-buying-teams-conflict-gartner
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<blockquote cite="https://lighthousedata.io/data/b2b-buying-teams-conflict-gartner" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>74%</strong> -- share of buyer teams experiencing unhealthy conflict for B2B buying teams<br><small>Source: Gartner (2026) · <a href="https://lighthousedata.io/data/b2b-buying-teams-conflict-gartner" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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