B
Evidence Grade B
Graded
under review
Safe to Cite
Current
53%
53% -- share of b2b purchase decision driven by salesperson teaching for B2B customers (2026)
Attribution:
View source
Lighthouse Research Team
Last verified:
·
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Source verified
Evidence graded
Value
53%
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
50
Source Trust
60
Citation Chain
20
Independence
30
Methodology
45
Freshness
95
Source
The Challenger Sales (CEB/Gartner)
Primary
Tier C
https://www.b2bsell.com/b2b-sales/ ↗
Source Article
B2B Sales Leads Generation
Original Research
The Challenger Sales (CEB/Gartner)
· Original study ↗
Methodology
Cited from The Challenger Sales research; original methodology not described on this page
Methodology documented
Trend Over Time
| Period | Value | Change |
|---|---|---|
| 2017 | 53% | |
| 2026 (current) | 53% | 0% |
Segmentation
Industrymarketing
Cite this stat
Plain Text
B2B customers: 53% share of b2b purchase decision driven by salesperson teaching. Source: The Challenger Sales (CEB/Gartner) (2026). Via Lighthouse Intelligence -- https://lighthousedata.io/data/b2b-purchase-decision-teaching-53
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<blockquote cite="https://lighthousedata.io/data/b2b-purchase-decision-teaching-53" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>53%</strong> -- share of b2b purchase decision driven by salesperson teaching for B2B customers<br><small>Source: The Challenger Sales (CEB/Gartner) (2026) · <a href="https://lighthousedata.io/data/b2b-purchase-decision-teaching-53" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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