Why 67% of B2B buyers go dark before sales gets involved

Enterprise technology sales teams face a buyer engagement crisis. Despite investments in marketing and sales tools, win rates have dropped to 21%, sales cycles have lengthened, and deals often stall. Research shows 67% of B2B buyers prefer a rep-free experience, completing evaluations independently before engaging sales.

This white paper explores the causes of buyer disengagement and provides a framework for CMOs and CROs. Topics include:

• Why larger buying committees create barriers beyond information
• How buyer confidence, not content volume, drives outcomes
• Strategies to build stakeholder-specific value architectures

Read the full white paper for insights.