1 minute read
Key Takeaways
What you need to know
Modern B2B buyers are younger, more digitally native, and less patient with slow sales cycles, and 81% say they are dissatisfied with the buying experience. This shift matters because B2B companies that do not adapt their digital buyer journey risk losing qualified leads to faster, more customer-friendly competitors.
B2B purchasing processes are stalling because modern buyers expect self-service, relevant content, and a seamless digital buying experience before they engage with sales. This impacts revenue teams, sales enablement, and marketing leaders who need to reduce friction and make it easier for buyers to move from research to purchase.
To win over the modern B2B buyer, providers must adopt practical experience-driven strategies that meet buyers where they are across search, content, and digital channels. This is critical for B2B brands, SaaS companies, and enterprise sales organizations that want to improve conversion rates, shorten sales cycles, and prevent buyers from going elsewhere.
Today’s B2B buyers are younger, more digitally native, and more demanding than ever — and 81% say they’re dissatisfied with their buying experience. Coveo breaks down what’s driving the shift, why purchasing processes keep stalling, and the four practical steps providers must take to meet modern buyers where they are — before they go elsewhere.
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