The biggest mistake companies are still making in 2025 isn’t bad marketing.
It’s pretending the buyer hasn’t evolved.
The B2B buyer of today doesn’t wait for your pitch. They arrive pre-educated, opinionated, skeptical—and already halfway to a decision before your sales team even knows they exist. The power dynamic has shifted quietly, but decisively.
And if your growth has stalled, this is probably why.
The Buyer Who Shows Up After Deciding
More than a decade ago, research by Gartner (formerly CEB), in partnership with Google, revealed a truth many sales teams refused to accept:
94% of B2B buyers research online before contacting a vendor.
That number hasn’t just increased—it has hardened into behavior.
By the time a buyer reaches out today:
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They’ve compared alternatives
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Read reviews (including the bad ones)
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Watched product walkthroughs
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Benchmarked pricing
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Formed a shortlist
Sales is no longer discovery. It’s confirmation.
You’re Not Selling to “Executives” Anymore
The image of the B2B buyer as a seasoned, corner-office executive is outdated.
Millennials—digital natives raised on speed, access, and skepticism—now make up nearly half of B2B decision-makers, a shift first flagged by Google and Millward Brown and now impossible to ignore.
This buyer:
