SiriusDecisions Unveils Results from New Study on B-to-B Buying
SiriusDecisions 2015 Summit
NASHVILLE, Tenn.--(BUSINESS WIRE)--SiriusDecisions, the leading global business-to-business (b-to-b) research and advisory firm, today unveiled the findings from its 2015 B-to-B Buyer Study during a keynote address at its 10th annual SiriusDecisions Summit. According to the results of the study, b-to-b buyers interact with sales representatives at every stage of the buyer's journey. This finding challenges the common industry perspective that b-to-b sales representatives’ roles and importance are declining due to a disintermediation by digital buying behaviors.SiriusDecisions’ 2015 B-to-B Buying Study, which was conducted earlier this year, studied the buying behaviors of more than 1,000 b-to-b executives who were involved in a significant b-to-b purchase decision within the past six months. The data collected represents an estimated half-billion dollars in b-to-b purchases across North America and Europe.