Across enterprise B2B, about 80% of the buying journey now happens without a rep. A typical purchase runs through 6 to 10 decision-makers who research, compare, and argue it out in rooms you will never enter.
Whatever you send has to make the case on its own and survive being forwarded to people you have never met. This report shows what is actually happening in B2B sales presentations right now, why so much of what teams send falls flat, and what separates the organizations pulling ahead.
67% prefer a buying experience with no sales rep at all, and spend only about 17% of the journey with suppliers.
6 to 10 people decide each purchase. 77% call it very complex, and more than 40% of deals stall on internal consensus.
65% of the content created for sales is never used: scattered across drives, off-message, or out of date by the time a buyer would see it.
With about 80% of the journey rep-free, the deck makes the argument on its own, and it is the thing that gets forwarded toward the decision-maker.