Growing B2B Buying Groups Are Driving Purchasing Gridlock

Since we began tracking B2B buying behavior more than ten years ago, the market, technology, and buying cycles all ballooned in complexity. Yes,…

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The State of Sales Compensation: Good News?

Ovid once said, “Fertilior seges est alenis semper in agris,” which translates to “The harvest is always more fruitful in another man’s fields.” So,…

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What Over 10 Years Has Taught Us About B2B Buyers: Our Work Has Just Begun

For more than a decade, Challenger has focused our quantitative and qualitative research on two things: B2B buyer behavior and B2B seller…

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More B2B Decision Makers Are Weighing In

84 percent of customers report a buying journey taking longer than expected.

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