GITNUXREPORT 2025

B2B Sales Statistics

Digital and personalized experiences are transforming B2B sales success.

Jannik Lindner

Jannik Linder

Co-Founder of Gitnux, specialized in content and tech since 2016.

First published: April 29, 2025

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Key Statistics

Statistic 1

68% of B2B buyers prefer remote interactions over in-person meetings

Statistic 2

77% of buyers won't move forward with a vendor that doesn’t provide a personalized experience

Statistic 3

80% of B2B sales interactions are now digital

Statistic 4

75% of buyers expect a consistent experience across channels

Statistic 5

60% of B2B buyers want to be able to communicate with vendors via messaging apps

Statistic 6

70% of B2B buyers say their experience with a vendor is a reflection of how much they value the relationship

Statistic 7

85% of B2B buyers say they’re willing to pay more for a better customer experience

Statistic 8

90% of B2B buyers consult at least 3 sources before making a purchase decision

Statistic 9

63% of B2B buyers say their latest purchase was influenced by the seller’s content

Statistic 10

72% of B2B buyers prefer to interact with sales reps via email or online chats

Statistic 11

40% of B2B buyers now prefer self-service options over speaking with sales reps

Statistic 12

82% of B2B sales leaders say personalization has a significant impact on revenue

Statistic 13

50% of B2B buyers consider sales representatives a major driver in their purchase decision

Statistic 14

87% of B2B buyers say vendor responsiveness influences their loyalty

Statistic 15

45% of B2B buyers feel that their purchase decisions are impacted by online reviews and testimonials

Statistic 16

55% of B2B buyers prefer to engage in video calls for complex or high-value purchases

Statistic 17

58% of B2B buyers expect a seamless omnichannel experience

Statistic 18

66% of B2B companies increased their use of online content to engage buyers during the pandemic

Statistic 19

73% of B2B buyers say they are more likely to buy from vendors that provide educational content

Statistic 20

81% of B2B buyers find early engagement with sales important for their purchase journey

Statistic 21

69% of B2B buyers say they prefer digital channels for purchasing

Statistic 22

47% of B2B sales are now conducted via mobile devices

Statistic 23

89% of B2B buyers say online content influences their decision-making process

Statistic 24

52% of B2B buyers would switch vendors for a more personalized experience

Statistic 25

43% of B2B buyers use social media to research vendors

Statistic 26

85% of B2B buyers prefer video content to learn about products during the buying process

Statistic 27

55% of B2B companies see their sales team adopting virtual selling tools

Statistic 28

78% of B2B buyers consider sales automation solutions essential for their purchasing process

Statistic 29

74% of B2B marketers plan to shift more budget to digital campaigns in 2024

Statistic 30

77% of B2B organizations have adopted omnichannel strategies

Statistic 31

62% of B2B sales teams rely heavily on CRM software for managing customer relationships

Statistic 32

65% of B2B companies use AI-driven sales tools

Statistic 33

B2B sales cycles have increased by an average of 22% over the past two years

Statistic 34

48% of B2B companies plan to increase their investment in digital sales channels in 2024

Statistic 35

54% of B2B sales organizations plan to expand their use of automation tools

Statistic 36

65% of B2B sales leaders expect increased investments in sales enablement tools

Statistic 37

70% of B2B sales organizations see digital channels as critical to their future success

Statistic 38

42% of B2B companies have seen increased sales conversion rates after implementing AI chatbots

Statistic 39

65% of B2B sales professionals believe digital tools improve productivity

Statistic 40

50% of B2B buyers prefer to receive proposals via digital channels rather than print

Statistic 41

55% of B2B companies report increased revenue from implementing account-based marketing

Statistic 42

71% of B2B companies have increased their use of virtual events for engagement

Statistic 43

59% of B2B sales organizations report that digital tools help shorten sales cycles

Statistic 44

59% of B2B sales teams report that tools integrating data analytics help close deals faster

Statistic 45

46% of B2B marketers say they are planning to increase their account-based marketing efforts this year

Statistic 46

64% of B2B sellers indicate that improving digital literacy among their sales teams enhances performance

Statistic 47

80% of B2B sales leaders see AI as key to increasing sales productivity

Statistic 48

54% of B2B marketers intend to increase content marketing budgets in 2024

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Key Highlights

  • 68% of B2B buyers prefer remote interactions over in-person meetings
  • 77% of buyers won't move forward with a vendor that doesn’t provide a personalized experience
  • 80% of B2B sales interactions are now digital
  • 75% of buyers expect a consistent experience across channels
  • 60% of B2B buyers want to be able to communicate with vendors via messaging apps
  • 70% of B2B buyers say their experience with a vendor is a reflection of how much they value the relationship
  • 65% of B2B companies use AI-driven sales tools
  • 85% of B2B buyers say they’re willing to pay more for a better customer experience
  • 90% of B2B buyers consult at least 3 sources before making a purchase decision
  • B2B sales cycles have increased by an average of 22% over the past two years
  • 63% of B2B buyers say their latest purchase was influenced by the seller’s content
  • 55% of B2B companies see their sales team adopting virtual selling tools
  • 72% of B2B buyers prefer to interact with sales reps via email or online chats

In an era where over 80% of B2B buyers prioritize personalized, seamless digital interactions, mastering the art of digital and omnichannel sales has become the key to closing deals and building lasting relationships.

Customer Buying Behaviors and Preferences

  • 68% of B2B buyers prefer remote interactions over in-person meetings
  • 77% of buyers won't move forward with a vendor that doesn’t provide a personalized experience
  • 80% of B2B sales interactions are now digital
  • 75% of buyers expect a consistent experience across channels
  • 60% of B2B buyers want to be able to communicate with vendors via messaging apps
  • 70% of B2B buyers say their experience with a vendor is a reflection of how much they value the relationship
  • 85% of B2B buyers say they’re willing to pay more for a better customer experience
  • 90% of B2B buyers consult at least 3 sources before making a purchase decision
  • 63% of B2B buyers say their latest purchase was influenced by the seller’s content
  • 72% of B2B buyers prefer to interact with sales reps via email or online chats
  • 40% of B2B buyers now prefer self-service options over speaking with sales reps
  • 82% of B2B sales leaders say personalization has a significant impact on revenue
  • 50% of B2B buyers consider sales representatives a major driver in their purchase decision
  • 87% of B2B buyers say vendor responsiveness influences their loyalty
  • 45% of B2B buyers feel that their purchase decisions are impacted by online reviews and testimonials
  • 55% of B2B buyers prefer to engage in video calls for complex or high-value purchases
  • 58% of B2B buyers expect a seamless omnichannel experience
  • 66% of B2B companies increased their use of online content to engage buyers during the pandemic
  • 73% of B2B buyers say they are more likely to buy from vendors that provide educational content
  • 81% of B2B buyers find early engagement with sales important for their purchase journey
  • 69% of B2B buyers say they prefer digital channels for purchasing
  • 47% of B2B sales are now conducted via mobile devices
  • 89% of B2B buyers say online content influences their decision-making process
  • 52% of B2B buyers would switch vendors for a more personalized experience
  • 43% of B2B buyers use social media to research vendors
  • 85% of B2B buyers prefer video content to learn about products during the buying process

Customer Buying Behaviors and Preferences Interpretation

As B2B buyers increasingly shop in pajamas and expect a seamless, personalized, and content-rich experience across digital channels—be it messaging apps, videos, or social media—vendors must embrace virtual engagement or risk losing them to competitors who do, because in today’s landscape, the best sales pitch is just a click away.

Digital Transformation and Technology Adoption

  • 55% of B2B companies see their sales team adopting virtual selling tools
  • 78% of B2B buyers consider sales automation solutions essential for their purchasing process
  • 74% of B2B marketers plan to shift more budget to digital campaigns in 2024
  • 77% of B2B organizations have adopted omnichannel strategies
  • 62% of B2B sales teams rely heavily on CRM software for managing customer relationships

Digital Transformation and Technology Adoption Interpretation

As B2B businesses embrace digital transformation—from virtual tools and automation to omnichannel strategies and CRM reliance—it's clear that adapting to the virtual sales landscape isn't just a trend, but a strategic imperative for staying competitive in 2024.

Sales Processes and Engagement Channels

  • 65% of B2B companies use AI-driven sales tools
  • B2B sales cycles have increased by an average of 22% over the past two years
  • 48% of B2B companies plan to increase their investment in digital sales channels in 2024
  • 54% of B2B sales organizations plan to expand their use of automation tools
  • 65% of B2B sales leaders expect increased investments in sales enablement tools
  • 70% of B2B sales organizations see digital channels as critical to their future success
  • 42% of B2B companies have seen increased sales conversion rates after implementing AI chatbots
  • 65% of B2B sales professionals believe digital tools improve productivity
  • 50% of B2B buyers prefer to receive proposals via digital channels rather than print
  • 55% of B2B companies report increased revenue from implementing account-based marketing
  • 71% of B2B companies have increased their use of virtual events for engagement
  • 59% of B2B sales organizations report that digital tools help shorten sales cycles

Sales Processes and Engagement Channels Interpretation

As B2B sales strategies pivot decisively toward digital and AI-powered tools—despite lengthening sales cycles—companies investing in automation, virtual engagement, and account-based marketing are not only staying afloat but steering confidently into a future where productivity, personalization, and digital channels are the new currency of sales success.

Seller Strategies and Organizational Trends

  • 59% of B2B sales teams report that tools integrating data analytics help close deals faster
  • 46% of B2B marketers say they are planning to increase their account-based marketing efforts this year
  • 64% of B2B sellers indicate that improving digital literacy among their sales teams enhances performance
  • 80% of B2B sales leaders see AI as key to increasing sales productivity
  • 54% of B2B marketers intend to increase content marketing budgets in 2024

Seller Strategies and Organizational Trends Interpretation

As B2B sales evolve into a data-driven, AI-enhanced battleground, savvy teams that boost digital literacy, harness analytics, and ramp up targeted marketing efforts are strategically positioning themselves to turn the digital tide into a decisive victory.

Sources & References