Data & Stats Analysis
Editorial context for the numbers that matter.
Articles that examine what the data means in practice -- sourced from Gartner, Forrester, and McKinsey primary research and written for B2B revenue teams making real decisions.
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3 articlesThe Deal Intelligence Blind Spot: What Your CRM Does Not Know About Your Buyers
Revenue intelligence platforms are genuinely valuable. The problem is not what they capture. It's what they structurally cannot. Every deal intelligence tool is built on seller-initiated touchpoints, leaving 83% of the buying journey invisible. That's where confident misunderstanding forms, buying group alignment fractures, and late-stage objections take root.
15 min readWhat Is Buyer Intent Data: And What Does It Actually Tell You?
Buyer intent data is a top-of-funnel prioritisation tool: it identifies which accounts are actively researching your category. What it cannot do is tell you what buyers concluded from that research, or where confident misunderstanding has formed. That distinction is where buyer enablement begins.
13 min readKey Buyer Enablement Statistics: Data from Gartner, Forrester and McKinsey
The most cited numbers in the buyer enablement category, each sourced from primary research and explained in context. Includes Gartner's 17% and 67% figures, Forrester's 86% stall rate, and McKinsey's 10.2 channel finding.
11 min read