BUYER EXPERIENCE (BX)
The Revenue Accelerator Hiding in Plain Sight
Buyers have changed the way they buy. Have you changed the way you sell?
What is Buyer Experience (BX)?
BX is the sum of every interaction a prospect or customer has with your company—from the first LinkedIn touchpoint to renewal, expansion, and advocacy. It shapes how new buyers evaluate your business and how existing customers deepen their relationship with your brand.
TURN BX INTO REVENUE
In a world where buyers have more control, access to information, and higher expectations than ever before, BX is the ultimate competitive advantage. It’s no longer just about the product or service you sell—it’s about how easy, valuable, and seamless it is for your buyers to engage with you.
Yet, most sales organizations still operate with an outdated, seller-centric approach. Sales teams are trained to pitch, demo, and follow rigid processes—but buyers don’t follow a script. They engage on their terms, in their preferred channels, and with their own set of expectations.
Mary Shea, Principal Analyst, Forrester
“Having a disjointed buyer experience is a leading indicator that their experience as your customer will be similarly dysfunctional. Numentum helps organizations thoughtfully and intentionally acquire the skills to help their people interact with buyers in a predominantly digital-first world.”
REMOVE THE FRICTION FROM THE BUYING PROCESS
Every B2B deal is a complex decision-making journey, often involving multiple stakeholders, risk assessments, and competing priorities. The easier a company makes it for buyers to navigate that journey, the more likely they are to win the deal, increase deal size, and build long-term customer value.
At Numentum, we train B2B sales teams to master BX, transforming traditional sales motions into buyer-led journeys that create trust, accelerate pipeline, and drive revenue.
Key Insights & Trends
74% of B2B buyers state they would switch suppliers if another vendor offered a better buying experience.
→ B2B sales teams must align their engagement strategy with how buyers expect to interact—digitally, efficiently, and in a personalized manner.
70% of the B2B buying journey is completed before a buyer engages with sales.
→ Companies must ensure that their content, messaging, and sales strategies engage buyers well before they directly contact a sales rep.
79% of buyers say personalized engagement based on their company’s needs is a key differentiator.
→ Sales teams must leverage data and insights to provide tailored experiences, ensuring every interaction adds value rather than just pushing a sale.
75% of decision-makers say thought leadership helps them determine which vendors to shortlist.
→ Companies should invest in content marketing, case studies, and industry insights to establish credibility and influence decision-makers early in the sales cycle.
