After 7 years of research – analyzing hundreds of buyer journeys, profiling the personalities of thousands of decision-makers, and tracking what actually drives B2B deals – I finally finished the first draft.
Unlike other books in the sales and marketing space, this is not survey driven. We didn’t ask buyers for their preferences, we observed their behaviors in the data.
The work took longer than I ever expected, but every extra year added a layer of insight I wouldn’t trade. The 📕 title: The Hidden Buyer Journey.
Here’s what I discovered that changed everything:
● 85% of buyers influencing your deals never make it into your CRM.
● Most personas are built for selling, not buying.
● Corporate culture predicts deal velocity better than any other factor.
● Although there are a dozen or more buyers involved in the journey, only 4-5 make the deal happen.
● Reps can sabotage deals by not adjusting their style to fit the buyer’s personality.
These aren’t just interesting data points – they represent a fundamental shift in how modern B2B sales needs to be approached.
The book explains why win rates aren’t improving, why sales cycles are stretching, and why “personalization” isn’t working. More importantly, it shows exactly what to fix…and how.
I’ll be sharing more over the next few weeks. If any of this resonates with challenges you’re facing right now, follow along. You won’t want to miss what’s coming.
To learn more about the book and to reserve your copy visit https://carbondesign.com/the-hidden-buyer-journey/
