Consensus

80% of B2B buying happens before you ever get invited into the conversation.

And most pipeline reviews still sound like:
“Stage 3. Looks solid.”

Here’s the problem:

Pipeline looks fine. Momentum is dead.

We just analyzed 6M+ product interactions for the 2026 B2B Buyer Behavior Report. The pattern is clear:

The average demo view is just over 5 minutes.
Nearly half of all views happen within the first hour.
When 7+ stakeholders engage, deal association nearly doubles.
At 9+ demo views, close rates jump past 55%.

That’s not “nice engagement.”

That’s measurable forward motion.

Momentum doesn’t show up in stage progression.
It shows up in replays.
In internal shares.
In time-to-first-view.
In how fast engagement spreads across the committee.

Buyers are moving laterally inside the org while reps are staring at CRM stages.

If you’re only tracking pipeline coverage, you’re managing optics.

The teams winning in 2026 are tracking whether engagement compounds into commitment.

If you want the full breakdown — including the 9+ tipping point and the early intent signals most teams miss — it’s all here:

👉 https://hubs.ly/Q043R7q_0

Stage-based forecasting won’t tell you when deals are slipping.

Buyer behavior will.

Presales doesn’t have a talent problem. It has a leverage problem.
Too much time rebuilding demos. Too many “great meetings” that stall out.
Too little momentum once discovery ends.
That’s exactly what is built to fix.
On Feb 10–11, DEMOFEST brings together presales and GTM operators who are done playing catch-up—and ready to turn demos, AI, and automation into real deal momentum. Not theory. Not vibes. Systems that actually work.

If your pipeline is moving fast...but not fast enough...this is where leverage gets built. Come for the insight. Leave with momentum.

https://tinyurl.com/yavbxr6r

DEMOFEST: Sales Engineering Conference DEMOFEST is a virtual event focusing on all aspects of sales engineering technical sales