83% of B2B buyers shortlist three suppliers or fewer
TrustRadius 2026: 63% used AI in their purchase. If you aren't on the short list early, you aren't on it.
The TrustRadius 2026 B2B Buying Disconnect report found that 63% of buyers used AI during their purchase journey, and 94% of those fact-check its answers at least some of the time. 83% of buyers shortlisted three or fewer products. 74% use reviews to inform the decision, while only 13% used analyst reports, down 63% since 2022.
What it means if you sell to businesses
Three places. That is the whole race. The shortlist is often settled before a supplier hears there is a deal, so getting in early is everything.
Early means knowing the trigger: the tender award, the new site, the expansion, the fleet renewal. Our Trigger Watch checks for these twice a day and puts the company, the named contact and the reason on your Desk the same morning.
See your market on one page. Free.
Tell us what you sell and where. Within days you get a one-page Market Brief: the companies buying now, who decides, why now, and how AI tools describe your company.
