# B2B Sales Team Decisions in Complex Enterprise Selling | LongArena Research Canonical: https://www.long-arena.com/en/research/b2b-sales-whitepaper Language: en Page updated: 2026-10-20 Content evidence date: 2026-10-09 (not a research dataset audit date) Brand: 长奕 LongArena [LongArena](https://www.long-arena.com/en/)/[Research](https://www.long-arena.com/en/research)/B2B whitepaper project LONGARENA RESEARCH / BEHAVIORAL EVIDENCE Collaborations open · Whitepaper not yet published ## How B2B sales teams make choices in complex enterprise selling China B2B Organizational Sales Simulation Whitepaper Not survey answers, but the steps teams actually take when facing a limited budget, a full customer decision network and unexpected change. [Academic collaboration →](#academic)[Classroom verification](#institution) [Sculptural navy-blue and champagne-brass arches representing interconnected choices] [The evidence](#overview)[Questions](#questions)[Boundaries](#boundaries)[Collaborate](#collaborate)[FAQ](#faq)[Markdown ↗](https://www.long-arena.com/en/research/b2b-sales-whitepaper/overview.md) A frozen research sample ## Make choices in complex selling observable. training classrooms78 active teams361 classroom attendances1,776 approved sales actions19,733 AI customer stakeholders1,281 Real enterprise training classrooms from 2024–2026. Attendances are not unique people; action counts refer to approved, effective sales actions. On the SalesNail simulation platform, teams represent a selling company and interact with AI customer stakeholders with distinct roles, positions and needs. They choose whom to contact, when to propose a solution and which purchasing opportunity deserves their limited budget. Across three rounds, records capture each action’s sequence, target, cost and approval. RESEARCH QUESTIONS ## Questions beyond “who won?” 01 ### Customer decision networks How do teams find, prioritize and engage key stakeholders? Do differences emerge in sequence, depth or resource allocation? 02 ### Exploration and focus When do teams shift from broad exploration to selected opportunities? How does resource concentration change across rounds? 03 ### Proposal timing Before a first proposal, has the team engaged the relevant key decision-maker? How are discovery and prescription connected? 04 ### Coordination and adaptation How do teams with shared decisions and a designated operator act? How do they adapt to designed shocks such as leadership changes? ## Frozen evidence. Reproducible counts. Conclusions still to come. ### A fixed cohort The 78-classroom list does not change with production updates or collaboration responses. It spans 58 different scenarios. ### Independent verification Twenty-two behavioral and configuration datasets were extracted per classroom, hash-checked and independently recounted. ### Rerun rather than trust Collaborators receive a metric dictionary, classroom summary and offline checks. Every result should state denominators, missingness and snapshot version. Frozen source：b2b-whitebook-78-v1.1 PRIVACY & METHODS ## Clear boundaries before public claims. - A convenience sample of training classrooms, not a nationally representative survey. Simulation behavior is not real-world sales performance. - Message bodies and win/loss outcomes are not currently available. Roughly one in ten actions lacks a cost value, which remains unknown. - This page and the invitations contain aggregate information only. Company identities, participant identities and raw classroom records are not public. - Public strata require at least 10 verified organizations and 30 teams. No individual, team or company rankings. - Individual-level research data is not available for public download. Access requires a data-use, anonymization and publication-review agreement. COLLABORATION ## Two paths to one trustworthy study. 01 ### Faculty & independent researchers Bring a question from selling, organizational behavior, management, education or process mining. Align on one or two questions and conduct reproducible analysis. Academic papers and the business whitepaper proceed in parallel; authorship follows academic contribution. - A 45-minute online conversation - Align questions and the analysis plan - Sign an agreement and receive restricted data - Divide work; statistical and privacy review The first collaboration window closes November 30, 2026. Later collaborators remain welcome. Early findings may support subsequent research-funding preparation. [Academic collaboration ↗](mailto:bill.bai@long-arena.com?subject=Whitepaper%20academic%20collaboration)[Download collaboration invitation ↓ Chinese · PDF](https://www.long-arena.com/research-assets/20261009/LongArena-academic-collaboration-20261009.pdf) 02 ### Training institutions & participating enterprises Verify the hosting relationship, participant organization type and training context for your classrooms. Verification concerns facts; it gives no institution a veto over research conclusions. - Nominate a contact person - Privately receive only relevant classroom records - Check and correct within ten working days - Sign a one-page verification and use authorization Verification completed by mid-December 2026 enters the first edition; later verification enters subsequent editions. Anonymous aggregate comparisons follow publication, not rankings. [Classroom verification ↗](mailto:bill.bai@long-arena.com?subject=Whitepaper%20classroom%20verification)[Download collaboration invitation ↓ Chinese · PDF](https://www.long-arena.com/research-assets/20261009/LongArena-classroom-verification-20261009.pdf) ## Verify first. Publish second. - ### October–November 2026 Research conversations, question alignment and classroom verification. - ### December 2026 Begin descriptive analysis; mid-December is the first-edition verification deadline. - ### Q1 2027 (planned) Proceed toward publication subject to statistical and privacy review. Strata below the threshold will not be published. - ### Later editions Verification remains open. New annual samples are frozen separately and do not overwrite the existing source. ## Questions & answers Can I download the full whitepaper now?+ Not yet. The two collaboration invitations are available and describe the questions, participation and boundaries. The reviewed report will be announced in this section. Is the raw data open?+ No. Individual-level research copies are restricted to collaborators with a data-use and publication agreement. Public results are anonymized aggregates without organization or participant identities. Does the sample describe B2B selling nationally?+ No. These are real training classrooms but a convenience sample, and observed behavior occurs within a simulation. The research will disclose those limits rather than equate rehearsal with real sales outcomes. Will non-responding institutions be removed?+ No. The 78-classroom cohort is frozen. Unverified institutional information is excluded from industry strata and is not inferred. Who should I contact?+ Email the LongArena Whitepaper Research Group at bill.bai@long-arena.com and indicate academic collaboration or classroom verification. LongArena Whitepaper Research Group ## Turn observed behavior into shared knowledge. Tell us about your research interests or verification needs. Start with a conversation. [bill.bai@long-arena.com](mailto:bill.bai@long-arena.com)Project page updated：2026-10-09 · [Explore all research](https://www.long-arena.com/en/research) [LongArenaSALES · AI](https://www.long-arena.com/en/)Business is a long game. 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