{
  "schemaVersion": "longarena.whitepaper-project.v1",
  "name": "How B2B sales teams make choices in complex enterprise selling",
  "canonicalUrl": "https://www.longarena.ai/research/b2b-sales-whitepaper",
  "updatedAt": "2026-10-09",
  "status": "collaboration-open-whitepaper-not-published",
  "sourceVersion": "b2b-whitebook-78-v1.1",
  "cohort": {
    "classrooms": 78,
    "activeTeams": 361,
    "classroomAttendances": 1776,
    "approvedSalesActions": 19733,
    "aiCustomerStakeholders": 1281,
    "scenarios": 58,
    "years": [
      2024,
      2026
    ]
  },
  "limitations": [
    "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."
  ],
  "rawDataPublic": false,
  "contact": {
    "email": "bill.bai@long-arena.com"
  },
  "publicInvitations": [
    "/research-assets/20261009/LongArena-Academic-Research-Collaboration-Invitation-20261009-EN.pdf",
    "/research-assets/20261009/LongArena-Classroom-Verification-Collaboration-Invitation-20261009-EN.pdf"
  ]
}