Let’s talk about the uncomfortable truth no one wants to say out loud: B2B buyers don’t actually want to talk to you — at least, not at first. Instead, they’re outsourcing their homework to AI-powered research tools. And guess what? AI doesn’t have feelings. It doesn’t care about your pitch deck, yo...
Hey, there’s a new gatekeeper in the B2B buying process. It’s AI.
AI isn’t just informing the buying process. It’s guiding it. Are AI-assisted buyers finding your content?
Buyers today aren't just casually using AI. They're increasingly delegating their research to it.Â
A Real-World AI-Assisted B...
The Invisible Shortlist: Why Most Vendors Never Get a Shot
In B2B sales, many vendors still operate under the outdated assumption that they can jump into the buying process AFTER prospect signals intent. But in today’s digital-first world, that thinking is obsolete. By the time a buyer reaches out ...
In 2025 and Beyond, Outdated Sales Tactics Are Your Biggest Liability
Tech buyers aren’t making decisions the way they used to — and they certainly don’t make them the way most sales teams expect. If you’re failing to publish thought leadership, waiting for buyer intent signals before engaging, foc...
Studies show that 74% of B2B technology deals go to the seller who brings the most buyer insight and helps form the buying vision. You can only achieve this with in-depth buyer research.
Buying ERP is a Complex Process
The process for buying an ERP platform is complex. Buyers need to know ...
Recently, the CEO of a FinTech vendor realized that his sales team has “gone rogue.”
His sales people are spending upwards of 20 minutes in discovery meetings just talking about their company and product, rather than engaging buyers in a conversation that will aid discovery.
When they do ask disco...
A few years ago, I did a loss analysis for a customer-onboarding software vendor. The sales team for this vendor were convinced (all the way up to the global head of sales) that the buyer for their product was the head of the onboarding team – essentially the product users and their direct boss. So ...
Many of our clients are experiencing longer and longer sales cycles, and the longer the sales cycle, the more financially painful losing becomes.
At the same time, the propensity for “No Decision” losses is increasing. Let’s talk about how these trends affect your sales process and what you can do ...
