AI Accelerates Software Buying, But Sales Processes Lag
MarTech Today · Sep 4 · 1 min read
What happenedB2B software buyers are leveraging AI to speed up research and shortlisting, but the post-decision sales journey remains slow and cumbersome due to internal approvals and vendor back-and-forth. While buyers increasingly prefer self-service digital paths, most software sellers have yet to implement them.
Why it matters for marketersAI is creating a significant disconnect between buyer expectations for speed and the reality of traditional sales processes, leaving sellers vulnerable to losing deals to more agile competitors.
Topics: ai in sales, buyer behavior, digital transformation, sales enablement