AI Accelerates Software Buying, But Sales Processes Lag
MarTech Today15h ago·1 min readStrategy & Trends
AI Summary
B2B 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.
⚡ Marketer Insight
AI 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.
#ai in sales#buyer behavior#digital transformation#sales enablement
Original article
MarTech Today