The Future of B2B Sales: AI, Trust, and the Human Differentiators
AI is changing B2B buying and selling at a remarkable pace, but I think we’re at risk of learning the wrong lesson from it. The future of B2B sales isn’t about humans competing with AI to see who can produce more information, faster. Buyers already have extraordinary access to research, analysis, comparisons, recommendations, and increasingly […]
Continue readingDoes Your Sales Methodology Support the Way Your Buyers Want to Buy?
Introduction Ask B2B buyers who they trust least during a purchase, and the answer isn’t flattering. In TrustRadius’s 2025 buyer research, sales reps came in dead last. Buyers trusted a product demo more. They trusted their own gut more. They trusted reviews written by total strangers more than the person whose job is to guide […]
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