Gartner reports that 77% of B2B buyers state that their latest purchase was complex or difficult. A primary factor in the complexity of the B2B buying experience is that 6 to 10 people are involved when purchasing a complex solution.
when buyers were familiar with a product or service, 64% preferred a 100% digital buying experience. Their reasons for this preference were driven by speed, convenience and comfort with the product.
If we talk about making a decision to purchase physical products, visual gap and informational gap in the process becomes key roadblock in closing the deal faster.
Buyers now crave autonomy in their decision-making process, preferring multiple demos at their own pace, without the pressure of sales reps hovering.
Moreover, involving more team members in demo sessions has become a norm, ensuring comprehensive evaluation before making purchase decisions.
AI and Language Models play a pivotal role in this evolution, providing contextual information in a conversational manner during demos, empowering buyers with the insights they need to make informed decisions.
Lower product familiarity drives different results. In these situations, buyers wanted human assistance to:
Get a better understanding of potential use cases
Ask questions
Gain personalized guidance or advice
Build a relationship with a potential new vendor
Consult with an expert
Are you leveraging AI in your demo processes?
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