The article also emphasizes the importance of demonstrating AI's value for specific pain points and industries. It suggests that AI companies must be prepared with different permutations of their product story to fit different prospect pain points and industries. The author also highlights the need for matching technical expertise to technical buyers, as the average B2B buying committee is more educated and technical than the typical business user. The author concludes by stating that selling AI is complicated, but arming the team with presales experts can help prove product value to even the most discerning prospects.
Key takeaways:
- Selling AI software is a different game than typical B2B SaaS, requiring companies to work harder to earn the trust of a technical audience and prove the business value of their products.
- Companies need to address buyer skepticism and AI overload by being prepared with the details that will help buyers assess both the risks and the opportunities of AI.
- Demonstrating ROI for an AI product isn't as simple as a typical B2B product. Companies must be prepared with many different permutations of their product story to fit different prospect pain points and industries.
- As competition grows and prospects’ questions become more complex, the only solution is matching technical expertise to these highly technical buyers. This can be achieved by arming your team with presales experts.