AI isn’t just impacting vendors; it’s also driving changes on the buyers’ side of the equation. For example, prospects today expect that vendors will have done more complete and effective research before calling.
Twenty years ago, vendors were expected to use the web to research their prospects’ public filings, product offerings, and history.
Ten years ago, vendors needed to add reviews of LinkedIn profiles (company and individuals) before getting on a call.
Today, prospects expect vendors to be conversant with nearly everything in the public domain about their business, products, key thrusts and strategic plans, history, culture, individuals, buying habits, and more.
Effective use of AI enables this research to be executed in minutes, accomplishing what could otherwise take days (if done at all)!
And “Doing Discovery” provides the framework for superior research!
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
No comments:
Post a Comment