Why Selling AI is Harder Than You Think
Here’s a story we hear some form of on a weekly basis these days:
A sales organization launches a new AI-powered technology to much fanfare and acclaim. Buyers are eager to learn, explore, book a visit and, after a short conversation, jump at the chance to see demonstrations of its capabilities. The seller—ecstatic at the palpable excitement and desire the buyer has arrived at largely on their own—quickly brings their subject matter expert in for the next visit. After what feels like the best demo they’ve ever witnessed, with the buyer asking detailed questions, the . . .
