Over the past 100 years, sellers have held a clear advantage over buyers. Buyers relied on them for knowledge and expertise due to their deep understanding of the product, customers, and market. Sellers were tasked with educating buyers about their challenges and market trends, which gave them significant influence throughout the sales cycle by offering solutions best suited to the buyer.

Today, that power has shifted. Thanks to AI, buyers now better understand their challenges and can independently identify the solutions that are most suitable for them. This complete reversal in the knowledge gap has put buyers in control of the purchasing process, rendering traditional seller-driven interactions in GTM motions increasingly irrelevant.

Now, it’s no longer about selling—it’s about helping guide the purchase in a personalized way! What methodologies and AI tools should we use to achieve this? This and more in the upcoming releases!

Information sourced from “Winning by Design.”