All great points. A part of me wonders whether removing the human "friction" from sales also eliminates valuable moments where deals expand in scope or where relationship-based insights lead to unexpected opportunities? A meaningful percentage of enterprise revenue comes from these unplanned expansions that an AI might optimize away.
Spot on! One thing also that works great is to use AI to identify silent risks (like when usage plateaus, or customer goes silent, etc). Then reach out to the person/team within 24 hours with a fix or a workaround that would help. You'll most likely prevent churn doing so much faster than pure automation or manual outreach alone. Hybrid is the way!
“Just as consumers now expect Amazon-like experiences in all retail interactions, B2B buyers will expect AI-level efficiency, knowledge, and convenience in all sales processes.”
All great points. A part of me wonders whether removing the human "friction" from sales also eliminates valuable moments where deals expand in scope or where relationship-based insights lead to unexpected opportunities? A meaningful percentage of enterprise revenue comes from these unplanned expansions that an AI might optimize away.
Spot on! One thing also that works great is to use AI to identify silent risks (like when usage plateaus, or customer goes silent, etc). Then reach out to the person/team within 24 hours with a fix or a workaround that would help. You'll most likely prevent churn doing so much faster than pure automation or manual outreach alone. Hybrid is the way!
“Just as consumers now expect Amazon-like experiences in all retail interactions, B2B buyers will expect AI-level efficiency, knowledge, and convenience in all sales processes.”
Solid point