Nearly all B2B buyers use LLMs during their journey, but its impact is not what breathless LinkedIn posts would suggest. In this presentation, we’ll talk about how AI is and isn’t impacting buying. We’ll see how our experienced buyers still form preferences early and why seeing and impacting the entire buying journey is more important than ever.  

Takeaways: 

• How and why buyers form lasting — and very early — preferences 

• Why the sales cycle seems, but isn’t, longer 

• AI evaluation uncertainty and economic uncertainty are warping the buying process 

• Early shortlist position matters more as evaluation windows compress.