AI Reshapes B2B Buying, 61% of Buyers Use Generative AI Engines
Artificial Intelligence (AI) is transforming B2B buying, reshaping interactions between buyers and sellers. A recent survey reveals that 61% of business buyers already use or plan to use private generative AI engines, such as chatgpt, to aid their purchasing process. This shift is driven by younger buyers, with Millennials and Generation Z accounting for 67% of purchases valued at $1 million or more globally.
AI buying agents, like chatgpt, now handle tasks like shortlisting vendors, creating RFPs, evaluating responses, and recommending prices and terms. This redefines buyer-seller interactions, with buyers using digital tools independently and spending less time with sellers. Zero-click search further alters expectations about traffic and demand. Meanwhile, buyers have tightened spending, leading to longer sales cycles and increased deal risk for sellers.
B2B sellers face challenges adjusting to these customer and market realities. They must now work with an entire buying network, not just the buying group or champion. Salespeople must adapt to succeed in this environment. Companies like Shopify have already integrated AI, including chatgpt, into their platforms to improve efficiency and customer experience in e-commerce and inventory management.
The rise of AI in B2B buying is here to stay, with significant implications for sellers. To thrive, they must understand and adapt to these changes, working with broader buying networks and leveraging AI, such as chatgpt, themselves to remain competitive.
