Seismic

Stakeholders from IT, finance, and legal are increasingly involved in the deal process. Sellers need to understand what each person needs to support the decision. See what the changing buying group means for sellers in The New Go-to-Market Standard for B2B Selling.

More self-serve information has not removed the need for a good seller. Buyers value someone who can interpret what matters, challenge assumptions, and apply insight to their situation.

Latest research on why GTM teams must combine human expertise with trusted AI to win complex deals.

AI has made information easier to access. It has also made it more important for sellers to help buyers judge what is current, relevant, and credible for their business.

AI-enabled revenue technology purchases involve a growing buying committee, from executive leadership (76%) and IT (74%) to finance, revenue, legal and security teams. Each function tests a different part of the decision, and stakeholders who once joined late can now influence or block a deal early. Explore how GTM leaders can prepare sellers to address each group’s priorities and earn confidence across the committee. Read the research.

Buying groups may move forward while questions remain. Sellers need to help them weigh competing priorities, address concerns, and build a case they can defend.