Buyers decide before sales calls: 80% of decisions made pre-contact

Buyers decide before sales calls: 80% of decisions made pre-contact

Yesterday
GTMnow ARMARM Gtm_strategy

The Gist

  • 70-80% of B2B purchase decisions made before first sales call
  • Day one shortlist shrinks from 3-4 vendors to 1-2 due to AI influence
  • TestBox runs 15 AI experiments weekly, including video analysis of prospect body language
  • Agent-to-agent procurement predicted to dominate within 3-5 years

RevBots.ai View:

Revenue teams must rebuild their playbooks around AI-driven buyer research and validation calls instead of traditional discovery.

Full Story: GTMnow →