When a customer strolls into a store to pick out a new shirt, they play multiple roles. They are the buyer and the user all rolled into one, as they decide what to buy, how to pay for it, and where to wear it. This process is relatively straightforward when just one person is involved.
However, the sales journey gets more intricate in B2B decision-making. Here, the end user, the buyer, and the seller are distinct individuals, with numerous influencers shaping the final decision. Research has shown that between six to ten individuals are typically involved in B2B sales decision-making.
The success of a deal hinges on pinpointing and engaging with the right person. Yet, with so many stakeholders in the mix, each one plays a different role and enters the picture at various stages of the purchasing process. While having too many hands on deck can often complicate matters, each individual typically has a valid reason for being a part of the buying journey.
So, how can sellers guarantee they are connecting with key decision-makers?
To streamline the complexities of stakeholder involvement in buyer-led sales, Aligned, the digital customer collaboration platform, has introduced two AI features to enhance the purchasing process. The platform ensures all parties can access resources within a shared workspace instead of navigating multiple email threads, attachments, and tools.
With "buyer enablement" gaining traction in B2B sales, customers are better equipped with the knowledge and tools to make informed decisions. Aligned's AI features ensure all stakeholders have access to necessary information whenever needed, keeping them accountable and involved during all aspects of the buying journey.
The two AI tools elevate Aligned's core offerings by facilitating smoother communication between buyers and sellers while strengthening stakeholder collaboration. These features include:
AI-Assist: This feature acts as a buyer's co-pilot, answering inquiries within Aligned Digital Sales rooms based on shared data, enhancing the buying experience while increasing engagement. By helping sellers avoid being "ghosted" and having minimal influence in the sales process, this feature allows them to guide the buyer's journey without being overbearing. By intelligently sorting and organizing data, buyers can access crucial information tailored to their needs and stages in the buying process.
AI-Insights: This tool provides smart deal analysis, leveraging data from interactions within Aligned rooms, emails, CRM data, and self-service interactions. It enhances deal management and forecasting, aligning with the shift toward data-driven sales by analyzing unseen aspects of the buying process.
Aligned's AI-powered tools guarantee prospective buyers instant access to real-time answers, leveraging the shared information sellers provide. The feature logs and analyzes questions and interactions, offering sellers valuable insights into the buyer and the reasoning behind their decisions. Through these insights, Aligned also provides internal sales advocates with the information they require to maintain momentum throughout the sales process.
Rather than leaving buyers in the dark during seller downtime, Aligned's AI offerings empower buyers to experience a self-service journey, with sellers maintaining influence over certain aspects of the sales landscape. This helps meet buyer demand for sellers who provide concrete added value to the sales process, rather than hovering over them throughout decision-making.
Gal Deitsch, Aligned's CPO and Co-Founder, says: "The truth is that most buyers' journeys unfold independently with minimal involvement from sellers. Recognizing this reality, our goal is to seamlessly integrate advanced AI technologies that empower sellers by elevating the experiences they can offer buyers, even in their absence. By integrating these two distinct AI features, we are confident we can provide buyers and sellers with more efficient and streamlined processes."
A sales journey involving several stakeholders without access to essential information jeopardizes the final result of a deal. However, by enhancing the buyer experience and arming all contributors with the relevant facts to make informed decisions, sellers can accelerate success and drive a favorable outcome for all parties involved.
