The Future of B2B Sales: AI, Buying Journeys, and the Rise of Agentic GTM скачать в хорошем качестве

The Future of B2B Sales: AI, Buying Journeys, and the Rise of Agentic GTM

In this episode of The AI-Enabled GTM, Stu Schmidt speaks with industry leaders Martyn Lewis (author of How Customers Buy and Why They Don’t) and Andrew Fritz, CEO of Augment AI, about the future of B2B enterprise sales in the age of GenAI and agentic AI. They explore how modern buying journeys are changing, why traditional sales processes are breaking down, and how AI can help sales teams navigate increasingly complex buying committees. Topics include: • What the customer buying journey really looks like in B2B • Why sales cycles are getting longer despite AI • The rise of multi-stakeholder enterprise buying decisions • How top sellers guide customers through the buying journey • Why the customer champion is the real seller • How AI can analyze customer interactions and buying signals • Why mapping the buying journey is the first step to modern GTM If you’re a sales leader, RevOps executive, GTM strategist, or founder, this episode will help you rethink how selling works in the age of AI. Subscribe for weekly conversations with leaders shaping the AI-enabled future of go-to-market. –––––––––––––––––––– CONNECT WITH OUR GUESTS Augment AI Website: https://www.augment.co/ YouTube:    / @augment_ai   LinkedIn:   / augment-co   Spotify: https://open.spotify.com/user/317hzkl... Chapters Market-Partners Website: https://market-partners.com/ How Customers Buy and Why They Don't: https://www.amazon.com/How-Customers-... LinkedIn:   / market-partners-inc   YouTube:    / @market-partners-inc   –––––––––––––––––––– CHAPTERS 0:00 The Future of B2B Sales in the Age of AI 0:29 Meet Martyn Lewis and Andrew Fritz 2:50 What Is the Customer Buying Journey? 3:58 Why the Traditional Sales Process No Longer Works 5:32 How Enterprise Buying Decisions Are Changing 7:05 Why Sales Cycles Are Getting Longer 8:43 Mapping Modern Buying Committees 10:01 The New Role of the Salesperson 12:52 Navigating Multi-Stakeholder Deals 13:23 Why the Customer Champion Is the Real Seller 15:19 Closing a $32M Enterprise Deal 18:00 How AI Helps Navigate the Buyer Journey 19:25 The Explosion of AI Tools for Sales 21:01 The Rise of Relationship Operating Systems 22:37 Why Sales Teams Must Adapt Now 23:20 Step 1: Map the Buying Journey 25:07 Three Questions Every Sales Team Must Ask 26:39 How AI Analyzes Customer Conversations 27:07 Using First-Party Sales Data 28:25 Finding Buying Friction 29:16 Listening to Customer Signals 30:17 Subscribe for More AI-Enabled GTM –––––––––––––––––––– ABOUT THE CHANNEL The AI-Enabled GTM explores how B2B revenue teams are applying GenAI and agentic AI while still keeping the work deeply human. Subscribe for weekly conversations with leaders shaping the future of go-to-market.