AI and Machine Learning in B2B Sales

Most complex B2B deals take months or years to close. Along with every point in that pathway, there are human beings interacting. There are literally hundreds of thousands of micro-conversions happening within one large-scale B2B sales engagement. Once the bastion of in-person interactions, B2B engagements must now occur almost exclusively as virtual exchanges even though they're still primarily 1-to-1 communications between buyers and sellers. They may be using technology to connect, and share information digitally via that technology -- but it's still the transference of information (issues and solutions, questions and answers, plans, and revised plans) back and forth between humans that make up the logistics of the path.