Your Buyer Is Prepared—What’s Next?

Aman Rangrass, Global Head of Revenue and Solutioning at Skan.ai, highlights the evolving landscape of technology sales, particularly in AI. Today’s buyers arrive well-informed, equipped with resources like peer reviews and AI search tools, making traditional sales pitches ineffective. To succeed, sellers must adapt to educated customers by offering personalized experiences grounded in industry-specific examples. Three key strategies emerge: first, sellers must deeply understand their domain and relevant use cases; second, possessing extensive product knowledge and mastery of practical applications is crucial; and third, sellers need to deliver measurable outcomes that demonstrate clear ROI. With buyers demanding transparency and accountability, sales teams must articulate the actual value provided by AI technologies to stand out in a crowded market. Barriers are shifting; only those who can prove real impact and differentiate themselves will thrive in the competitive AI landscape.

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